nach oben

vorheriges Kapitel Lernen

nächstes Kapitel Konsumentenverständnis und Marketing

Tipp

Weitere Kapitel dieses Buchs durch Wischen aufrufen

2020 | OriginalPaper | Buchkapitel

7. Entscheidungen und Beeinflussungen

Erstes Kapitel lesen

Autor: Harald Kindermann

Verlag: Springer Fachmedien Wiesbaden

Ergänzende Inhalte

Erschienen in: Konsumentenverständnis

» Jetzt Zugang zum Volltext erhalten

Zusammenfassung

In diesem Kapitel werden die vielfältigen Faktoren vorgestellt, die unsere Entscheidungen maßgeblich beeinflussen. Es wird umfassend beschrieben, warum wir uns im wahrsten Sinne des Wortes oft irrational verhalten und warum es so schwierig ist, dies selbst zu erkennen. Der Bogen wird dabei von der Dissonanztheorie, über unterschiedliche Heuristiken bis hin zum Barnum-Effekt gespannt.

Bitte loggen Sie sich ein, um Zugang zu diesem Inhalt zu erhalten

Jetzt einloggen Kostenlos registrieren

Sie möchten Zugang zu diesem Inhalt erhalten? Dann informieren Sie sich jetzt über unsere Produkte:

Springer Professional "Wirtschaft+Technik"

Online-Abonnement

Mit Springer Professional "Wirtschaft+Technik" erhalten Sie Zugriff auf:

über 69.000 Bücher
über 500 Zeitschriften

aus folgenden Fachgebieten:

Automobil + Motoren
Bauwesen + Immobilien
Business IT + Informatik
Elektrotechnik + Elektronik
Energie + Umwelt
Finance + Banking
Management + Führung
Marketing + Vertrieb
Maschinenbau + Werkstoffe
Versicherung + Risiko

Testen Sie jetzt 30 Tage kostenlos.

Jetzt informieren

Springer Professional "Wirtschaft"

Online-Abonnement

Mit Springer Professional "Wirtschaft" erhalten Sie Zugriff auf:

über 58.000 Bücher
über 300 Zeitschriften

aus folgenden Fachgebieten:

Bauwesen + Immobilien
Business IT + Informatik
Finance + Banking
Management + Führung
Marketing + Vertrieb
Versicherung + Risiko

Testen Sie jetzt 30 Tage kostenlos.

Jetzt informieren

Data 7.1 Entscheidungen und Beeinflussung (PPTX 1131 kb)

Amabile, T. M., Hennessey, B. A., & Grossman, B. S. (1986). Social influences on creativity: The effects of contracted-for reward. Journal of Personality and Social Psychology, 50(1), 14. CrossRef

Ariely, D. (2010). Denken hilft zwar, nützt aber nichts: Warum wir immer wieder unvernünftige Entscheidungen treffen. München: Droemer eBook.

Aronson, E., & Carlsmith, J. M. (1963). Effect of the severity of threat on the devaluation of forbidden behavior. The Journal of Abnormal and Social Psychology, 66(6), 584. CrossRef

Aronson, E., & Mills, J. (1959). The effect of severity of initiation on liking for a group. The Journal of Abnormal and Social Psychology, 59(2), 177. CrossRef

Aronson, E., Akert, R. M., & Wilson, T. D. (2010). Sozialpsychologie. London: Pearson Deutschland GmbH.

Beach, S. R. H., Tesser, A., Mendolia, M., Anderson, P., Crelia, R., Whitaker, D., & Fincham, F. D. (1996). Self-evaluation maintenance in marriage: Toward a performance ecology of the marital relationship. Journal of Family Psychology, 10(4), 379. CrossRef

Benson, P. L., Karabenick, S. A., & Lerner, R. M. (1976). Pretty pleases: The effects of physical attractiveness, race, and sex on receiving help. Journal of Experimental Social Psychology, 12(5), 409–415. CrossRef

Bloch, P. H., Brunel, F. F., & Arnold, T. J. (2003). Individual differences in the centrality of visual product aesthetics: Concept and measurement. Journal of Consumer Research, 29(4), 551–565. CrossRef

Brudermann, T. (2010). Massenpsychologie: psychologische Ansteckung, kollektive Dynamiken, Simulationsmodelle. Berlin: Springer.

