Demand for public games of chance was examined over a 24-year period, across various contexts of the prevailing gaming environment that included significant political and economic events. Lottery sales trends revealed devaluation of large jackpots beyond that due to inflation as they became more common, with the steepest discounting in the…

Consumer behavior analysis can be applied over a wide range of economic topics in which the main focus is the contingencies that influence the behavior of the economic agent. This paper provides an overview on the work that has been done on the impact from motivating operations at the point of online purchase situation. Motivating operations, a…

Essential value is defined by Hursh and Silberberg (2008) as the value of reinforcers, presented in an exponential model (Equation 1). This study extends previous research concerned with animal behavior or human responding in therapeutic situations. We applied 9 available demand curves to consumer data that included 10,000+ data points collected…

Consumers have shown increased interest in purchasing goods with pro- environmental claims or products that promote societal well-being, such as fair wages paid to farmers of the raw materials and workers in the manufacturing process of a good (e.g., social product labels, including Fair Trade). However, few studies have explored actual purchase…

Not much is known about the interaction effects between current and past contingencies. At the brand level, consumers may or may not buy exactly what they bought or intended to buy on their last shopping trip, and this could be due to differences in the behavioral contingencies. The main purpose of this article was to examine possible relations…

Credit card debt is of increasing concern among college students, but reasons for it are not well understood. In a simulated shopping experiment based on a hyperbolic discounted utility model, 21 participants could either save money for a new model of their favorite mobile phone brand and get it in the future or buy the product on credit and get…

The use of behavioral economics and behavioral psychology in consumer choice has been limited. The current study extends the study of consumer behavior analysis, a synthesis between behavioral psychology, economics, and marketing, to a larger data set. This article presents the current work and results from the early analysis of the data. We…

An e-mail marketing experiment based on the behavioral perspective model was conducted to investigate consumer choice. Conversion e-mails were sent to two groups from the same marketing database of registered consumers interested in children's books. The experiment was based on A-B-A-C-A and A-C-A-B-A withdrawal designs and consisted of sending B…

The behavioral perspective model's (BPM; Foxall, 1990) retailing literature is built on extensive empirical research and techniques that were originally refined in choice experiments in behavioral economics and behavior analysis, and then tested mostly on British consumer panel data. We test the BPM in the context of Norwegian retailing. This…

In this article we address the issue of applying operant psychology to derive plausible and useful interpretations of complex firm behavior in natural settings. The objective is to discuss an appropriate methodology based on case study design, developed specifically in Vella and Foxall (2011), to produce an operant interpretation of secondary…

The applicability of matching analysis, pioneered in the context of laboratory experiments, to the investigation and interpretation of consumer choice in natural environments is explored by the examination of sequential purchases of four product categories based on information from a panel of British consumers. Over a 52-week period, participants…

The "credit card effect" describes a finding where greater value is given to consumer items if credit card logos are present. One explanation for the effect is that credit cards elicit spending behavior through associative learning. If this is true, social, economic and historical contexts should alter this effect. In Experiment 1, Year…

Evidence in the research literature indicates people may treat "won" money differently than they would their own money. The present study had a sample of 648 college students complete a delay-discounting task that involved the hypothetical monetary amounts of $1,000 or $100,000. Participants were asked repeatedly what amount they would…

Purchase probability as a function of interpurchase time was examined through comparison of findings from laboratory experiments on reinforcement schedules and from marketing investigations of consumers' interpurchase time. Panel data, based on a sample of 80 consumers who purchased nine supermarket food products during 16 weeks, were used. For…