Consumer Alienation, Consumer Decision-Making Styles, Consumer Behavior, Consumer Characteristics Approach, Retailing


By understanding the relationship between consumer decision-making style and consumer alienation, insight can be gained into consumers and the manifestations of their wants and needs, especially as it concerns discretionary purchases (which comprise most purchases). Individuals possessing differing consumer decision-making styles are hypothesized to possess differing degrees of alienation from the marketplace. The results support several of the hypotheses. The relationships, however, appear to be more complex than hypothesized. The implications for retailers are discussed.

Full Text : PDF

  1. Allison, N. K., 1978. A psychometric development of a test for consumer alienation from the marketplace. Journal of Marketing Research, 15(4), pp. 565-575.
  2. Amyx, D., Bristow D. & Schneider. K., 2004. A cross-cultural comparison of consumer tendencies and subsequent communication implications. Marketing Management Journal, 14(2), pp. 43-54.
  3. Bakewell, C. & Mitchell, V-W., 2004. Male consumer decision-making styles. International Review of Retail, Distribution and Consumer Research, 14(2), pp. 223-240.
  4. Bakewell, C. & Mitchell, V-W., 2003. Generation Y female consumer decision-making styles. International Journal of Retail and Distribution Management, 31(2), pp. 95-106.
  5. Bao, Y., Zhou, K. Z. & Su, C., 2003.  Face consciousness and risk aversion: Do they affect consumer decision-making? Psychology & Marketing, 20(8), pp. 733-755.
  6. Beardon, W. O., Lichtenstein, D. R. & Teel, J. E., 1983. Reassessment of the dimensionality, internal consistency, and validity of the consumer alienation scale. In P. E. Murphy, et al., eds. 1985 American marketing association summer educators’ conference proceedings, Chicago IL: American Marketing Association, pp. 35-40.
  7. Boyd, H. C. & Helms, J., 2005.  Consumer entitlement theory and measurement. Psychology & Marketing, 22(3), pp. 271-286.
  8. Clark, J., 1959. Measuring alienation within a social system. American Sociological Review, 24(6), pp. 849-852.
  9. Cowart, K. O. & Goldsmith R. E., 2007.  The influence of consumer decision-making styles on online apparel consumption by college students. International Journal of Consumer Studies, 31(6), pp. 639-647.
  10. Elgin, D. & Mitchell, A. 2004.  Voluntary simplicity: A movement emerges. In D. Doherty, & A. Etzioni, eds. Voluntary simplicity: Responding to the consumer culture, Lanham MD: Rowman & Littlefield, pp. 145-171. 
  11. Herbig, P., Koehler, W. & Day, K., 1993.  Marketing to the baby bust generation. Journal of Consumer Marketing, 10(1), pp. 4-9.
  12. Hilger, M. T., 1973. An evaluation of various aspects of alienation from the marketplace, Unpublished Masters Thesis, Austin: University of Texas.
  13. Hirschfeld, R. R., Feild, H. S. & Bedeian A. G., 2000. Work alienation as an individual-difference construct for predicting workplace adjustment: A test in two samples. Journal of Applied Social Psychology, 30(9), pp. 1880-1902.
  14. Johnson, E. B., 1996.  Cognitive age: Understanding consumer alienation in the mature market. Review of Business, 17(3), pp. 35-40.
  15. Johnson, E. B., 1995. Cognitive age: A key to understanding consumer alienation in the mature market. Mid-Atlantic Journal of Business, 31(4), pp. 259-271.
  16. Kennedy, P. & Drebing, C. E., 2002. Abuse and religious experience: A study of religiously committed Evangelical adults. Mental Health, Religion & Culture, 5(3), pp. 225-237.
  17. Krishnan, P., Bhatnager, N. & Manchanda, R., 2008. Consumer alienation by brands: Examining the roles of powerlessness and relationship type. In Advances in consumer research, Association for Consumer Research, pp. 955-956.
  18. Lambert, Z. V., 1981. Profiling demographic characteristics of alienated consumers. Journal of Business Research, 9(1), pp. 65-86.
  19. Lambert, Z. V., 1980.  Consumer alienation, general dissatisfaction, and consumerism issues: Conceptual and managerial perspectives. Journal of Retailing, 56(2), pp. 3-24.
  20. Lyman, S. M., 2001. Roads to dystopia: Sociological essays on the postmodern condition. Fayetteville: University of Arkansas Press.
  21. McDonald, W. J., 1994. Psychological association with shopping: A moderator variable perspective. Psychology and Marketing, 11(6), pp. 549-568.
  22. Mishra, A. A., 2010.   Consumer decision-making styles and young-adult consumers: An Indian eploration. İşletme Araştırmaları Dergisi 2/3, pp. 45-62.
  23. Neal, A. G. & Groat, H. T., 1974. Social class correlates of stability and change in levels of alienation: A longitudinal study. Sociological Quarterly, 15(4), pp. 548-558.
  24. Radkiewicz, P., 2007. Several reasons why social anomie and political alienation may influence ethnocentric attitudes: The compensating role of authoritarian-paranoid beliefs. Polish Psychological Bulletin, 38(1), pp. 5-14. 
  25. Roberts, J., (2000). Consuming in a consumer culture: College students, materialism, status consumption, and compulsive buying. Marketing Management Journal, 10(2), pp. 76-91.
  26. Shuptrine, F. K., Pruden, H. O. & Longman, D. S., 1977. Alienation from the marketplace. Journal of the Academy of Marketing Science, 5(2), pp. 233-248. 
  27. Shinn, S., 1996. Adolescent consumer decision-making styles: The consumer socialization perspective. Psychology and Marketing, 13(6), pp. 547-569.
  28. Sproles, G. B. & Kendall, E. L., 1986. A methodology for profiling consumers’ decision-making styles. Journal of Consumer Affairs, 20(2), pp. 267-279.
  29. Vitell, S. J. & Paolillo, J. G. P., 2003. Consumer ethics: The role of religiosity. Journal of Business Ethics, 46(2), pp. 151-162.
  30. Walsh, G., Hennig-Thuras, T., Mitchell, V-W. & Wiedmann, K-P., 2001. Consumers’ decision-making style as a basis for market segmentation. Journal of Targeting, Measurement and Analysis for Marketing, 10(2), pp. 117-131.
  31. Wang, C-L., Siu, N. Y. M., & and Hui, A. S. Y., 2004.  Consumer decision-making styles on domestic and imported brand clothing. European Journal of Marketing, 38(1-2), pp. 239-252.
  32. Weidmann, K-P., Walsh, G., Hennig-Thurau, T., & Mitchell, V. W., 2001. Consumers’ decision-making style as a basis for market segmentation. In G. W. Marshall & S. J. Grove eds. Enhancing knowledge development in marketing, vol. 12, Chicago: American Marketing Association, pp. 128-129.
  33. Wood, M., 2005. Discretionary unplanned buying in consumer society. Journal of Consumer Behaviour, 4(4), pp. 268-281.