Book contents
- The Cambridge Handbook of Consumer Psychology
- Cambridge Handbooks in Psychology
- The Cambridge Handbook of Consumer Psychology
- Copyright page
- Contents
- Figures
- Tables
- Contributors
- Introduction
- 1 Consumer Psychology of Individuals
- 1 Attitudinal Advocacy
- 2 Storytelling and Narrative Persuasion
- 3 Consumer Goals and Motivation
- 4 Consumer Financial Decision-Making
- 5 Marketplace Morality
- 6 A Triadic Framework of Luxury Consumption
- 7 Consumer Identity: A Comprehensive Review and Integration of Contemporary Research
- 8 Compensatory Consumption
- 9 Artificial Intelligence and Consumer Psychology
- 2 Consumer Psychology of Groups and Society
- 3 Methods for Understanding Consumer Psychology
- Index
- References
3 - Consumer Goals and Motivation
from 1 - Consumer Psychology of Individuals
Published online by Cambridge University Press: 30 March 2023
Book contents
- The Cambridge Handbook of Consumer Psychology
- Cambridge Handbooks in Psychology
- The Cambridge Handbook of Consumer Psychology
- Copyright page
- Contents
- Figures
- Tables
- Contributors
- Introduction
- 1 Consumer Psychology of Individuals
- 1 Attitudinal Advocacy
- 2 Storytelling and Narrative Persuasion
- 3 Consumer Goals and Motivation
- 4 Consumer Financial Decision-Making
- 5 Marketplace Morality
- 6 A Triadic Framework of Luxury Consumption
- 7 Consumer Identity: A Comprehensive Review and Integration of Contemporary Research
- 8 Compensatory Consumption
- 9 Artificial Intelligence and Consumer Psychology
- 2 Consumer Psychology of Groups and Society
- 3 Methods for Understanding Consumer Psychology
- Index
- References
Summary
Research on goals and motivation started almost a century ago and continues to thrive today. In this chapter, we distill the rich literature on consumer goals and motivation by presenting recent works against the backdrop of foundational theories. We start with a discussion of how consumers initiate goal pursuit. Next, we examine the factors that help consumers stay motivated in the face of internal and external obstacles, and what happens once consumers attain their goals. We then explore research on how consumers’ goal pursuit interacts with the surrounding social world. Finally, we suggest some broad areas for future inquiries on consumer goals and motivation.
- Type
- Chapter
- Information
- The Cambridge Handbook of Consumer Psychology , pp. 53 - 89Publisher: Cambridge University PressPrint publication year: 2023
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