Behavioural psychology, marketing and consumer behaviour: a literature review and future research agenda

References

• Allen, C. T., & Janiszewski, C. A. (1989). Assessing the role of contingency awareness in attitudinal conditioning with implications for advertising research. Journal of Marketing Research, 26(1), 30–43. doi:10.2307/3172667
   Web of Science ®Google Scholar
• Allen, C. T., & Madden, T. J. (1985). A closer look at classical conditioning. Journal of Consumer Research, 12(3), 301–315. doi:10.1086/208517
   Web of Science ®Google Scholar
• Anderson, P. F. (1986). On method in consumer research: A critical relativist perspective. Journal of Consumer Research, 13(2), 155–173. doi:10.1086/209058
   Web of Science ®Google Scholar
• Baer, D. M., Wolf, M. M., & Risley, T. R. (1968). Some current dimensions of applied behavior analysis. Journal of Applied Behavior Analysis, 1(1), 91–97. doi:10.1901/jaba.1968.1-91
   PubMed Web of Science ®Google Scholar
• Bales, M. (2009). Marketing and minds in the early 20th century: How psychology enhanced advertising, The Harvard Brain. Retrieved from http://www.musingsonmind.org/featured/Bales_Marketing
   Google Scholar
• Barnard, J. B., Christophersen, E. R., & Wolf, M. M. (1977). Teaching children appropriate shopping behavior through parent training in the supermarket setting. Journal of Applied Behaviour Analysis, 10, 49–59. doi:10.1901/jaba.1977.10-49
   PubMed Web of Science ®Google Scholar
• Barnes, D., & Holmes, Y. (1991). Radical behaviourism, stimulus equivalence and human cognition. The Psychological Record, 41, 19–31.
   Web of Science ®Google Scholar
• Barnes-Holmes, D., Keane, J., Barnes-Holmes, Y., & Smeets, P. M. (2000). A derived transfer of emotive functions as a means of establishing differential preferences for soft drinks. The Psychological Record, 50, 493–511.
   Web of Science ®Google Scholar
• Bierley, C., McSweeney, F. K., & Vannieuwkerk, R. (1985). Classical conditioning of preferences for stimuli. Journal of Consumer Research, 12(3), 316–323. doi:10.1086/208518
   Web of Science ®Google Scholar
• Blackman, D. E. (1985). Contemporary behaviourism: A brief overview. In C. F. Lowe, M. Richelle, D. E. Blackman, & C. M. Bradshaw (Eds.), Behaviour analysis and contemporary psychology (pp. 259–264). London: LEA.
   Google Scholar
• Bloch, P. H., Ridgway, N. M., & Dawson, S. A. (1994). The shopping mall as consumer habitat. Journal of Retailing, 70(1), 23–42. doi:10.1016/0022-4359(94)90026-4
   Web of Science ®Google Scholar
• Brothers, K. J., Krantz, P. J., & McClannahan, L. E. (1994). Office paper recycling: A function of container proximity. Journal of Applied Behavior Analysis, 27, 153–160. doi:10.1901/jaba.1994.27-153
   PubMed Web of Science ®Google Scholar
• Buckley, K. W. (1982). The selling of a psychologist: John Broadus Watson and the application of behavioral techniques to advertising. Journal of the History of the Behavioral Sciences, 18(3), 207–221. doi:10.1002/1520-6696(198207)18:3<207::AID-JHBS2300180302>3.0.CO;2-8
   PubMed Web of Science ®Google Scholar
• Caudill, B. D., & Lipscomb, T. R. (1980). Modeling influences on alcoholics’ rates of alcohol consumption. Journal of Applied Behavior Analysis, 13, 355–365. doi:10.1901/jaba.1980.13-355
   PubMed Web of Science ®Google Scholar
• Cavalcanti, P. R., Oliveira-Castro, J. M., & Foxall, G. R. (2013). Individual differences in consumer buying patterns: A behavioral economic analysis. The Psychological Record, 63(2), 259–276. doi:10.11133/j.tpr.2013.63.2.003
   Web of Science ®Google Scholar
• Craig, H. B., & Leland, L. S. (1983). Improving cafeteria patrons’ waste disposal. Journal of Organizational Behavior Management, 5(2), 79–88. doi:10.1300/J075v05n02_05
   Google Scholar
• DiClemente, D. F., & Hantula, D. A. (2003a). Applied behavioral economics and consumer choice. Journal of Economic Psychology, 24, 589–602. doi:10.1016/S0167-4870(03)00003-5
   Web of Science ®Google Scholar
• DiClemente, D. F., & Hantula, D. A. (2003b). Optimal foraging online: Increasing sensitivity to delay. Psychology & Marketing, 20(9), 785–809. doi:10.1002/mar.10097
   Web of Science ®Google Scholar
• Donovan, R. (2011). Theoretical models of behaviour change. In G. Hastings, K. Angus, & C. Bryant (Eds.), The SAGE handbook of social marketing (pp. 15–31). Thousand Oaks, CA: Sage.
