Abstract
This paper tries to link findings from evolutionary psychology and neuroscience with the aim to adapt traditional buying models and, as a result, shed new light on the different buying behavior. Out of these theories one can derive that (online) buying behavior is in a general sense twofold. Need-oriented-buying behavior: We purchase goods because we have a need. Yet, this purchase contributes little to our happiness since it is a sheer necessity. Want-oriented buying behavior: Many goods, however, are bought because we “want” and “like” them based on our experience or due to the fact that they are new. Such products generally generate a so-called “incentive salience”. By adding the additional dimension of an involvement component, a two-dimensional model with four archetypical types can be established: (a) Extensive buying, (b) effort-minimizing buying, (c) self-indulgent buying, and (d) conspicuous buying.
Original language | English |
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Title of host publication | Lecture Notes in Information Systems and Organisation |
Pages | 43-50 |
Number of pages | 8 |
DOIs | |
Publication status | Published - 1 Jan 2015 |
Event | Gmunden Retreat on NeuroIS 2015 - Gmunden, Austria, Austria Duration: 1 Jun 2015 → 3 Jun 2015 http://neurois.org |
Publication series
Name | Lecture Notes in Information Systems and Organisation |
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Volume | 10 |
ISSN (Print) | 2195-4968 |
ISSN (Electronic) | 2195-4976 |
Conference
Conference | Gmunden Retreat on NeuroIS 2015 |
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Country/Territory | Austria |
City | Gmunden, Austria |
Period | 01.06.2015 → 03.06.2015 |
Internet address |
Keywords
- Buying behavior
- Evolutionary psychology
- Neuroscience