LiteratureReview

Topics: Research, Social media, Psychology Pages: 13 (3633 words) Published: April 19, 2015
Introduction to Management and
Research Methods (EFO249)
Group Task – literature review (INL1)

Team 4:
Alvise De Raho
Raja Sajid Hussain
Arlene Mahoro
Imre Minjo
Ranjiv Raj
Michelle Villavicencio
Session 1, October 16th, 2014.

Table of content

1. Map of chosen literature..…………………………………………………....1 2. Research question…………………………………………………………….2 3. Arguments…………………………………………………………………….2 3.1. Psychology……………………………………………………………….2 3.2. Social Media……………………………………………………………...4 4. Overview of the chosen literature…………………………………………...6 5. Quality assessment…………………………………………………………...7 6. Arguments for potential project…………………………………………….8 7. Critical account of the chosen concepts, theories or arguments…………..9 References

1. Map of chosen literature.
Map showing the location of all chosen literatures and also other potential literature. Keywords, databases and number of citations is also presented.

1

2. Research question.
Which psychological and social media aspects a company should focus on to influence consumer behavior?
3. Arguments.
Present an argument about which literatures you are going to concentrate on. The main areas considered for this Consumer Behavior research are Psychology and Social Media. Five different articles were chosen from a broad research done previously where twenty-one articles were reviewed. Three of the five articles chosen are within the psychology area and two of them are related social media. 3.1 Psychology

Emotions in consumer behavior: a hierarchical approach
Summary:
The study of emotions has come to the attention of marketers since the ‘80s, but two main issues delayed progress in this field: the structure and the content of emotions. A hierarchical model of consumer emotions will be developed uniting previous research streams, and it will consist in three levels, superordinate, basic and subordinate. The previous researches showed how the first emotions used in research were pleasure/arousal, changing in time to a positive/negative effect definition. Then the specific emotion words were classified into positive or negative using the Consumption Emotion Set (CES) and from this set the most mentioned emotions were retained in the final structure at the basic level. The final model will then consist, as previously said, in three levels: positive and negative at the superordinate level, with four general emotions for both of them at the basic level, and all the emotions contained in the general ones at the subordinate level.

An experiment was conducted on Dutch consumers using a questionnaire asking them to specify the level of 33 emotions when buying a certain food product. This pointed out that the model was solid with its division in three emotions’ main levels of generality.

Argument: this article was chosen because using previous theories, it tries to divide emotions in different levels and by doing it, it wants to make emotions measurable and when something is measurable it can have a more practical use. With their experiment they showed which kind of emotions a type of food can arouse, and with future research and experiments the results could be more focused. Let the music play or not: The influence of background music on consumer behavior Summary: The authors show with experiments how the in-store environmental conditions, like music, can influence the consumer buying behavior. They separate environment in three emotional states: pleasure (the state of feeling good, happy pleased), arousal (the state of feeling excited, alert, active) and dominance (the state of feeling influential, in control, important). While due lack of evidence the dominance part is not being taken into consideration. The research has shown that pleasure is a desire to spend more time in the environment looking and exploring

2

around as well as interaction with others within that environment and the arousal environment is the opposite. The result shows that with background music...

References: Andersson, P.K., Kristensson, P., Wästlund, E. & Gustafsson, A. (2012). Let the
music play or not: The influence of background music on consumer behavior.
Essoussi, L. H., & Merunka, D. (2007). Consumers ' product evaluations in emerging
markets: does country of design, country of manufacture, or brand image
Fisher, C. M., & Buglear, J. (2010). Researching and writing a dissertation: an
essential guide for business students / Colin Fisher with John Buglear
York : Financial Times/Prentice Hall, 2010.
Goel, S., Hofman, J.M., Pennock, D.M. & Watts, D.J. (2010). Predicting consumer
behavior with Web search
Heinonen, K. (2011). Consumer activity in social media: Managerial approaches to
consumers ' social media behavior
Hofstede, G. (1983). The cultural relativity of organizational practices and theories.
for mass customized products. Journal of Consumer Behavior, Vol. 12 pp. 327336
Ioanăs, E., & Stoica, I
Kacen, J. J., & Lee, J. A. (2002). The influence of culture on consumer impulsive
buying behavior
Kinard, B. & Kinard, J. (2013). The effect of receipt personalization on tipping
behavior
approach. Journal of Business Research, Vol. 58 pp. 1437-1445
Lee, J
Maheswaran, D. & Shavitt, S. (2000). Issues and New Directions in Global Consumer
Psychology
Matute‐ Vallejo, J., Bravo, R., & Pina, J. M. (2010). The influence of corporate
social responsibility and price fairness on customer behaviour: Evidence from
McAllister, M. P., & Mazzarella, S. R. (2000). Advertising and consumer culture.
Persson, A. (2013). Profitable customer management: Reducing costs by influencing
customer behaviour
Watson, L. & Spence, M. (2007). Causes and consequences of emotions on consumer
behavior
Wikström, F., Williams, H., Verghese, K. & Clune, S. (2014). The influence of
packaging attributes on consumer behaviour in food-packaging life cycle
assessment studies - a neglected topic. Journal of Cleaner Production, 73, 100108
Yalch, R
Continue Reading

Please join StudyMode to read the full document

Become a StudyMode Member

Sign Up - It's Free