On Motivating Operations at the Point of Online Purchase Setting

Autor/inn/en	Fagerstrom, Asle; Arntzen, Erik
Titel	On Motivating Operations at the Point of Online Purchase Setting
Quelle	In: Psychological Record, 63 (2013) 2, S.333-344 (12 Seiten) PDF als Volltext Verfügbarkeit
Sprache	englisch
Dokumenttyp	gedruckt; online; Zeitschriftenaufsatz
ISSN	0033-2933
DOI	10.11133/j.tpr.2013.63.2.008
Schlagwörter	Consumer Economics; Motivation; Purchasing; Influences; Reinforcement; Behavior; Conditioning; Behavioral Science Research; Web Sites + Suchen Sie Ihr Suchwort? Konsumökonomie; psychologische; Motivation (psychologisch); Beschaffungswesen; Kauf; Influence; Einfluss; Einflussfaktor; Positive Verstärkung; Web-Design
Abstract	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 behavior analytic formulation of motivation is defined as any environmental event that (a) establishes (or abolishes) the reinforcing or punishing effect of another event and (b) evokes (or abates) behavior related to that event. Our conclusion is that the concept of motivating operations has two advantages. First, it provides understanding about the impact from observable environmental stimuli to consumers' purchases in an online situation. Second, the concept is designed specifically to facilitate intervention as it is formulated in terms of behavior-environmental relations that can be manipulated directly. Accordingly, findings derived using the concept of motivating operations can be more immediately applied to the design of the company's Web site. (As Provided).
Anmerkungen	Southern Illinois University Carbondale. Mailcode 4609, Rehabilitation Institute, Carbondale, IL 62901-4609. Tel: 618-536-7704; e-mail: psychrec@siu.edu; Web site: http://www.siuc.edu/~ThePsychologicalRecord/index.html
Erfasst von	ERIC (Education Resources Information Center), Washington, DC
Update	2017/4/10