   Google Scholar
• Ehrenberg, A. S. C. (1988). Repeat buying: Facts, theory and applications (2nd ed.). New York, NY: Oxford University Press.
   Google Scholar
• Ekström, K. M., & Hjort, T. (2009). Hidden consumers in marketing – the neglect of consumers with scarce resources in affluent societies. Journal of Marketing Management, 25(7), 697–712. doi:10.1362/026725709X471578
   Google Scholar
• Fagerstrøm, A. (2010). The motivating effect of antecedent stimuli on the web shop: A conjoint analysis of the impact of antecedent stimuli at the point of online purchase. Journal of Organizational Behavior Management, 30(2), 199–220. doi:10.1080/01608061003756562
   Web of Science ®Google Scholar
• Fantino, E. (1985). Behavior analysis and behavioral ecology: A synergistic coupling. The Behavior Analyst, 8(2), 151–157.
   PubMed Web of Science ®Google Scholar
• Fantino, E., & Preston, R. A. (1988). Choice and foraging: The effects of accessibility on acceptability. Journal of the Experimental Analysis of Behavior, 50, 395–403. doi:10.1901/jeab.1988.50-395
   PubMed Web of Science ®Google Scholar
• Flavián, C., Gurrea, R., & Orús, C. (2012). An integrative perspective of online foraging behavior with search engines. Psychology & Marketing, 29(11), 836–849. doi:10.1002/mar.20568
   Web of Science ®Google Scholar
• Foxall, G., Yan, J., Oliveira-Castro, J. M., & Wells, V. K. (2013). Brand related and situational influences on demand elasticity. Journal of Business Research, 66, 73–81. doi:10.1016/j.jbusres.2011.07.025
   Web of Science ®Google Scholar
• Foxall, G. R. (1986). Theoretical progress in consumer psychology: The contribution of a behavioural analysis of choice. Journal of Economic Psychology, 7(4), 393–414. doi:10.1016/0167-4870(86)90030-9
   Web of Science ®Google Scholar
• Foxall, G. R. (1987). Radical behaviorism and consumer research theoretical promise and empirical problems. International Journal of Research in Marketing, 4(2), 111–113, 116–127. doi:10.1016/0167-8116(87)90003-6
   Google Scholar
• Foxall, G. R. (1990). Consumer psychology in behavioural perspective. New York, NY: Routledge.
   Google Scholar
• Foxall, G. R. (1992). The consumer situation: An integrative model for research in marketing. Journal of Marketing Management, 8, 383–404. doi:10.1080/0267257X.1992.9964206
   Google Scholar
• Foxall, G. R. (1993). A behaviourist perspective on purchase and consumption. European Journal of Marketing, 27(8), 7–16. doi:10.1108/03090569310042891
   Google Scholar
• Foxall, G. R. (2001). Foundations of consumer behaviour analysis. Marketing Theory, 1(2), 165–199. doi:10.1177/147059310100100202
   Google Scholar
• Foxall, G. R. (2002). Marketing’s attitude problem – and how to solve it. Journal of Customer Behaviour, 1(1), 19–48. doi:10.1362/147539202323071263
   Google Scholar
• Foxall, G. R. (2003). The behavior analysis of consumer choice: An introduction to the special issue. Journal of Economic Psychology, 24(5), 581–588. doi:10.1016/S0167-4870(03)00002-3
   Web of Science ®Google Scholar
• Foxall, G. R., & Greenley, G. E. (1998). The affective structure of consumer situations. Environment and Behaviour, 30, 781–798. doi:10.1177/001391659803000603
   Web of Science ®Google Scholar
• Foxall, G. R., & Greenley, G. E. (1999). Consumers’ emotional responses to service environments. Journal of Business Research, 46, 149–158. doi:10.1016/S0148-2963(98)00018-6
   Web of Science ®Google Scholar
• Foxall, G. R., & Greenley, G. E. (2000). Predicting and explaining responses to consumer environments: An empirical test and theoretical extension of the behavioural perspective model. The Service Industries Journal, 20, 39–63. doi:10.1080/02642060000000019
   Web of Science ®Google Scholar
• Foxall, G. R., & James, V. K. (2001). The behavioral basis of consumer choice: A preliminary analysis. European Journal of Behavior Analysis, 2(92), 209–220.
