Individual Goal Hierarchies as Antecedents of Market Structures

  • Authors
  • Marcel¬†Paulssen

Part of the Gabler Edition Wissenschaft book series (GEW)

Table of contents

  1. Front Matter
    Pages iii-xiv
  2. Introduction: Goal and structure of this dissertation

  3. Theoretical Part

    1. Marcel Paulssen
      Pages 5-58
    2. Marcel Paulssen
      Pages 59-101
    3. Marcel Paulssen
      Pages 103-132
  4. Empirical Part

    1. Marcel Paulssen
      Pages 149-164
    2. Marcel Paulssen
      Pages 165-180
    3. Marcel Paulssen
      Pages 231-238
  5. Back Matter
    Pages 239-266

About this book


The consideration set is defined as the set of alternatives which a consumer considers in a purchase decision. As brand consideration is a precondition for choice the understanding of what determines brand consideration is important both from an academic and a practical perspective.

Based on the notion that consumers are self-regulating, volitional decision makers and capable of regulating their behavior according to their goals, Marcel Paulssen develops a self-regulatory model of consideration set formation. The model - tested and confirmed with two data sets in the product category cars - presents an answer to the question why consumers consider certain brands and analyzes the motivational structure that determines brand consideration.


Business Change Marketing Marktforschung Mode Modellierung Service Supervision

Bibliographic information

  • DOI
  • Copyright Information Gabler Verlag | Springer Fachmedien Wiesbaden GmbH, Wiesbaden 2000
  • Publisher Name Deutscher Universit√§tsverlag, Wiesbaden
  • eBook Packages Springer Book Archive
  • Print ISBN 978-3-8244-7222-2
  • Online ISBN 978-3-322-97813-4
  • Buy this book on publisher's site
Industry Sectors
Chemical Manufacturing
Finance, Business & Banking
IT & Software
Consumer Packaged Goods