A Review of Buyer Behavior

A Theory of Cognitive Dissonance

2017 • 18,931 citations

Construct validity in psychological tests.

1955 • 10,167 citations

The Social Psychology of Groups

1959 • 6,047 citations

Social Behavior: Its Elementary Forms

1963 • 4,836 citations

The approximation of one matrix by another of lower rank

1936 • 3,560 citations

Theory and Methods of Scaling

1958 • 2,848 citations

The two disciplines of scientific psychology.

1957 • 2,486 citations

Client-Centered Therapy: Its Current Practice, Implications and Theory

1951 • 2,041 citations

The principle of congruity in the prediction of attitude change.

1955 • 1,578 citations

Consumer Behavior as Risk Taking

1960 • 1,518 citations

Product Differentiation and Market Segmentation as Alternative Marketing Strategies

1956 • 1,480 citations

The diffusion of hybrid seed corn in two Iowa communities

1943 • 1,421 citations

The Two-Step Flow of Communication: An Up-To-Date Report on an Hypothesis

1957 • 1,416 citations

Statistical Inference about Markov Chains

1957 • 1,398 citations

The Diffusion of an Innovation Among Physicians

1957 • 1,383 citations

The Lonely Crowd

1950 • 1,282 citations

Explorations in cognitive dissonance.

1962 • 1,089 citations

On a distinction between hypothetical constructs and intervening variables.

1948 • 1,086 citations

Postdecision changes in the desirability of alternatives.

1956 • 1,057 citations

A Behavior System

1954 • 918 citations

Level of aspiration.

2004 • 896 citations

Fundamentals of Concept Formation in Empirical Science

1952 • 862 citations

The Significance of Impulse Buying Today

1962 • 795 citations

Social Attitudes and Other Acquired Behavioral Dispositions.

2004 • 494 citations

Influence of Beer Brand Identification on Taste Perception

1964 • 440 citations

The Nature of Physical Reality

1951 • 424 citations

Early Prediction of Market Success for New Grocery Products

1976 • 420 citations

Introduction to Mathematical Sociology

1978 • 396 citations

The Development of Brand Loyalty

1964 • 357 citations

The Pattern of Consumer Purchases

1959 • 339 citations

Behavioral Support for Opinion Change

1964 • 301 citations

Psychological Analysis of Economic Behavior

1952 • 298 citations

Determination of parameters of a functional relation by factor analysis

1958 • 278 citations

Projective Techniques in Marketing Research

1950 • 248 citations

The indirect assessment of social attitudes.

1950 • 245 citations

Postdecision exposure to relevant information.

1957 • 201 citations

Social Relations and Innovation in the Medical Profession: The Epidemiology of a New Drug

1955 • 192 citations

The Logic of the Sciences and the Humanities.

1948 • 188 citations

Advertising and Cigarettes

1976 • 181 citations

The powerful consumer

1960 • 177 citations

Experimental Study of Consumer Behavior Conformity and Independence

1966 • 170 citations

The “Deal-Prone” Consumer

1965 • 168 citations

Family Life Cycle as an Independent Variable

1957 • 155 citations

Social Glasses and Spending Behavior

1958 • 154 citations

The Social Itinerary of Technical Change: Two Studies on the Diffusion of Innovation

1961 • 152 citations

Rational behavior and economic behavior.

1953 • 147 citations

Smoking and Personality

1960 • 144 citations

Psychological and Objective Factors in The Prediction of Brand Choice Ford Versus Chevrolet

1959 • 140 citations

Innovation, Integration, and Marginality: A Survey of Physicians

1960 • 138 citations

“Word-of-Mouth” Advertising in Selling New Products

1957 • 137 citations

Why Does “Brand Loyalty” Vary over Products?

1964 • 136 citations

The strategy of desire

1960 • 135 citations

Finite markov processes in psychology

1952 • 120 citations

The Demand for Branded Goods as Estimated from Consumer Panel Data

1976 • 117 citations

How Important to Marketing Strategy is the “Heavy User”?

1964 • 114 citations

Motivation in advertising

1957 • 113 citations

Fields of applied psychology

1964 • 110 citations

Factors as theoretical constructs.

1963 • 103 citations

Prepurchase Behavior of Buyers of Small Electrical Appliances

1966 • 103 citations

Behavioral Models for Analyzing Buyers

1965 • 99 citations

Models of change and response uncertainty

1964 • 97 citations

Motivation, Cognition, Learning—Basic Factors in Consumer Behavior

1958 • 94 citations

Short-Term Price and Dealing Effects in Selected Market Segments

1976 • 93 citations

Experimentation in Marketing

1966 • 90 citations

A New Way to Determine Buying Decisions

1959 • 88 citations

Matrix Approximation and Latent Roots

1938 • 88 citations

Ten Years of Consumer Attitude Surveys: Their Forecasting Record

1963 • 87 citations

The Dynamics of Brand Loyalty: A Markovian Approach

1962 • 87 citations

An Appraisal of Markov Brand-Switching Models

1965 • 83 citations

"Fashion" in Women's Clothes and the American Social System

1952 • 83 citations

Fitting the Semantic Differential to the Marketing Problem

1961 • 75 citations

Psychological Factors in Predicting Product Choice

1962 • 71 citations

Personality characteristics of purchasers.