   Google Scholar
• Foxall, G. R., & James, V. K. (2003). The behavioral ecology of brand choice: How and what do consumers maximize? Psychology & Marketing, 20, 811–836. doi:10.1002/mar.10098
   Web of Science ®Google Scholar
• Foxall, G. R., Oliveira-Castro, J. M., James, V. K., Yani-de Soriano, M., & Sigurdsson, V. (2006). Consumer behavior analysis and social marketing: The case of environmental conservation. Behavior and Social Issues, 15, 101–124. doi:10.5210/bsi.v15i1.338
   Google Scholar
• Foxall, G. R., Oliveira-Castro, J. M., & Schrezenmaier, T. C. (2004). The behavioral economics of consumer brand choice: Patterns of reinforcement and utility maximization. Behavioural Processes, 66, 235–260. doi:10.1016/j.beproc.2004.03.007
   PubMed Web of Science ®Google Scholar
• Foxall, G. R., & Schrezenmaier, T. C. (2003). The behavioral economics of consumer brand choice: Establishing a methodology. Journal of Economic Psychology, 24, 675–695. doi:10.1016/S0167-4870(03)00008-4
   Web of Science ®Google Scholar
• Foxall, G. R., Wells, V. K., Chang, S. W., & Oliveira-Castro, J. M. (2010). Substitutability and independence: Matching analyses of brands and products. Journal of Organizational Behavior Management, 30(2), 145–160. doi:10.1080/01608061003756414
   Web of Science ®Google Scholar
• Foxall, G. R., & Yani-de-Soriano, M. M. (2005). Situational influences on consumers’ attitudes and behavior. Journal of Business Research, 58(4), 518–525. doi:10.1016/S0148-2963(03)00142-5
   Web of Science ®Google Scholar
• Foxall, G. R., Yani-de-Soriano, M. M., Yousafzai, S. Y., & Javed, U. (2012). The role of neurophysiology, emotion and contingency in the explanation of consumer choice. In V. K. Wells & G. R. Foxall (Eds.), Handbook of developments in consumer behaviour (pp. 461–522). Cheltenham: Edward Elgar.
   Google Scholar
• Giraldeau, L.-A., & Caraco, T. (2000). Social foraging theory. Princeton, NJ: Princeton University Press.
   Google Scholar
• Giraldeau, L.-A., Caraco, T., & Valone, T. J. (1994). Social foraging: Individual learning and cultural transmission of innovations. Behavioral Ecology, 5(1), 35–43. doi:10.1093/beheco/5.1.35
   Web of Science ®Google Scholar
• Goldsmith, R. E. (2004). Current and future trends in marketing and their implications for the discipline. Journal of Marketing Theory and Practice, 12(4), 10–17.
   Google Scholar
• Gorn, G. J. (1982). The effects of music in advertising on choice behavior: A classical conditioning approach. Journal of Marketing, 46(1), 94–101. doi:10.2307/1251163
   Web of Science ®Google Scholar
• Greene, B. F., Rouse, M., Green, R. B., & Clay, C. (1984). Behavior analysis in consumer affairs: Retail and consumer response to publicizing food price information. Journal of Applied Behaviour Analysis, 17, 3–21. doi:10.1901/jaba.1984.17-3
   PubMed Web of Science ®Google Scholar
• Greenwald, A. G. (1976). Within-subjects designs: To use or not to use?. Psychological Bulletin, 83(2), 314–320. doi:10.1037/0033-2909.83.2.314
   Web of Science ®Google Scholar
• Hantula, D. (2013). From producers to consumers: Organizational behavior management meets consumer behavior analysis, and the future looks bright. In D. Hantula & V. K. Wells (Eds.), Consumer behavior analysis: A rational approach to consumer choice (pp. 239–252). New York, NY: Routledge/Taylor & Francis.
