Product, person, and purpose: putting the consumer back into theories of dynamic market behaviour

Ratneshwar, S and Shocker, A D and Cotte, J and Srivastava, R K (1999) Product, person, and purpose: putting the consumer back into theories of dynamic market behaviour. Journal of Strategic Marketing, 7 (3). pp. 191-208.

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Abstract

We propose here a conceptual framework that incorporates a model of individual consumer behaviour into a theory of dynamic market behaviour. We first formalize a set of propositions about consumer behaviour wherein the key concept of an affordance is introduced and conceptual links between product, person and purpose are explicated. These behavioural foundations are then employed in a conceptual framework in which we examine dynamic market behaviour from the point of view of strategic marketing decisions. The framework stresses that exchange relationships between consumers and producers are built out of actions that are adaptive and purposive and that reciprocal influences are created when both buyers and suppliers are guided by their respective considerations of feasibility and desirability. We indicate how many current marketing ideas fit into our framework and we discuss key managerial implications.

Affiliation: Indian School of Business
ISB Creiators:
ISB Creators
ORCiD
Srivastava, R K
https://orcid.org/0000-0002-5236-2375
Item Type: Article
Additional Information: The research paper was published by the author with the affiliation of Emory University.
Uncontrolled Keywords: Dynamic market behaviour, marketing strategy, consumer behaviour, consumer goals, affordances
Subjects: Marketing
Depositing User: Veeramani R
Date Deposited: 09 May 2019 10:18
Last Modified: 09 May 2019 10:18
URI: http://eprints.exchange.isb.edu/id/eprint/942
Publisher URL: https://doi.org/10.1080/096525499346422
Publisher OA policy: http://sherpa.ac.uk/romeo/issn/0965-254X/
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