1960 • 68 citations

"Brand Loyalty" and the Economics of Information

1964 • 66 citations

Mathematical models and marketing management

1964 • 66 citations

Avoidance of dissonant information.

1965 • 64 citations

Doctor's Choice: The Physician and his Sources of Information about Drugs

1966 • 62 citations

The “Imageries” of Department Stores

1964 • 61 citations

Personality and product use.

1961 • 59 citations

The Simulmatics Project

1961 • 57 citations

A Note on the "Trickle Effect"

1954 • 57 citations

Markov Chains Applied to Marketing

1964 • 55 citations

Research on Household Behaviour

1966 • 54 citations

Anticipations and Purchases: An Analysis of Consumer Behavior

1964 • 54 citations

Are Automobile Purchasers Dissonant Consumers?

1963 • 54 citations

Motivation Research and Marketing Management

1957 • 54 citations

Motivation Research in Advertising and Marketing

1955 • 53 citations

The Obstinate Audience

1966 • 52 citations

An experiment on Consumer Dissonance

1967 • 49 citations

THE STATISTICAL ANALYSIS OF THE LEARNING PROCESS

1956 • 48 citations

Factors Influencing the Selection of Pharmaceutical Products

1954 • 48 citations

The Marketing Dilemma of Negroes

1965 • 46 citations

Customer Behavior As a Markov Process

1961 • 44 citations

Definition and Specification of Meaning

1946 • 44 citations

A Study in Promotional Competition

1976 • 42 citations

The Diffusion of an Innovation Among Physicians in a Large City

1961 • 42 citations

A Psychological Approach to Consumer Behavior Analysis

1953 • 39 citations

A Mathematical Model of Consumer Behavior

1976 • 38 citations

The Consumer and His Alternatives: An Experimental Approach

1966 • 38 citations

On Knowing the Consumer

1966 • 37 citations

Uses of Sociology in Studying “Consumption” Behavior

1964 • 37 citations

Market Segmentation and the Effectiveness of a Brand's Price and Dealing Policies

1965 • 36 citations

Decisions to Purchase Consumer Durable Goods

1955 • 35 citations

Risk Handling in Drug Adoption: The Role of Company Preference

1961 • 32 citations

Dimensions of being “Modern” in medical practice

1959 • 31 citations

Can Attitude Measurement Predict Consumer Behavior?

1965 • 30 citations

Behavior Theory and Social Science.

1956 • 28 citations

The Effectiveness of Pharmaceutical Promotion

1959 • 27 citations

The Effect of Consumer Experience on Brand Loyalty and the Structure of Market Demand

1962 • 26 citations

Demonstration of a Relationship Between Psychological Factors and Brand Choice

1963 • 26 citations

Anthropology's Contributions to Marketing

1961 • 25 citations

Computer models of the shoe, leather, hide sequence

1960 • 25 citations

An experimental study of cigarette identification.

1934 • 24 citations

Consumer Behavior: The Dynamics of Consumer Reaction

1955 • 24 citations

Psychology for Marketing and Economics

1952 • 23 citations

Advertising management : text and cases

1959 • 23 citations

Interpurchase Time and Brand Loyalty

1966 • 22 citations

Dissecting the Segmentation Syndrome

1966 • 22 citations

Identification of cola beverages.

1962 • 22 citations

Psychic Tensions and Purchasing Behavior

1955 • 21 citations

Systematic Paired Comparisons in Preference Analysis

1965 • 20 citations

Preference for new products and its relationship to different measures of conformity.

1960 • 20 citations

On the Disappearance of Knickers: Hypotheses for the Functional Analysis of the Psychology of Clothing

1960 • 20 citations

The Use of Structured Techniques in Motivation Research

1957 • 20 citations

The Learning of Consumer Preference

1962 • 19 citations

Some Applications of the Continuous Consumer Panel

1944 • 19 citations

Class and Conservatism in the Adoption of Innovations

1956 • 18 citations

The Pursuit of the Dissonant Consumer

1964 • 18 citations

Identification of cola beverages. I. First study.

1948 • 18 citations

Markov processes in learning theory

1957 • 17 citations

Estimating the Proportion of Loyal Buyers

1964 • 17 citations

Fords, Chevrolets, and the Problem of Discrimination

1963 • 16 citations

Brand Perception as Related to Age, Income, and Education

1960 • 16 citations

Identification of Cola beverages: II. A further study.

1948 • 16 citations

Consumer Reactions to Inflation

1959 • 15 citations

A Model of Customer Behavior for the Task Manufacturing Corporation

1962 • 15 citations

Marketing analysis training exercise

1965 • 15 citations

Some Projective Techniques Applied to Marketing Research

1956 • 15 citations

Identification of cola beverages. III. A final study.

1949 • 15 citations

Probabilistic Models of Consumer Buying Behavior

1964 • 15 citations

Contributions of Sociology to Marketing

1959 • 14 citations

The Relationship between Psychology and Economics.