   Google Scholar
• Hantula, D., & Bryant, K. (2005). Delay discounting determines delivery fees in an e-commerce simulation: A behavioral economic perspective. Psychology & Marketing, 22(2), 153–161. doi:10.1002/mar.20052
   Web of Science ®Google Scholar
• Hantula, D. A., Brockman, D., Smith, C. L., & Smith, C. L. (2008). Online shopping as foraging: The effects of increasing delays on purchasing and patch residence. IEEE Transactions on Professional Communication, 51(2), 147–154. doi:10.1109/TPC.2008.2000340
   Web of Science ®Google Scholar
• Hantula, D. A., & Crowell, C. R. (1994). Behavioral contrast in a two-option analogue task of financial decision making. Journal of Applied Behavior Analysis, 27, 607–617. doi:10.1901/jaba.1994.27-607
   PubMed Web of Science ®Google Scholar
• Hantula, D. A., DiClemente, D. F., & Rajala, A. K. (2001). Outside the box: The analysis of consumer behavior. In L. Hayes et al. (Eds.), Organizational change (pp. 203–223). Reno, NV: Context Press.
   Google Scholar
• Hayes, S. C. (1996). Developing a theory of derived stimulus relations. Journal of the Experimental Analysis of Behavior, 65, 309–311. doi:10.1901/jeab.1996.65-309
   PubMed Web of Science ®Google Scholar
• Hayes, S. C., & Gifford, E. V. (1997). The trouble with language: Experiential avoidance, rules and the nature of verbal events. Psychological Sciences, 8, 170–173. doi:10.1111/j.1467-9280.1997.tb00405.x
   Web of Science ®Google Scholar
• Hayes, S. C., & Wilson, K. G. (1996). Criticisms of relational frame theory; implications for behaviour analytic account of derived stimulus relations. The Psychological Record, 46, 221–236.
   Web of Science ®Google Scholar
• Herrnstein, R. J. (1961). Relative and absolute strength of response as a function of frequency of reinforcement. Journal of the Experimental Analysis of Behavior, 4, 267–272. doi:10.1901/jeab.1961.4-267
   PubMed Web of Science ®Google Scholar
• Herrnstein, R. J. (1970). On the law of effect. Journal of the Experimental Analysis of Behavior, 13, 243–266. doi:10.1901/jeab.1970.13-243
   PubMed Web of Science ®Google Scholar
• Hui, S. K., Bradlow, E. T., & Fader, P. S. (2009). Testing behavioral hypotheses using an integrated model of grocery store shopping path and purchase behavior. Journal of Consumer Research, 36, 478–493. doi:10.1086/599046
   Web of Science ®Google Scholar
• James, V. K. (2010, April 9–10). Retail choice and consumer behaviour analysis: Further analyses. Paper presented at the CBAR 2nd International Symposium, Cardiff.
   Google Scholar
• James, V. K., & Foxall, G. R. (2010, May). Retail choice and consumer behavior analysis: Further analyses. Paper presented at the ABA Annual Convention, San Antonio, TX.
   Google Scholar
• Janiszewski, C., & Warlop, L. (1993). The influence of classical conditioning procedures on subsequent attention to the conditioned brand. Journal of Consumer Research, 20(2), 171–189. doi:10.1086/209342
   Web of Science ®Google Scholar
• Kassarjian, H. H. (1978). Presidential address, 1977: Anthropomorphism and parsimony. In H. K. Hunt (Ed.), Advances in consumer research (Vol. 5). Ann Arbor, MI: Association for Consumer Research. Retrieved from http://www.acrwebsite.org/search/view-conference-proceedings.aspx?Id=9390
   Google Scholar
• Kim, J., Lim, J.-S., & Bhargava, M. (1998). The role of affect in attitude formation: A classical conditioning approach. Journal of the Academy of Marketing Science, 26(2), 143–152. doi:10.1177/0092070398262005
   Web of Science ®Google Scholar
• Kohlenberg, R., Phillips, T., & Proctor, W. (1976). A behavioral analysis of peaking in residential electrical-energy consumers. Journal of Applied Behavior Analysis, 9, 13–18. doi:10.1901/jaba.1976.9-13
   PubMed Web of Science ®Google Scholar
• Koyama, S., & Uchiyama, J. (2002). Why ‘beyond affluent foragers’? looking back at the original affluent foragers concept. Paper presented at the Conference of the International Council of Archaeozoology. Durham, NC: Oxbow Books.
