The role of conscious awareness in consumer behavior

Consumer behavior can be influenced by mental processes that occur outside of conscious awareness. It is argued that in each domain of automaticity, researchers should specify the aspects of which consumers are presumably unaware. Three types of awareness are identified. These include awareness of (a) the environmental features that trigger an automatic process, (b) the automatic process itself, and (c) the outcome of that automatic process. Individuals may be unaware of one or more of these stages, thereby making the process nonconscious. With additional clarity regarding which aspects are nonconscious in which domains and the specific role that awareness plays, we can begin building a more comprehensive model of nonconscious processes in consumer behavior. Copyright © 2005, Lawrence Erlbaum Associates, Inc.

Duke Scholars

Author Tanya L. Chartrand Fuqua School of Business