Consumer Behavior

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