Attempts to understand consumer behaviour through a study of the physiological brain functioning processes. Refers to literature on physiological psychological theory. Provides a brief description of the nervous system and brain centre functions. Tests three models of psychological variables dealing with shopping – the hypothesized developmental state model, hypothesized disposition model, and hypothesized danger model – then integrates these models into one and tests the new model. Tests the models against data gathered during interviews with shoppers in a US shopping mall. Finds some support for Hilgard’s “neodissociationistic theory” of behaviour. Recommends further investigation of the brain’s mechanisms should be carried out.
Lesser, J.A., Thumuluri, L.K. and Kirk, W.T. (1998), "Toward a physiological interpretation of the integration of shopping functions", Management Research News, Vol. 21 No. 7/8, pp. 1-19. https://doi.org/10.1108/01409179810781527Download as .RIS
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