Consumer BehaviourPraised for its no nonsense approach to engaging students and conveying key learning outcomes and for striking a good balance between sociological and psychological aspects of consumer behaviour, the new edition now features increased coverage of social media, digital consumption and up-to-date marketing practice.
The book is complemented by a companion website featuring a range of tools and resources for lecturers and students, including PowerPoint slides, multiple choice questions, case studies, interactive glossary, flashcards, multimedia links and selected author videos to make the examples in each chapter come to life. |
Contents
PART ONE CONSUMER BEHAVIOUR IN CONTEXT | |
List of Figures | |
Unsought goods 17 Summary 18 Key points | |
How to impress your examiner 20 Review questions | |
Politics spin and the Scottish referendum | |
Sell2Wales 19 Further reading | |
Personality | |
Approaches to studying personality | |
4 The id the ego and the superego 217 | |
List of Tables | |
Type approach | |
Traits and factors | |
Psychographics | |
Summary 10 How to impress your examiner 9 Key points | |
References | |
PART TWO PSYCHOLOGICAL ISSUES IN CONSUMER | |
Segmentation | |
Products | |
Price | |
Place | |
Promotion | |
People | |
Process | |
Summary 9 Physical evidence | |
Key points | |
How to impress your examiner 13 Review questions | |
makeupbyeman | |
Further reading | |
References | |
Brand Interaction | |
Introduction 2 Decisionmaking using goals | |
Decisionmaking models | |
Interrupts | |
Risk and uncertainty | |
Prepurchase activities | |
The search effort | |
Factors affecting the external search for information | |
Making the choice | |
Categorisation of decision rules | |
Involvement | |
14 Categories of involvement 91 | |
Dimensions of involvement | |
Involvement with brands | |
Increasing involvement levels | |
Loyalty in buyer behaviour | |
Further reading | |
References | |
Continuum 13 Further reading | |
1 The influence of social media 112 | |
9 Communication variables associated with | |
References | |
Consumption in B2C vs | |
Introduction | |
The decisionmaking unit | |
1 Relationships in the DMU 141 | |
Influences on buyers | |
Classifying business customers | |
Business and commercial organisations | |
Reseller organisations | |
Government organisations | |
Institutional organisations | |
Buyers techniques | |
References | |
PART TWO PSYCHOLOGICAL ISSUES IN CONSUMER | |
6 | |
Introduction 2 Drive | |
1 Creating a drive 172 | |
Motivation | |
Classifying needs | |
5 The Values and Lifestyles VALS model 183 | |
BEHAVIOUR | |
Individual factors | |
7 Emphases on power affiliation and achievement | |
Motivational conflict | |
Goals | |
Heuristics | |
Hedonism | |
11 Hedonism vs utilitarianism 195 | |
Understanding motivation | |
Research into motivation | |
Summary | |
Key points 15 How to impress your examiner | |
Cruise ships | |
Further reading | |
References | |
7 | |
Selfconcept | |
1 The person as artwork 208 | |
Review questions | |
The decadence of JeanPaul Gaultier | |
Further reading | |
8 | |
Perception | |
Introduction 2 Elements of perception 3 Creating a worldview 4 How we process data in our head 5 Culture and perception 6 Using our ears to eat 7 ... | |
1 Selectivity and synthesis 235 | |
6 Adapted MehrabianRussell model 246 | |
13 Colour in marketing 258 | |
2 Dimensions of attitude 307 | |
9 | |
Defining learning | |
Studying learning | |
5 Cognitive learning 278 | |
7 Five elements of cognitive learning 282 | |
The need for knowledge | |
15 Consumption knowledge 292 | |
Sources of consumer knowledge | |
Summary 7 Key points | |
How to impress your examiner 9 Review questions | |
Kumon | |
Further reading | |
References | |
10 | |
Introduction 2 Defining attitude | |
Dimensions of attitude | |
1 Dimensions of attitude 307 | |
Attitude formation | |
Attitude measurement | |
Functions of attitudes | |
PART THREE SOCIOLOGICAL ISSUES IN CONSUMER | |
Attitude and behaviour | |
The duality of private vs public attitudes | |
Attitude vs situation | |
Attitude towards adverts vs attitude towards the brand | |
General vs specific attitudes 12 Changing attitudes | |
323 | |
11 | |
1 An individual and his reference groups 344 | |
6 Multistage interaction model 353 | |
Key points | |
12 | |
2 | |
families 376 | |
1 Defining characteristics of families 375 | |
380 | |
7 Other functions of the family 391 | |
References | |
PART FOUR CONSUMER BEHAVIOUR IN CONCLUSION | |
13 | |
395 | |
Culture 3 Subcultures | |
5 Culture and subculture 416 | |
Class | |
7 Studying social class 425 | |
Summary | |
Key points 7 How to impress your examiner | |
CityFalcon | |
Further reading | |
References | |
PART FOUR CONSUMER BEHAVIOUR IN CONCLUSION | |
14 | |
1 Variables determining environmental | |
4 Disposal options 450 | |
15 | |
Quality | |
1 Components of quality 467 | |
1 | |
5 Dealing with complaints 478 | |
Consumer behaviour in context | |
Key points 8 How to impress your examiner | |
Review questions | |
Further reading | |