© 2000

Individual Goal Hierarchies as Antecedents of Market Structures

  • Authors

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

About the authors

Dr. Marcel Paulssen promovierte bei Prof. Dr. Trommsdorff am Lehrstuhl für Marketing der TU Berlin und war Research Fellow von Prof. Dr. Bagozzi an der University of Michigan Business School. Er ist heute als Wissenschaftler im Bereich Märkte und Marktentwicklungen bei der DaimlerChryslerAG tätig.

Bibliographic information

  • Book Title Individual Goal Hierarchies as Antecedents of Market Structures
  • Authors Marcel Paulssen
  • Series Title Gabler Edition Wissenschaft
  • DOI
  • Copyright Information Gabler Verlag | Springer Fachmedien Wiesbaden GmbH, Wiesbaden 2000
  • Publisher Name Deutscher Universitätsverlag, Wiesbaden
  • eBook Packages Springer Book Archive
  • Softcover ISBN 978-3-8244-7222-2
  • eBook ISBN 978-3-322-97813-4
  • Edition Number 1
  • Number of Pages XIV, 266
  • Number of Illustrations 0 b/w illustrations, 0 illustrations in colour
  • Topics Business and Management, general
  • Buy this book on publisher's site
Industry Sectors
Chemical Manufacturing
Finance, Business & Banking
IT & Software
Consumer Packaged Goods