Applying Social Cognition To Consumer-focused Strategy

by Kardes, Frank R.; Herr, Paul M.; Nantel, Jacques; Markman, Arthur B.

• ISBN13: 9780805855203
• ISBN10: 0805855203
• Format: Hardcover
• Copyright: 2005-07-28
• Publisher: Lawrence Erlbau

Summary

Applying Social Cognition to Consumer-Focused Strategy,a book in the Advertising and Consumer Psychology series sponsored by the Society for Consumer Psychology, focuses on the most important recent developments at the interface of social cognition and marketing, and develops integrative theoretical frameworks with rich practical implications. More specifically, the chapters offer a novel and thought-provoking perspective on consumer-focused strategy--or the effects of marketing stimuli and activities on an integrated system of consumer processes and responses. Divided into four parts, this book: *offers new perspectives on consumer information processing, selective or one sided information processing, and attribution theory; *discusses how asking questions in focus groups, surveys, and experiments leads consumers to create opinions that would not have occurred to them otherwise; *advances a new approach for modeling uncertainty and a new framework for thinking about uncertainty; *summarizes recent developments concerning the Implicit Association Test and their implications for branding strategy; *develops a new approach for analyzing the effects of intention on behavior and unplanned purchase behaviors; *discusses the devaluation effect and shows both how implementation intentions can be used to increase new product consumption and also how promotion versus prevention regulatory focus influences consumer preferences; and *focuses on consumer information processing and persuasion. The text is intended for advanced graduate students, academics, and practitioners who embrace cutting-edge paradigms and methodologies in social-cognitive consumer research.

Table of Contents

Preface	ix
I NEW PERSPECTIVES ON CONSUMER INFORMATION PROCESSING
The Role of Information Processing in Single-Alternative and Multiple-Alternative Judgments and Decisions	3	(34)
Robert S. Wyer, Jr.
Implications of Selective Processing for Marketing Managers	37	(16)
Steven S. Posavac
Gavan J. Fitzsimons
Frank R. Kardes
David M. Sanbonmatsu
Recent Developments in Attribution Research and Their Implications for Consumer Judgments and Behavior	53	(28)
David H. Silvera
Daniel Laufer
II NEW PERSPECTIVES ON CONSUMER INFORMATION PROCESSING AND RESEARCH METHODS
Marketing by Mistake: The Unintended Consequences of Consumer Research	81	(16)
Jane E. Machin
Gavan J. Fitzsimons
Knowledge in Error: Decoding Consumer Judgment with the JUMP Model	97	(38)
Murali Chandrashekaran
Kristin Rotte
Rajdeep Grewal
Toward a Unified Implicit Brand Theory	135	(20)
Brian C. Tietje
Frederic F. Brunel
Advancing Theory on Consumer Plans, Actions, and How Marketing Information Affects Both	155	(28)
Roger March
Arch G. Woodside
III NEW PERSPECTIVES ON MOTIVATION AND CONSUMER INFORMATION PROCESSING
Goals, Policies, Preferences, and Actions	183	(18)
Arthur B. Markman
C. Miguel Brendl
Consumption as a Multiple-Goal Pursuit Without Awareness	201	(18)
Woo Young Chun
Arie W. Kruglanski
Using Implementation Intentions to Increase New Product Consumption: A Field Experiment	219	(16)
Frank R. Kardes
Maria L. Cronley
Steven S. Posavac
Regulatory Focus and Consumer Information Processing	235	(32)
Arnd Florack
Martin Scarabis
Stefanie Gosejohann
IV NEW PERSPECTIVES ON CONSUMER INFORMATION PROCESSING AND PERSUASION
Subliminal Priming and Persuasion: How Motivation Affects the Activation of Goals and the Persuasiveness of Messages	267	(14)
Erin J. Strahan
Steven J. Spencer
Mark P. Zanna
Consumer Responses to False Information: Is Believability Necessary for Persuasion?	281	(16)
Claudiu V. Dimofte
Richard F. Yalch
Implications for Advertising Effectiveness of Divergence Among Measured Advertising Effects	297	(22)
Philip J. Mazzocco
Derek D. Rucker
Timothy C. Brock
The Positive Effects of Negative Advertising: It's a Matter of Time	319	(12)
Ronald C. Goodstein
Deborah A. Cours
Brian K. Jorgensen
Jaideep Sengupta
When ``What Might Have Been'' Leads to What's Isn't Best: Dysfunctional Counterfactual Thinking in Consumer Affect and Cognition	331	(22)
Sukki Yoon
Patrick T. Vargas
Complementary Roles of Dual-Process Models, Theory of Reasoned Action, Media Priming, and the Concept of Consideration in the Development of Advertising Message Strategies: A Case Study Concerning Youth Views of Military Service Amidst September 11, 2001	353	(18)
John Eighmey
Wanda Siu
The Promise of Sociocognitive Consumer Psychology	371	(8)
Paul M. Herr
Jacques Nantel
Frank R. Kardes
Author Index	379	(14)
Subject Index	393