Incorporating consumers' motivations into the theory of reasoned action

Abstract

Consumers are motivated to engage in activities for many varied reasons. The present study broadens the theory of reasoned action model to include three variables reflecting motivations: hedonic involvement, self-expressive involvement, and self-concept congruity. It is suggested that eagerness to engage in a behavior encapsulates emotional commitment, and including this affective variable would further broaden the cognitive approach taken to model a consumer's intention to engage in a behavior. A model that links hedonic involvement, self-expressive involvement, self-concept congruity, subjective norm, and attitude toward the behavior to both intentions and eagerness is proposed. In addition, eagerness is posited as a mediator linking these three new variables to intentions. The models are tested with the use of data from 717 adults. © 2005 Wiley Periodicals, Inc.