Abstract
We examine the applicability of Anderson's (1982) procedural learning framework to consumer decision making within the context of how marketing communications influence people's procedural knowledge about selecting decision criteria for a buying decision. In particular, we explore the importance of explicit, conditional “if-then” statements (e.g., “if you are choosing amongst ..., then you should ...”) in which the recommended decision-making operation is compatible with prior procedural knowledge. We test this framework in an exploratory study on advertising effects on women's decision criteria for fitness centers.
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Kirmani, A., Wright, P. Procedural learning, consumer decision making, and marketing communication. Marketing Letters 4, 39–48 (1993). https://doi.org/10.1007/BF00994186
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DOI: https://doi.org/10.1007/BF00994186