The Behavioral Perspective Model in the Latin-American context

Empirical and conceptual contributions

Authored by: Marithza Sandoval-Escobar , Iván Felipe Medina

The Routledge Companion to Consumer Behavior Analysis

Print publication date:  September  2015
Online publication date:  August  2015

Print ISBN: 9780415729925
eBook ISBN: 9781315850696
Adobe ISBN: 9781317913467


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The Behavioral Perspective Model (BPM) represents an approach to integrate the principles of behavior analysis to consumer research (Foxall, 1990, 1997), where the operant contingency model is used to explain the determinants of purchase and consumption (Sandoval et al., 2010). The BPM suggests that consumer behavior is a function of the interaction of the individual and the context of purchase and consumption; the latter is determined by the history of individual learning in each of these purchase contexts, in connection with a product category, and the consequences that this behavior produces in the current context (Foxall, 2007).

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