Consumer Behavior

by Hoyer, Wayne D.; MacInnis, Deborah J.

• ISBN13: 9780618643721
• ISBN10: 0618643729
• Edition: 4th
• Format: Hardcover
• Copyright: 2006-01-19
• Publisher: South-Western College Pub

Summary

Active field researchers and award-winning teachers Hoyer and MacInnis provide students with an accessible and topical introduction to consumer behavior. A broad conceptual model helps students see how all chapter topics tie together, and real-world examples reinforce each concept and theoretical principle under review. The text also focuses on the implications of consumer behavior research for marketers. Updated to reflect the most recent research and examples, the Fourth Edition features streamlined content and organization--from 21 to 20 chapters--as well as a new interior design and new photos and advertisements. In addition, several pedagogical features make the material accessible and meaningful to marketing students: chapter-opening cases show the anecdotal application of concepts, while end-of-chapter questions and exercises require students to investigate consumer behavior issues and analyze advertisements and marketing strategies. A range of technology resources supports instructors and students throughout the term. New! The chapters on culture have been reorganized to include recent developments in academic research, such as new information about the values that characterize Western culture. Consolidated and streamlined coverage also includes privacy, social class influences, household consumption, demographics, and diversity. New! Updated and expanded coverage includes an examination of AMA's new definition of marketing, consumer behavior as related to environmental issues (such as recycling), the effects of memory and retrieval, and word-of-mouth communication, among others. New! Chapter-opening cases focus on companies and topics such as Swatch, ING Direct, iPod, Shopping.com, beer advertising, product placement, consumer behavior in China and Thailand, buzz marketing, and identity theft. New! Cases on consumer behavior are available through the HMXChange Business Case Database. This online resource allows business instructors to assemble, maintain, and update casebooks from any web-accessible location. The result is a printed casebook tailored to meet course objectives. New! Designed specifically for users of the Fourth Edition, the technology package includes the Online Teaching Center, HM Testing, basic and premium PowerPoint slides, Blackboard/WebCT course cartridges, Overhead Transparencies with additional advertising examples, videos, and the Online Study Center with ACE practice tests. Consumer Behavior is known for the inclusion of chapters and topics that often do not appear in other textbooks for this course, such as "Symbolic Consumer Behavior" and "The Dark Side of Consumer Behavior," which explores obesity, theft, and compulsive spending.

Table of Contents

Note: Each chapter includes an Introduction, a Summary, and Exercises

An Introduction to Consumer Behavior

Understanding Consumer Behavior

Defining Consumer Behavior

What Affects Consumer Behavior?

Who Benefits from the Study of Consumer Behavior?

Developing and Using Information About Consumer Behavior

Consumer Behavior

Research Methods Types of Consumer Researchers

Primary Versus Secondary Data Marketing Implications of Consumer Behavior

Ethical Issues in Consumer Research

The Psychological Core

Motivation, Ability, and Opportunity Consumer

Motivation and Its Effects

What Affects Motivation?

Consumer Ability: Resources to Act Consumer Opportunity

Exposure, Attention, and Perception

Exposure

Attention

Perception

Knowledge and Understanding Knowledge

Knowledge Content

Knowledge Structure

Using Knowledge to Understand

Attitudes Based on High Consumer Effort

What Are Attitudes?

Forming and Changing Attitudes

The Cognitive Foundations of Attitudes

How Cognitively Based Attitudes Are Influenced

The Affective (Emotional) Foundations of Attitudes

How Affectively Based Attitudes

Are Influenced Attitude Toward the Ad

When Do Attitudes Predict Behavior?

Attitudes Based on Low Consumer Effort

High-Effort Versus

Low-Effort Routes to Persuasion Cognitive

Bases of Attitudes

When Consumer Effort Is Low

How Cognitive Attitudes

Are Influenced Affective Bases of Attitudes

When Consumer Effort Is Low

How Affective Attitudes Are Influenced

Memory and Retrieval What Is Memory?

What Are the Types of Memory?

How Memory Is Enhanced

Organization of Long-Term Memory

What Is Retrieval?

What Are the Types of Retrieval?

How Retrieval Is Enhanced

The Process of Making Decisions

Problem Recognition and Information Search

Problem Recognition

Internal Search: Searching for Information from Memor

External Search: Searching for Information from the Environment

Judgment and Decision Making Based on High Consumer

Effort High-Effort Judgment Processes

High-Effort Decision-Making Processes

High-Effort Thought-Based Decisions

High-Effort Feeling-Based Decisions

Decision Making When Alternatives Cannot Be Compared

Does Context Affect

How Decisions Are Made?

Judgment and Decision Making Based on Low Consumer

Effort Low-Effort Judgment Processes

Low-Effort Decision-Making Processes

Learning Choice Tactics

Low-Effort Thought-Based Decision Making

Low-Effort Feeling-Based Decision Making

Post-Decision Processes

Post-Decision Dissonance

Learning from Consumer Experience

How Do Consumers

Make Satisfaction or Dissatisfaction Judgments?

Responses to Dissatisfaction Is Customer

Satisfaction Enough? Disposition

The Consumer's Culture

Regional, Ethnic, and Religious

Influences on Consumer Behavior

Regional Influences

Ethnic Influences

Religious Influences

Social Class Influences on Consumer Behavior

Social Class

How Social Class Changes over Time

How Does Social Class

Affect Consumption?

The Consumption Patterns of Specific Social Classes

Age, Gender, and Household Influences on Consumer Behavior

How Age Affects Consumer Behavior

How Gender Affects Consumer Behavior

How the Household Influences Consumer Behavior

Roles that Household Members Play

Social Influence

General Sources of Influence

Special Sources of Influence

Reference Groups

Are Sources of Influence

Sources Can Exert Normative Influence

Sources Can Exert Informational Influence

How Can "Information" Be Described?

Psychographics: Values, Personality, and Lifestyles Values

Personality Lifestyles

Psychographics: Combining Values, Personality, and Lifestyles

Consumer Behavior Outcomes

Symbolic Consumer Behavior

Sources and Functions of Symbolic Meaning

Special Possessions Sacred Meaning

The Transfer of Symbolic Meaning

Through Gift Giving

Adoption of, Resistance to, and Diffusion of Innovations

Innovations Adoption of Innovations and Resistance to Adoption Diffusion

What Influences Adoption, Resistance, and Diffusion?

The Consequences of Innovations

Consumer Welfare

Consumerism and Public Policy Issues

What Is Consumerism?

Groups Involved with Public Policy and Consumerism

How Advertising and Selling Practices

Violate Consumer

Rights Product Information and Safety Issues

Environmental Protection Consumerism

Around the World Consumerism in the Future

The Dark Side of Consumer Behavior and Marketing

Deviant Consumer Behavior

Negative Effects of Marketing

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