   Google Scholar
• Kreshel, P. J. (1990). John B. Watson at J. Walter Thompson: The legitimation of “science” in advertising. Journal of Advertising, 19(2), 49–59. doi:10.1080/00913367.1990.10673187
   Web of Science ®Google Scholar
• Lindsley, O. R. (1962). A behavioral measure of television viewing. Journal of Advertising Research, 2, 2–1.
   Web of Science ®Google Scholar
• Ludwig, T. D., Gray, T. W., & Rowell, A. (1998). Increasing recycling in academic buildings: A systematic replication. Journal of Applied Behavior Analysis, 31, 683–686. doi:10.1901/jaba.1998.31-683
   Web of Science ®Google Scholar
• Lyons, C. A. (2013). Gambling in the public marketplace: Adaptations to economic context. The Psychological Record, 63(2), 309–322. doi:10.11133/j.tpr.2013.63.2.006
   Web of Science ®Google Scholar
• Macklin, N. C. (1986). Classical conditioning affects in product/character pairings presented to children. In R. J. Lutz (Ed.), Advances in consumer research (Vol. 13, pp. 198–203). Provo, UT: Association for Consumer Research.
   Google Scholar
• Marsden, D., & Littler, D. (1998). Positioning alternative perspectives of consumer behaviour. Journal of Marketing Management, 14(1–3), 3–28. doi:10.1362/026725798784959381
   Google Scholar
• McCracken, G. (1989). Who is the celebrity endorser? Cultural foundations of the endorsement process. Journal of Consumer Research, 16(3), 310–321. doi:10.1086/209217
   Web of Science ®Google Scholar
• McSweeney, F. K., & Bierley, C. (1984). Recent developments in classical conditioning. Journal of Consumer Research, 11(2), 619–631. doi:10.1086/208999
   Web of Science ®Google Scholar
• Mellgren, R. L., & Brown, S. W. (1987). Environmental constraints on optimal-foraging behavior. In M. L. Commons, A. Kacelnik, & S. J. Shettleworth. (Eds.), Quantitative analyses of behavior volume 6: Foraging (pp. 133–151). London: Lawrence Erlbaum.
   Google Scholar
• Nathan, P. E., & Wallace, W. H. (1971). An operant behavioral measure of TV commercial effectiveness. Journal of Advertising Research, 5(4), 13–20.
   Google Scholar
• Nord, W. R., & Peter, J. P. (1980). A behavior modification perspective on marketing. Journal of Marketing, 44(2), 36–47. doi:10.2307/1249975
   Web of Science ®Google Scholar
• O’Donohue, W., & Kitchener, R. (Eds.). (1999). Handbook of behaviourism. London: Academic Press.
   Google Scholar
• O’Shaughnessy, J. (1997). Temerarious directions for marketing. European Journal of Marketing, 31(9/10), 677–705. doi:10.1108/03090569710180029
   Google Scholar
• Oliveira-Castro, J. M., Ferreira, D. C. S., Foxall, G. R., & Schrezenmaier, T. C. (2005). Dynamics of repeat-buying for packaged food products. Journal of Marketing Management, 21, 37–61. doi:10.1362/0267257053166730
   Google Scholar
• Oliveira-Castro, J. M., Foxall, G. R., & James, V. K. (2008). Individual differences in price responsiveness within and across food brands. The Service Industries Journal, 28(6), 733–753. doi:10.1080/02642060801988605
   Web of Science ®Google Scholar
• Oliveira-Castro, J. M., Foxall, G. R., James, V. K., Pohl, R. H. B. F., Dias, M. B., & Chang, S. W. (2008). Consumer-based brand equity and brand performance. The Service Industries Journal, 28(4), 445–461. doi:10.1080/02642060801917554
   Web of Science ®Google Scholar
• Oliveira-Castro, J. M., Foxall, G. R., & Schrezenmaier, T. C. (2005). Patterns of consumer response to retail price differentials. The Service Industries Journal, 25, 309–335. doi:10.1080/02642060500050392
   Web of Science ®Google Scholar
