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Hull-Spence Behavior Theory as a paradigm for consumer behavior

University of Wollongong, Australia, john_rossiter{at}uow.edu.au

Gordon R. Foxall

University of Cardiff, UK, foxallg{at}cf.ac.uk

In this paper, which takes a much broader perspective than is now usual, we state the case for the return to a grand, all-encompassing theory of the type that was popular initially in consumer behavior. This theory, a paradigm really, is Hull-Spence Behavior Theory (HSBT). The theory is introduced here in detail with reference to consumer behavior. HSBT is shown to be a very generally applicable theory, not just `middle range', with a rich set of variables that can accommodate the new micro-phenomena toward which our field has gravitated. As a grand theory, HSBT provides the `context' necessary to fully understand, explain, and predict consumer behavior.

Key Words: behavioral output variables • Hull-Spence Behavior Theory (HSBT) • major intervening variables • performance equations • supplementary intervening variables

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