2004 • 14 citations

A New Technique for Measuring Advertising Effectiveness

1956 • 14 citations

Experimental Methods of Analyzing Demand for Branded Consumer Goods with Applications to Problems in Marketing Strategy

1964 • 13 citations

Bayesian Classification Procedures in Analyzing Customer Characteristics

1964 • 13 citations

Advertising Effectiveness, Brand Switching and Market Dynamics

1961 • 13 citations

Intentions to Purchase Compared with Actual Purchases of Household Durables

1959 • 13 citations

Applying the strategy of market segmentation

1961 • 13 citations

"Motivation Research" From a Research Viewpoint

1956 • 12 citations

Stochastic models for time series with applications in marketing

1965 • 12 citations

Forecasting Brand Performance through Simulation Experiments

1964 • 12 citations

Buying Behavior: Some Research Findings

1965 • 11 citations

Management Science and Marketing Science

1964 • 11 citations

Interdisciplinary Horizons in Marketing

1960 • 11 citations

Management Science in Marketing: Status and Prospects

1956 • 10 citations

Promotional Decision Making: Practice and Theory

1965 • 10 citations

An Application of Psychological Learning Theory to Advertising

1956 • 9 citations

The Social Context of Economic Behavior.

1965 • 9 citations

Reply: "You Still Can't Tell a Ford Owner from a Chevrolet Owner"

1961 • 9 citations

Intentions to Purchase Related to Consumer Characteristics

1960 • 9 citations

The Effectiveness of Pharmaceutical Advertising: A Case Study

1958 • 9 citations

The Vector Hypothesis of Consumer Behavior

1951 • 8 citations

Comment on Charles Winick, "The Diffusion of an Innovation Among Physicians in a Large City"

1963 • 8 citations

A Probability Model for Early Prediction of New Product Market Success

1963 • 8 citations

THEORETICAL CONCEPTS IN PSYCHOLOGY

1964 • 8 citations

Marketing Models: Quantitative and Behavioral

1966 • 8 citations

Simulation for Decision Making in Marketing

1964 • 8 citations

Market Segmentation and Marketing Mixes

1961 • 7 citations

Identification of cola beverages overseas.

1953 • 7 citations

Notes on Franklin B. Evans' "Psychological and Objective Factors in the Prediction of Brand Choice

1961 • 7 citations

The Relationship Among Personality Needs, Objective Factors, and Brand Choice: A Re-Examination

1961 • 7 citations

Advancing the Experimental Method in Marketing

1964 • 7 citations

Identification of cola beverages. IV. Postscript.

1950 • 7 citations

Consistency Test of Psychic Tension Ratings Involved in Consumer Purchasing Behavior

1957 • 6 citations

Orientation toward Achievement or Security in Relation to Consumer Behavior

1960 • 6 citations

Social Status and Consumer Choice

1958 • 6 citations

Roles of Consumer and Psychology in Consumer Psychology

1963 • 5 citations

Controlled Experimentation in Marketing Research

1950 • 5 citations

Postponable Purchasing of Durable Consumers' Goods and the Business Cycle

1939 • 5 citations

Contributions of Psychology to the Microeconomic Analysis of Consumer Demand for Food

1963 • 5 citations

Further Pursuit of the Dissonant Consumer: A Comment

1965 • 5 citations

Contributions of Sociologists and Cultural Anthropologists to Analysis of U.S. Demand for Food

1963 • 4 citations

Socio‐economic Correlates of Consumer Behavior

1961 • 4 citations

Measuring advertising effectiveness Use of the PTM

1963 • 4 citations

Operations Research and Market Research

1955 • 4 citations

The Influence of "Impulse Buying" or In-the-Store Decisions on Consumers' Food Purchases

1960 • 4 citations

Classification of Values That Serve as Motivators to Consumer Purchases

1956 • 3 citations

Store loyalty as a measure of promotional effectiveness of supermarkets

1964 • 2 citations

Beverage Preference of Industrial Workers: A Study in Consumer Preference Ratings

1944 • 2 citations

Measurement of Priority Schedules in the Acquisition of Durable Appliances

1966 • 2 citations

THE STATISTICAL ANALYSIS OF THE LEARNING PROCESS

1956 • 2 citations

Dynamics of New Product Campaigns

1976 • 2 citations

Identification of cola beverages: V. A visual check.

1958 • 2 citations

Use of Motivation Research in Marketing. Studies in Business Policy, No. 97. National Industrial Board, Inc. $ 7.50 for ikke-medlemmer. (Forfattet af Dr. L. C. Lockley, University of Santa Clara), New York 1960,

1962 • 2 citations

Calculation of Higher Transitions in a Markov Process

1958 • 1 citations

Dress-Buying Behavior of Consumers

1958 • 1 citations

Television within the Social Matrix: II. Trends after 18 Months of Ownership

1960 • 1 citations

Pictorial Stereotypes in a Projective Test

1959 • 1 citations

Deleted Work

1955 • 0 citations