What Do We Do Unconsciously? And How?

This reply generally support Simonson's (2005) claim that research based on consumers as conscious decision makers is indeed predictive of a wide variety of behavior, and argues that the importance of consciousness should not be overstated.

Abstract

In this reply, we endorse Chartrand's (2005) taxonomy of conscious awareness for different stages of consumer decisions affected by environmental cues. In addition, we attempt to broaden the scope of this taxonomy by discussing its usefulness for consumer decisions in general. We generally support Simonson's (2005) claim that research based on consumers as conscious decision makers is indeed predictive of a wide variety of behavior. However, we also argue that the importance of consciousness should not be overstated. Conscious processes observed in a research laboratory are not representative of conscious processes in real life. The alternative model to describe effects of the environment on behavior by Janiszewski and van Osselaer (2005) may be useful to explain automaticity in goal‐directed behavior, but it poorly describes other automatic behaviors.