Byrne, D. (1997). An overview (and underview) of research and theory within the attraction paradigm. Journal of Social and Personal Relationships, 14(3), 417–431. CrossRef

Carroll, R. T. (2005). The Forer effect. The Skeptic’s dictionary. Hoboken: Wiley

Chernatony, L. de, & McDonald, M. (1992). Creating powerful brands: The strategic route to success in consumer, industrial, and service markets. The Marketing series. Oxford/Boston: Butterworth-Heinemann.

Cialdini, R. B. (2006). Die Psychologie des Überzeugens. Bern: Hogrefe AG.

Cialdini, R. B., Cacioppo, J. T., Bassett, R., & Miller, J. A. (1978). Low-ball procedure for producing compliance: Commitment then cost. Journal of Personality and Social Psychology, 36(5), 463. CrossRef

Deci, E. L., Koestner, R., & Ryan, R. M. (1999). A meta-analytic review of experiments examining the effects of extrinsic rewards on intrinsic motivation. Psychological Bulletin, 125(6), 627. CrossRef

Dickson, D. H., & Kelly, I. W. (1985). The ‚Barnum effect‘ in personality assessment: A review of the literature. Psychological Reports, 57(2), 367–382. CrossRef

Dion, K. K. (1972). Physical attractiveness and evaluation of children’s transgressions. Journal of Personality and Social Psychology, 24(2), 207–213. CrossRef

Dutton, D. L. (1988). The cold reading technique. Experientia, 44(4), 326–332. CrossRef

Efran, M. G., & Patterson, E. W. J. (1976). The politics of appearance. Unpublished manuscript.

Farley-Icard, R. L. (2007). Factors that influence the Barnum Effect: Social desirability, base rates and personalization. El Paso: The University of Texas.

Felser, G. (1999). Sozialkognitive Aspekte des Konsumentenverhaltens 1. Felser, G.; Kaupp, P.; Pepels, W.: Käuferverhalten, Köln, 87–105.

Felser, G. (2007). Werbe-und Konsumentenpsychologie. Berlin: Springer.

Festinger, L., & Carlsmith, J. M. (1959). Cognitive consequences of forced compliance. The Journal of Abnormal and Social Psychology, 58(2), 203. CrossRef

Festinger, L., Riecken, H. W., & Schachter, S. (1956). When Prophecy fails: A social and psychological study of a modern group that predicted the destruction of the world. Minnesota: University of Minnesota Press.

Forer, B. R. (1949). The fallacy of personal validation: A classroom demonstration of gullibility. Journal of Abnormal and Social Psychology, 44(1), 118–123. CrossRef

Freedman, J. L. (1965). Long-term behavioral effects of cognitive dissonance. Journal of Experimental Social Psychology, 1(2), 145–155. CrossRef

Freedman, J. L., & Fraser, S. C. (1966). Compliance without pressure: The foot-in-the-door technique. Journal of Personality and Social Psychology, 4(2), 195. CrossRef

Fuller, R. G. C., & Sheehy-Skeffington, A. (1974). Effects of group laughter on responses to humourous material, a replication and extension. Psychological Reports, 35(1), 531–534. CrossRef

Gelder, B. de, Snyder, J., Greve, D., Gerard, G., & Hadjikhani, N. (2004). Fear fosters flight: A mechanism for fear contagion when perceiving emotion expressed by a whole body. Proceedings of the National Academy of Sciences of the United States of America, 101(47), 16701–16706.

Gigerenzer, G. (2015). Bauchentscheidungen: die Intelligenz des Unbewussten und die Macht der Intuition. München: C. Bertelsmann.

Goldstein, N. J. (2009). Die besten 10 Ideen. So nutzen Sie sozialen Druck. Harvard Business Manager, 2, 35–44.

Goldstein, D. G., & Gigerenzer, G. (2002). Models of ecological rationality: The recognition heuristic. Psychological Review, 109(1), 75–90. CrossRef

Goldstein, D. G., Johnson, E. J., Herrmann, A., & Heitmann, M. (2009). So lenken Sie Ihre Kunden. Harvard Business Manager, 2, 70–79.

Gosepath, S. (2002). Eine einheitliche Konzeption von Rationalität. In Zugänge zur Rationalität der Zukunft (S. 29–52). Berlin: Springer. CrossRef

Hamermesh, D. S., & Biddle, J. E. (1993). Beauty and the labor market. Cambridge, MA: National Bureau of Economic Research. CrossRef

Hatt, H., & Dee, R. (2008). Das Maiglöckchen-Phänomen: alles über das Riechen und wie es unser Leben bestimmt. München/Zürich: Piper.

