An econometric examination of the behavioral perspective model in the context of Norwegian retailing

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 article describes an econometric analysis of the effects of behavioral consequences put forward in the BPM. That is, the predictability of each individual predictor (utilitarian, informational, and pricing) is tested and compared with multiple regression models, based on all three predictors, and to previous findings. We tested this based on the analysis of buying behavior of brands for 10 different product categories. Results revealed that informational level is the best individual predictor for consumer buying behavior, but the combination of the three behavioral consequential predictors together (relying on the BPM) tends to give the best prediction.