• Oliveira-Castro, J. M., Foxall, G. R., & Schrezenmaier, T. C. (2006). Consumer brand choice: Individual and group analyses of demand elasticity. Journal of the Experimental Analysis of Behavior, 85, 147–166. doi:10.1901/jeab.2006.51-04
   PubMed Web of Science ®Google Scholar
• Oliveira-Castro, J. M., Foxall, G. R., & Wells, V. K. (2010). Consumer brand choice: Money allocation as a function of brand reinforcing attributes. Journal of Organizational Behavior Management, 30(2), 161–175. doi:10.1080/01608061003756455
   Web of Science ®Google Scholar
• Oliveira-Castro, J. M., Foxall, G. R., Yan, J., & Wells, V. K. (2011). A behavioral-economic analysis of the essential value of brands. Behavioural Processes, 87, 106–114. doi:10.1016/j.beproc.2011.01.007
   PubMed Web of Science ®Google Scholar
• Olson, M. A., & Fazio, R. H. (2001). Implicit attitude formation through classical conditioning. Psychological Science., 12(5), 413–417. doi:10.1111/1467-9280.00376
   PubMed Web of Science ®Google Scholar
• Pachauri, M. (2001). Consumer behaviour: A literature review. The Marketing Review, 2, 319–355. doi:10.1362/1469347012569896
   Google Scholar
• Perotti, V., Sorce, P., & Widrick, S. (2003). An exploratory study of operant conditioning theory as a predictor of online product selection. Journal of Electronic Commerce in Organizations, 1(1), 42–54. doi:10.4018/jeco.2003010103
   Google Scholar
• Peter, J. P., & Nord, W. R. (1982). A clarification and extension of operant conditioning principles in marketing. Journal of Marketing, 46(3), 102–107. doi:10.2307/1251708
   Web of Science ®Google Scholar
• Peter, J. P., & Olson, J. C. (1987). Consumer behavior: Marketing strategy perspectives. Homewood, IL: Richard D. Irwin.
   Google Scholar
• Pirolli, P. (2003). Exploring and finding information. In J. M. Carroll (Eds.), HCI models, theories and frameworks: Toward a multidisciplinary science (pp. 157–191). San Francisco, CA: Morgan Kaufmann.
   Google Scholar
• Pirolli, P. (2005). Rational analyses of information foraging on the web. Cognitive Science, 29, 343–373. doi:10.1207/s15516709cog0000_20
   PubMed Web of Science ®Google Scholar
• Pirolli, P., & Card, S. (1999). Information foraging. Psychological Review, 106(4), 643–675. doi:10.1037/0033-295X.106.4.643
   Web of Science ®Google Scholar
• Pornpitakpan, C. (2012). A critical review of classical conditioning effects on consumer behavior. Australasian Marketing Journal, 20, 282–296. doi:10.1016/j.ausmj.2012.07.002
   Google Scholar
• Porto, R. B., & Oliveira-Castro, J. M. (2013). Say-do correspondence in brand choice: Interaction effects of past and current contingencies. The Psychological Record, 63(2), 345–362. doi:10.11133/j.tpr.2013.63.2.009
   Web of Science ®Google Scholar
• Rajala, A. K., & Hantula, D. A. (2000). Towards a behavioral ecology of consumption: Delay-reduction effects on foraging in a simulated internet mall. Managerial and Decision Economics, 21(3–4), 145–158. doi:10.1002/mde.979
   Google Scholar
• Razran, G. H. S. (1938). Conditioning away social bias by the luncheon technique. Psychological Bulletin, 37, 481.
   Google Scholar
• Reber, A. S., Allen, R., & Reber, E. S. (2009). The penguin dictionary of psychology (4th ed.). London: Penguin.
   Google Scholar
• Rescorla, R. A. (1967). Pavlovian conditioning and its proper control procedures. Psychological Review, 74(1), 71–80. doi:10.1037/h0024109
   PubMed Web of Science ®Google Scholar
• Romero, S., Foxall, G. R., Schrezenmaier, T. C., Oliveira-Castro, J. M., & James, V. K. (2006). Deviations from matching in consumer choice. European Journal of Behavior Analysis, 7, 15–40.