Heilman, M. E. (1976). Oppositional behavior as a function of influence attempt intensity and retaliation threat. Journal of Personality and Social Psychology, 33(5), 574–578. CrossRef

Helgeson, V. S., & Mickelson, K. D. (1995). Motives for social comparison. Personality and Social Psychology Bulletin, 21(11), 1200–1209. CrossRef

Herkner, W. (2003). Lehrbuch Sozialpsychologie (2. Aufl.). Bern: Huber.

Huber, J., Payne, J. W., & Puto, C. (1982). Adding asymmetrically dominated alternatives: Violations of regularity and the similarity hypothesis. Journal of Consumer Research, 9(1), 90–98. CrossRef

Iyengar, S. S., & Lepper, M. R. (2000). When choice is demotivating: Can one desire too much of a good thing? Journal of personality and social psychology, 79(6), 995. CrossRef

James, J. M., & Bolstein, R. (1990). The effect of monetary incentives and follow-up mailings on the response rate and response quality in mail surveys. Public Opinion Quarterly, 54(3), 346–361. CrossRef

Johnson, E. J., & Goldstein, D. G. (2003). Do defaults save lives? Science, 302, 1338–1339. https://ssrn.com/abstract=1324774.

Kahneman, D., & Tversky, A. (1972). Subjective probability: A judgment of representativeness. In The concept of probability in psychological experiments (S. 25–48). Berlin: Springer. CrossRef

Kahneman, D., & Tversky, A. (1979). Prospect theory: An analysis of decision under risk. Econometrica, 47(2), 263. CrossRef

Kahneman, D., & Tversky, A. (1984). Choices, values, and frames. American Psychologist, 39, 341–350. CrossRef

Kahneman, D., Knetsch, J. L., & Thaler, R. H. (1990). Experimental tests of the endowment effect and the Coase theorem. Journal of Political Economy, 98(6), 1325–1348. CrossRef

Keizer, K., Lindenberg, S., & Steg, L. (2008). The spreading of disorder. Science, 322(5908), 1681–1685. CrossRef

Kindermann, H., & Petz, G. (2017). Digitale Marktplätze und Webshops: Antworten bietet der Kriterienkatalog/das Shell-Model für den stationären Handel. Linz: Wirtschaftskammer Oberösterreich.

Krauss-Whitbourne, S. (2012). When it comes to personality tests, skepticism is a good thing. Psychology Today. https://www.psychologytoday.com/intl/blog/fulfillment-any-age/201008/when-it-comes-personality-tests-dose-skepticism-is-good-thing. Zugegriffen am 25.12.2019.

Lynn, M. (1989). Scarcity effects on desirability: Mediated by assumed expensiveness? Journal of Economic Psychology, 10(2), 257–274. CrossRef

Lynn, M. (1991). Scarcity effects on value: A quantitative review of the commodity theory literature. Psychology & Marketing, 8(1), 43–57. CrossRef

Lynn, M., & McCall, M. (2016). Beyond gratitude and gratuity: A meta-analytic review of the predictors of restaurant tipping [Electronic version]. Cornell University, SHA School site. http://scholarship.sha.cornell.edu/workingpapers/21. Zugegriffen am 25.12.2019.

Mack, D., & Rainey, D. (1990). Female applicants’ grooming and personnel selection. Journal of Social Behavior and Personality, 5(5), 399.

Meehl, P. E. (1956). Wanted – A good cook-book. American Psychologist, 11(6), 263. CrossRef

Moser, K. (1997). Modelle der Werbewirkung. Jahrbuch der Absatz- und Verbrauchsforschung, 43, 270–284.

Mudambi, & Schuff (2010). Research note: What makes a helpful online review? A study of customer reviews on Amazon.com. MIS Quarterly, 34(1), 185. CrossRef

Regan, D. T. (1971). Effects of a favor and liking on compliance. Journal of Experimental Social Psychology, 7(6), 627–639. CrossRef

Rhodewalt, F., Sanbonmatsu, D. M., Tschanz, B., Feick, D. L., & Waller, A. (1995). Seff-handicapping and interpersonal Trade-offs: The effects of claimed self-handicaps on observers’ performance evaluations and feedback. Personality and Social Psychology Bulletin, 21(10), 1042–1050. CrossRef

Ritts, V., Patterson, M. L., & Tubbs, M. E. (1992). Expectations, impressions, and judgments of physically attractive students: A review. Review of Educational Research, 62(4), 413. CrossRef

Roelofsma, P., & Keren, G. (1995). Framing and time-inconsistent preferences. In Conference; research conference on subjective probability, utility and decision making, Amsterdam.

