Perspectives of consumer choice behavior

Perspectives on consumer choice behavior (GM1135), autumn 2025

Stream 1: Classic perspectives, information processing, and “analytical shortcuts”

To information processing lecture I:

• Bettman, J. R., Johnson, E. & Payne, J.W. (1991). Consumer decision making. Handbook of consumer behavior 44 (2), 50-84. Pdf on Canvas
• Kahneman D. (2002). Maps of bounded rationality: A perspective on intuitive judgement and choice. (available as pdf on Canvas - read only first chapter, pages 449-456)

To information processing lecture II:

• Carlsson Hauff, J. & Nilsson, J. (2017). The impact of country-of-origin cues on consumer investment behavior: The moderating influence of financial brand strength and investment management style, European Journal of Marketing, 51(2), 349-366.
• Carlsson Hauff, J. (2022). The impact of knowledge on labeling schemes promoting sustainable investing. Business Strategy and the Environment, 31(7), 2839-2853.

In the information-processing seminar, all articles above will form the basis of the discussion. They will also all of them be examined during the information-processing exam (exam 1).

Stream 2: Emotional influences on decision making

To emotions lecture I:

• Cohen, J. B., Pham, M. T., & Andrade, E. B. (2008). The Nature and Role of Affect in Consumer Behavior. In Handbook of Consumer Psychology, Curtis P. Haugtvedt, Paul Herr, and Frank Kardes (Eds.), Mahwah, NJ: Lawrence Erlbaum. (available as pdf on canvas – read only pages 25-62)

To emotions lecture II:

• Escadas, M., Jalali, M. S., & Farhangmehr, M. (2019). Why bad feelings predict good behaviours: The role of positive and negative anticipated emotions on consumer ethical decision making. Business Ethics: A European review, 28(4), 529–545.
• Schwarz, D. & Loewenstein, G. (2017). The chill of the moment: Emotions and proenvironmental behavior. Journal of Public Policy & Marketing, 36(2), 255-268.
• Antonetti, P. & Maklan, S. (2014). Feelings that make a difference: How guilt and pride convince consumers of the effectiveness of sustainable consumption. Journal of Business Ethics, 124(1), 117-134.

In the emotions seminar, all articles in the stream will form the basis of the discussion. They will also all of them be examined during the emotions exam (exam 2).

Stream 3: Choice architecture

To choice architecture lecture:

• Johnson, E.J., Dellaert, B.G.C., Goldstein, D.G., Larrick, R.P. & Schkade, D. (2012). Beyond nudges: Tools of choice architecture. Marketing Letters, 23, 487-504.
• Thaler, R.H., Sunstein, C. R. & Balz, J.P. Choice architecture (available as pdf on Canvas)
• Lehner, M., Mont, O. & Heiskanen, E. (2016) Nudging – a promising tool for sustainable consumption behavior. Journal of Cleaner Production, Part A 166-177.

In the choice architecture seminar, all articles in the stream will form the basis of the discussion. They will also all of them be examined druing the choice architecture exam (exam 3).

Experiment stream

To experiment lecture

• Geuens, M & De Pelsmacker, P (2017) Planning and conducting experimental advertising research and questionnaire design. Journal of Advertising, 46(1) 83-100.
• Nilsson, J. & Carlsson Hauff, J. A beginner’s guide to experiments in consumer research. (available as pdf on Canvas).

Additional experimental readings

• Field, A. & Hole, G. (2003). How to design and report experiments. SAGE Publications (not necessary to buy the book, the lecture will be based on this book)
• Söderlund, M (2018) Experiments in marketing. Studentlitteratur: Lund

In the experiments seminars, all articles in the stream will form the basis of the discussion. They will also all of them be examined in the DISA exam – together with all articles discussed throughout the course (i.e. all articles above).