Please use this identifier to cite or link to this item: http://hdl.handle.net/1893/31802
Appears in Collections:Marketing and Retail Journal Articles
Peer Review Status: Refereed
Title: Exogenous cognition and cognitive state theory: the plexus of consumer analytics and decision-making
Author(s): Smith, Andrew
Harvey, John
Goulding, James
Smith, Gavin
Sparks, Leigh
Keywords: Consumer
Decision-making
Exogenous Cognition
Analytics
Marketing
Big Data
Algorithmic
Citation: Smith A, Harvey J, Goulding J, Smith G & Sparks L (2020) Exogenous cognition and cognitive state theory: the plexus of consumer analytics and decision-making. Marketing Theory.
Abstract: We develop the concept of exogenous cognition (ExC) as a specific manifestation of an external cognitive system (ECS). Exogenous cognition describes the technological and algorithmic extension of (and annexation of) cognition in a consumption context. ExC provides a framework to enhance understanding of the impact of pervasive computing and smart technology on consumer decision-making and the behavioural impacts of consumer analytics. To this end, the paper provides commentary and structures to outline the impact of ExC and to elaborate the definition and reach of ExC. The logic of ExC culminates in a theory of cognitive states comprising of three potential decision states; endogenous cognition (EnC), symbiotic cognition (SymC) and surrogate cognition (SurC). These states are posited as transient (consumers might move between them during a purchase episode) and determined by individual propensities and situational antecedents. The paper latterly provides various potential empirical avenues and issues for consideration and debate.
Rights: Smith A, Harvey J, Goulding J, Smith G & Sparks L, Exogenous cognition and cognitive state theory: the plexus of consumer analytics and decision-making, Marketing Theory (Forthcoming). Copyright © The Authors 2020. Reprinted by permission of SAGE Publications. Reuse is restricted to non-commercial and no derivative uses.
Notes: Output Status: Forthcoming
Licence URL(s): http://creativecommons.org/licenses/by-nc-nd/4.0/

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