Schein, E. H. (1956). The Chinese indoctrination program for prisoners of war: A study of attempted „brainwashing“. Psychiatry, 19(2), 149–172. CrossRef

Schwarz, N., Bless, H., Strack, F., Klumpp, G., & Simons, A. (1991). Ease of retrieval as information: Another look at the availability heuristic. Journal of Personality and Social Psychology, 61, 195. CrossRef

Sherman, S. J. (1980). On the self-erasing nature of errors of prediction. Journal of Personality and Social Psychology, 39(2), 211. CrossRef

Simonson, I., & Tversky, A. (1992). Choice in context: Tradeoff contrast and extremeness aversion. Journal of Marketing Research, 29(3), 281. CrossRef

Slater, L. (2005). Von Menschen und Ratten: Die berühmten Experimente der Psychologie. Weinham: Verlagsgruppe Beltz.

Smith, J. (2016). The Forer effect: A little flattery will help your customers believe – And convert. https://www.jeremysaid.com/blog/the-forer-effect-how-to-convert-your-customers-with-flattery/. Zugegriffen am 25.09.2019.

Snyder, C. R., Shenkel, R. J., & Lowery, C. R. (1977). Acceptance of personality interpretations: The „Barnum effect“ and beyond. Journal of Consulting and Clinical Psychology, 45(1), 104. CrossRef

Stewart, J. E. (1980). Defendant’s attractiveness as a factor in the outcome of criminal trials: An observational study1. Journal of Applied Social Psychology, 10(4), 348–361. CrossRef

Strack, F. (1998). Urteilsheuristiken. In D. Frey & M. Irle (Hrsg.), Theorien der Sozialpsychologie (Bd. 3). Bern: Huber.

Tesser, A., Martin, L., & Mendolia, M. (1995). The impact of thought on attitude extremity and attitude-behavior consistency. In R. E. Petty & J. A. Krosnick (Hrsg.), Ohio State University series on attitudes and persuasion. Attitude strength: Antecedents and consequences (Bd. 4, S. 73–92). Lawrence Erlbaum Associates, Inc.

Thaler, R. H. (1985). Mental accounting and consumer choice. Marketing Science, 27(1), 15–25. CrossRef

Thaler, R. H. (1999). Mental accounting matters. Journal of Behavioral Decision Making, 12(3), 183–206. CrossRef

Tversky, A., & Kahneman, D. (1973). Availability: A heuristic for judging frequency and probability. Cognitive Psychology, 5(2), 207–232. CrossRef

Tversky, A., & Kahneman, D. (1974). Judgment under uncertainty: Heuristics and biases. Science, 185(4157), 1124–1131. CrossRef

Tversky, A., & Kahneman, D. (1981). The framing of decisions and the psychology of choice. Science, 211(4481), 453–458. CrossRef

Tversky, A., & Shafir, E. (1992). Choice under conflict: The dynamics of deferred decision. Psychological Science, 3(6), 358–361. CrossRef

Werth, L. (2004). Psychologie für die Wirtschaft. Grundlagen und Anwendungen (1. Aufl.). Heidelberg/Berlin: Spektrum Akademischer.

Winke, M., Bless, H., & Biller, B. (1996). Subjective experience versus content of information in the construction of attitude judgments. Personality and Social Psychology Bulletin, 22(11), 1105–1113. CrossRef

Worchel, S., Lee, J., & Adewole, A. (1975). Effects of supply and demand on ratings of object value. Journal of Personality and Social Psychology, 32(5), 906. CrossRef

Zajonc, R. B. (1968). Attitudinal effects of mere exposure. Journal of Personality and Social Psychology, 9, 1–27. Conditions of use. This article may be downloaded from the E&P website for personal research by members of subscribing organisations. This PDF may not be placed on any website (or other online distribution system) without permission of the publisher. CrossRef

Zhu, M., Yang, Y., & Hsee, C. K. (2018). The mere urgency effect. Journal of Consumer Research, 46(6), 381.

Titel

Entscheidungen und Beeinflussungen

Buch

Konsumentenverständnis

Print ISBN: 978-3-658-28160-1

Electronic ISBN: 978-3-658-28161-8

https://doi.org/10.1007/978-3-658-28161-8

DOI

https://doi.org/10.1007/978-3-658-28161-8_7

Autor:

Harald Kindermann

Verlag

Springer Fachmedien Wiesbaden

Sequenznummer

Kapitelnummer