A theoretical framework for goal-based choice and for prescriptive analysis
Publication
, Journal Article
Carlson, KA; Janiszewski, C; Keeney, RL; Krantz, DH; Kunreuther, HC; Luce, MF; Russo, JE; Van Osselaer, SMJ; Von Winterfeldt, D
Published in: Marketing Letters
December 1, 2008
This paper extends the familiar multi-stage framework for choice by explicitly describing the role that goals play at each stage. We first present a typology of goals, ranging from content to process and from immediate to long-term illustrating it in the context of two examples-purchasing a new car and earthquake retrofitting. We then delineate each stage of the choice process based on recent advances from the descriptive literature on the influence of the various goals. Finally, we draw the prescriptive implications as to how goals can inform what we know, or need to know, about the choice process. © 2008 Springer Science+Business Media, LLC.
Duke Scholars
Published In
Marketing Letters
DOI
ISSN
0923-0645
Publication Date
December 1, 2008
Volume
19
Issue
3-4
Start / End Page
241 / 254
Related Subject Headings
- Marketing
- 3506 Marketing
- 1505 Marketing
Citation
APA
Chicago
ICMJE
MLA
NLM
Carlson, K. A., Janiszewski, C., Keeney, R. L., Krantz, D. H., Kunreuther, H. C., Luce, M. F., … Von Winterfeldt, D. (2008). A theoretical framework for goal-based choice and for prescriptive analysis. Marketing Letters, 19(3–4), 241–254. https://doi.org/10.1007/s11002-008-9043-4
Carlson, K. A., C. Janiszewski, R. L. Keeney, D. H. Krantz, H. C. Kunreuther, M. F. Luce, J. E. Russo, S. M. J. Van Osselaer, and D. Von Winterfeldt. “A theoretical framework for goal-based choice and for prescriptive analysis.” Marketing Letters 19, no. 3–4 (December 1, 2008): 241–54. https://doi.org/10.1007/s11002-008-9043-4.
Carlson KA, Janiszewski C, Keeney RL, Krantz DH, Kunreuther HC, Luce MF, et al. A theoretical framework for goal-based choice and for prescriptive analysis. Marketing Letters. 2008 Dec 1;19(3–4):241–54.
Carlson, K. A., et al. “A theoretical framework for goal-based choice and for prescriptive analysis.” Marketing Letters, vol. 19, no. 3–4, Dec. 2008, pp. 241–54. Scopus, doi:10.1007/s11002-008-9043-4.
Carlson KA, Janiszewski C, Keeney RL, Krantz DH, Kunreuther HC, Luce MF, Russo JE, Van Osselaer SMJ, Von Winterfeldt D. A theoretical framework for goal-based choice and for prescriptive analysis. Marketing Letters. 2008 Dec 1;19(3–4):241–254.
Published In
Marketing Letters
DOI
ISSN
0923-0645
Publication Date
December 1, 2008
Volume
19
Issue
3-4
Start / End Page
241 / 254
Related Subject Headings
- Marketing
- 3506 Marketing
- 1505 Marketing