   Google Scholar
• Rothschild, M. L., & Gaidis, W. C. (1981). Behavioral learning theory: It’s relevance to marketing and promotions. Journal of Marketing, 45(2), 70–78. doi:10.2307/1251666
   Web of Science ®Google Scholar
• Shimp, T. A., Stuart, E. W., & Engle, R. W. (1991). A program of classical conditioning experiments testing variations in the conditioned stimulus and context. Journal of Consumer Research, 18(1), 1–12. doi:10.1086/209236
   Web of Science ®Google Scholar
• Sigurdsson, V., Engilbertsson, H., & Foxall, G. R. (2010). The effects of a point-of-purchase display on relative sales: An in-store experimental evaluation. Journal of Organizational Behavior Management, 30(3), 222–233. doi:10.1080/01608061.2010.499028
   Web of Science ®Google Scholar
• Sigurdsson, V., Foxall, G. R., & Saevarsson, H. (2010). In-store experimental approach to pricing and consumer behavior. Journal of Organizational Behavior Management, 30(3), 234–246. doi:10.1080/01608061.2010.499029
   Web of Science ®Google Scholar
• Sigurdsson, V., Kahamseh, S., Gunnarsson, D., Larsen, N. M., & Foxall, G. R. (2013). An econometric examination of the behavioral perspective model in the context of Norwegian retailing. The Psychological Record, 63(2), 277–294. doi:10.11133/j.tpr.2013.63.2.004
   Web of Science ®Google Scholar
• Sigurdsson, V., Menon, R. G. V., Sigurdarson, J. P., Kristjansson, J. S., & Foxall, G. R. (2013). A test of the behavioral perspective model in the context of an e-mail marketing experiment. The Psychological Record, 63(2), 295–308. doi:10.11133/j.tpr.2013.63.2.005
   Web of Science ®Google Scholar
• Sigurdsson, V., Saevarsson, H., & Foxall, G. R. (2009). Brand placement and consumer choice: An in-store experiment. Journal of Applied Behavior Analysis, 42(3), 741–745. doi:10.1901/jaba.2009.42-741
   PubMed Web of Science ®Google Scholar
• Simintiras, A. C., & Cadogan, J. W. (1996). Behaviourism in the study of salesperson-customer interactions. Management Decision, 34(6), 57–64. doi:10.1108/00251749610121470
   Google Scholar
• Skinner, B. F. (1974). About behaviorism. New York, NY: Knopf.
   Google Scholar
• Smith, C., & Hantula, D. A. (2003). Pricing effects on foraging in a simulated internet mall. Journal of Economic Psychology, 24, 653–674.
   Web of Science ®Google Scholar
• Soriano, M. Y., Foxall, G. R., & Pearson, G. (2002). Emotion and environment: A test of the behavioural perspective model in a Latin American context. Journal of Consumer Behaviour, 2, 138–154. doi:10.1002/cb.96
   Google Scholar
• Staats, A. W., & Staats, C. K. (1958). Attitudes established by classical conditioning. Journal of Abnormal and Social Psychology, 11, 187–192.
   Google Scholar
• Stephens, D. W., & Krebs, J. R. (1986). Foraging theory. Princeton, NJ: Princeton University Press.
   Google Scholar
• Stratton, J. P., & Werner, M. J. (2013). Consumer behavior analysis of fair trade coffee: Evidence from field research. The Psychological Record, 63(2), 363–374. doi:10.11133/j.tpr.2013.63.2.010
   Web of Science ®Google Scholar
• Stuart, E. W., Shimp, T. A., & Engle, R. W. (1987). Classical conditioning of consumer attitudes: Four experiments in an advertising context. Journal of Consumer Research, 14(3), 334–349. doi:10.1086/209117
   Web of Science ®Google Scholar
• Tadajewski, M. (2004). The philosophy of marketing theory: Historical and future directions. The Marketing Review, 4, 307–340. doi:10.1362/1469347042223373
   Google Scholar
• Thaler, R. H., & Sunstein, C. R. (2009). Nudge: Improving decisions about health, wealth and happiness. New Haven, CT: Yale University Press.
