A framework for the formation and structure of consumer expectations: Review and propositions

doi:10.1016/0167-4870(87)90037-7

Journal of Economic Psychology

Volume 8, Issue 4, December 1987, Pages 469-499

https://doi.org/10.1016/0167-4870(87)90037-7 Get rights and content

Abstract

Expectations have been found to have an important impact on decision-making in a wide variety of consumption settings. In this paper, the concept of expectations of product attribute levels and purchase-related outcomes is discussed as an important but largely neglected area in consumer behavior research. Relevant works on the formation of expectations from consumer psychology, economics, and behavioral decision theory are reviewed, a general framework for the formation process is formed, and propositions for a research agenda are suggested.

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A framework for the formation and structure of consumer expectations: Review and propositions

Abstract

Cognition

Organizational Behavior and Human Performance

Economic Letters

Cognitive Psychology

Organizational Behavior and Human Performance

Cognitive Psychology

Understanding attitudes and predicting social behavior

Is memory schematic?

Psychological Bulletin

Consumer dissatisfaction: the effect of disconfirmed expectancy on perceived product performance

Journal of Marketing Research

Old and new conceptions of how expected consequences influence actions

Regret in decision making under uncertainty

Operations Research

Disappointment in decision making under uncertainty

Operations Research

An information processing theory of choice

Subjective probabilities inferred from decisions

Psychological Review

Bayesian statistical inference for psychological research

Psychological Review

Behavioral decision theory: processes of judgement and choice

Annual Review of Psychology

Ambiguity and uncertainty in probabilistic inference

Psychological Bulletin

Actions in relation to expected consequences: an overview of a research program

The railroad shippers' forecasts

The formation of inflationary expectations

Review of Economics and Statistics

Attitude and the prediction of behavior

Belief, attitude, intention and behavior

The theory of interest

The nature of expectation and uncertainty

The formation of key marketing variable expectations

Bayes rule as a descriptive model: the representativeness heuristic

Quarterly Journal of Economics

A normative model of consumer information processing

Marketing Science

Consumer choice behavior

Decision making and postdecision surprises

Administrative Science Quarterly

Automatic processing of fundamental information: the case of frequency of occurrence

American Psychologist

Adaptation-level theory

Value and capital

Forecasting and planning: an evaluation

Management Science

Assimilation and contrast effects in reactions to communication and attitude change

Journal of Abnormal and Social Psychology

The theory of buyer behavior

The impact of inferential beliefs on product evaluations

Journal of Marketing Research

Human emotions

The logic of decision

More than meets the eye: the effect of missing information on purchase evaluations

Journal of Consumer Research

Subjective probability and the theory of games

Management Science

Norm theory: comparing reality to its alternatives

Psychological Review

On the psychology of prediction

Psychological Review

Intuitive prediction: biases and corrective procedures

Prospect theory: an analysis of decision under risk

Econometrica

Choices, values, and frames

American Psychologist

Psychological analysis of economic behavior

The powerful consumer