Research Details

Abstract

Substitution decisions have been examined from a variety of perspectives. The economics literature measures cross-price elasticity, operations research models optimal assortments, the psychology literature studies goals in conflict, and marketing research has examined substitution-in-use, brand switching, stockouts, and self-control. We integrate these perspectives into a common framework for understanding consumer substitution decisions; their specific drivers (availability of new alternatives, internal vs. external restrictions on choice); the moderating role of a consumer's commitment to an initially desired alternative; and the affective, motivational, cognitive, and behavioral outcomes of substitution. We use this framework to recommend new avenues for research.

Type

Article

Author(s)

Rebecca Hamilton, Zachary G. Arens, Neal Roese

Date Published

2014

Citations

Hamilton, Rebecca, Zachary G. Arens, and Neal Roese. 2014. Consumer substitution decisions: An integrative framework. Marketing Letters.(3): 305-317.