   Google Scholar
• Till, B. D., & Priluck, R. L. (2000). Stimulus generalization in classical conditioning: An initial investigation and extension. Psychology & Marketing, 17(1), 55–72. doi:10.1002/(SICI)1520-6793(200001)17:1<55::AID-MAR4>3.0.CO;2-C
   Web of Science ®Google Scholar
• Till, B. D., Stanley, S. M., & Priluck, R. (2008). Classical conditioning and celebrity endorsers: An examination of belongingness and resistance to extinction. Psychology & Marketing, 25(2), 179–196. doi:10.1002/mar.20205
   Web of Science ®Google Scholar
• Tom, G. (1995). Classical conditioning of unattended stimuli. Psychology & Marketing, 12(1), 79–87. doi:10.1002/mar.4220120106
   Web of Science ®Google Scholar
• Valdimarsdóttir, H., Halldórsdóttir, L. Ý., & Sigurådóttir, Z. G. (2010). Increasing the variety of foods consumed by a picky eater: Generalization of effects across caregivers and settings. Journal of Applied Behavior Analysis, 43(1), 101–105. doi:10.1901/jaba.2010.43-101
   PubMed Web of Science ®Google Scholar
• Vella, K. J., & Foxall, G. R. (2013). The marketing firm: Operant interpretation of corporate behavior. The Psychological Record, 63(2), 375–402. doi:10.11133/j.tpr.2013.63.2.011
   Web of Science ®Google Scholar
• Wells, V. K. (2012). Foraging: An ecology model of consumer behaviour? Marketing Theory, 12(2), 117–136. doi:10.1177/1470593112441562
   Web of Science ®Google Scholar
• Wells, V. K., Chang, S. W., Oliveira-Castro, J. M., & Pallister, J. (2010). Market segmentation from a behavioral perspective. Journal of Organizational Behavior Management, 30(2), 176–198. doi:10.1080/01608061003756505
   Web of Science ®Google Scholar
• Wells, V. K., & Foxall, G. R. (2013). Matching, demand, maximization, and consumer choice. The Psychological Record, 63, 239–258. doi:10.11133/j.tpr.2013.63.2.002
   Web of Science ®Google Scholar
• Williams, W. A., & Fantino, E. (1994). Delay reduction and optimal foraging: Variable ratio search in a foraging analogue. Journal of the Experimental Analysis of Behavior, 61, 465–477. doi:10.1901/jeab.1994.61-465
   PubMed Web of Science ®Google Scholar
• Winett, R. A., Kramer, K. D., Walker, W. B., Malone, S. W., & Lane, M. K. (1988). Modifying food purchases in supermarkets with modeling, feedback, and goal-setting procedures. Journal of Applied Behavior Analysis, 21, 73–80. doi:10.1901/jaba.1988.21-73
   PubMed Web of Science ®Google Scholar
• Winett, R. A., Leckliter, I. N., Chinn, D. E., Stahl, B., & Love, S. Q. (1985). Effects of television modeling on residential energy conservation. Journal of Applied Behavior Analysis, 18, 33–44. doi:10.1901/jaba.1985.18-33
   PubMed Web of Science ®Google Scholar
• Winett, R. A., Moore, J. F., & Anderson, E. S. (1991). Extending the concept of social validity: Behavior analysis for disease prevention and health promotion. Journal of Applied Behavior Analysis, 24, 215–230. doi:10.1901/jaba.1991.24-215
   PubMed Web of Science ®Google Scholar
• Winett, R. A., Neale, M. S., & Grier, H. C. (1979). Effects of self-monitoring and feedback on residential electricity consumption. Journal of Applied Behavior Analysis, 12, 173–184. doi:10.1901/jaba.1979.12-173
   PubMed Web of Science ®Google Scholar
• Winters, L. C., & Wallace, W. H. (1970). On operant conditioning techniques. Journal of Advertising Research, 10(5), 39–45.
   Web of Science ®Google Scholar
• Wolf, A., Newman, D., & Winters, L. C. (1969). Operant measures of interest as related to ad lib readership. Journal of Advertising Research, 9(2), 40–45.
   Web of Science ®Google Scholar
• Wright, M. (1998). Folk psychology and marketing science. Working Paper. Retrieved from http://ssrn.com/adbtsract=1842927
   Google Scholar
• Xiao, S., & Nicholson, M. (2010). Trick or treat? An examination of marketing relationships in a non-deceptive counterfeit market. Journal of Organizational Behavior Management, 30(3), 247–270. doi:10.1080/01608061.2010.499032
   Web of Science ®Google Scholar