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Journal of Consumer Research
Article . 2001 . Peer-reviewed
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Two Ways of Learning Brand Associations

Authors: van Osselaer, Stijn M J; Janiszewski, Chris;

Two Ways of Learning Brand Associations

Abstract

Four studies show that consumers have not one but two distinct learning processes that allow them to use brand names and other product features to predict consumption benefits. The first learning process is a relatively unfocused process in which all stimulus elements get cross-referenced for later retrieval. This process is backward looking and consistent with human associative memory (HAM) models. The second learning process requires that a benefit be the focus of prediction during learning. It assumes feature-benefit associations change only to the extent that the expected performance of the product does not match the experienced performance of the product. This process is forward looking and consistent with adaptive network models. The importance of this two-process theory is most apparent when a product has multiple features. During HAM learning, each featurebenefit association will develop independently. During adaptive learning, features will compete to predict benefits and, thus, feature-benefit associations will develop interdependently. We find adaptive learning of feature-benefit associations when consumers are motivated to learn to predict a benefit (e.g., because it is perceived to have hedonic relevance) but find HAM learning when consumers attend to an associate of lesser motivational significance.

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selected citations
These citations are derived from selected sources.
This is an alternative to the "Influence" indicator, which also reflects the overall/total impact of an article in the research community at large, based on the underlying citation network (diachronically).
BIP!Citations provided by BIP!
popularity
This indicator reflects the "current" impact/attention (the "hype") of an article in the research community at large, based on the underlying citation network.
BIP!Popularity provided by BIP!
influence
This indicator reflects the overall/total impact of an article in the research community at large, based on the underlying citation network (diachronically).
BIP!Influence provided by BIP!
impulse
This indicator reflects the initial momentum of an article directly after its publication, based on the underlying citation network.
BIP!Impulse provided by BIP!
172
Top 1%
Top 1%
Top 10%
bronze