Consumer behavior: concepts and applications
Saved in:
| Main Authors: | , |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
New York [ u.a.]
McGraw-Hill
1993
|
| Edition: | 4. ed. |
| Series: | McGraw-Hill series in marketing
|
| Subjects: | |
| Online Access: | Inhaltsverzeichnis |
| Physical Description: | XXIII, 788 S. Ill., graph. Darst. |
| ISBN: | 0070387672 0070387583 |
Staff View
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| adam_text | CONTENTS
PREFACE xxi
Part 1
STUDYING CONSUMER BEHAVIOR 1
Chapter 1
INTRODUCTION 3
Defining Consumer Behavior 5
Customers and Consumers 5
The Ultimate Consumer 5
The Individual Buyer 6
The Decision Process 7
A Subset of Human Behavior 8
Why Study Consumer Behavior? 8
Significance in Daily Lives 8
Application to Decision Making 8
Applying Consumer Behavior Knowledge 9
Consumer Behavior and Marketing Management 9
Consumer Behavior and Nonprofit and Social Marketing 16
Consumer Behavior and Governmental Decision Making 17
Consumer Behavior and Demarketing 18
Consumer Behavior and Consumer Education J9
Studying Consumer Behavior 20
Modeling Behavior 21
Summary 26
Managerial Reflections 26
Discussion Topics 27
Projects 27
Chapter 2
UNDERSTANDING CONSUMERS AND MARKET
SEGMENTS 29
Views of the Market and Alternative Marketing Strategies 30
Market Aggregation 30
Market Segmentation 30
Demographic Characteristics and Market Segmentation 35
U.S. Population Growth 35
CONTENTS
The Changing Age Mix of the U.S. Population 37
Regional Distribution of the U.S. Population 39
Metropolitan Population in the United States 44
Nonmetropolitan Population in the United States 45
Geographic Mobility of the U.S. Population 46
Geodemographic Clustering of Markets 47
Education 51
Occupation 52
Income 52
Limitations of Demographics in Predicting Consumer Behavior 59
Lifestyle and Psychographic Segmentation 60
The Technique of Lifestyle Segmentation 61
Application of Lifestyle Segmentation 62
Usage Segmentation 64
Volume Segmentation 64
Brand User Segmentation 66
Product User Segmentation 67
Loyalty Segmentation 68
Situation Segmentation 68
Benefit Segmentation 70
The Technique of Benefit Segmentation 70
Application of Benefit Segmentation 71
Analysis of Consumer Problems 72
Product Positioning 73
The Interrelationship of Market Segmentation and Product Positioning 73
Strategies to Position Products 73
Positioning Analysis 75
The Future of Segmentation and Positioning 77
Summary 77
Managerial Reflections 78
Discussion Topics 79
Projects 79
Part II
ENVIRONMENTAL INFLUENCES ON CONSUMER
BEHAVIOR 81
Chapter 3
CULTURE 83
Culture Defined 84
Cultural Relevance to Marketing Decisions 85
The Characteristics of Culture 86
Culture Is Invented 87
Culture Is Learned 87
Culture Is Socially Shared 87 •
Cultures Are Similar But Different 87
Culture Is Gratifying and Persistent 87
Culture Is Adaptive 88
Culture Is Organized and Integrated 88
Culture Is Prescriptive 88
CONTENT?
Cultural Values 88
U.S. Cultural Values 89
Do Values Influence Consumer Behavior? 98
Cultural Change and Countercultures 108
Changing Cultural Values in the United States 108
Implications of Cultural Change for the Marketer 108
Tracking Cultural Change 112
Cross Cultural Understanding of Consumer Behavior 113
The Need for Cross Cultural Understanding 113
Decision Areas for the International Marketer 117
Summary 124
Managerial Reflections 125
Discussion Topics 125
Projects 125
Chapter 4
SUBCULTURES 127
The Nature of Subculture 128
The Black Subculture 130
Demographic Characteristics 130
Psychographic Characteristics 132
Consumer Behavior and Marketing Implications 132
The Asian Subculture 137
Demographic Characteristics 137
Psychographic Characteristics 138
Consumer Behavior and Marketing Implications 139
The Hispanic Subculture 140
Demographic Characteristics 140
Psychographic Characteristics 141
Consumer Behavior and Marketing Implications 143
The Youth Subculture 149
Demographic Characteristics 149
Psychographic Characteristics 150
Consumer Behavior and Marketing Implications 151
The Older Subculture 155
Demographic Characteristics 156
Psychographic Characteristics 158
Consumer Behavior and Marketing Implications 159
Summary 165
Managerial Reflections 165
Discussion Topics 165
Projects 166
Chapter 5
SOCIAL CLASS 167
The Process of Social Stratification 168
The Nature of Social Class 168
Social Classes Exhibit Status 168
CONTENTS
Social Classes Are Multidimensional 171
Social Classes Are Hierarchical 171
Social Classes Restrict Behavior 171
Social Classes Are Homogeneous 172
Social Classes Are Dynamic 172
Social Class Measurement and Categorization 173
The Subjective Method 173
The Reputational Method 173
The Objective Method 173
Problems in Social Class Measurement 175
Social Class Lifestyles 176
Upper Americans 177
Middle Americans 179
Lower Americans 180
The Role of Social Class in Segmenting Markets 181
Social Class and Income Related to Lifestyle Patterns 182
Social Class and Income Related to Consumer Behavior Patterns 182
Social Class and Consumer Behavior 185
Products and Services Consumed 185
Shopping Behavior 188
Promotional Response Patterns 191
Price Related Behavior 193
Are Class Differences Disappearing? 193
Summary 194
Managerial Reflections 194
Discussion Topics 195
Projects 195
Chapter 6
SOCIAL GROUPS 197
What is a Group? 198
Classification of Groups 198
Content or Function 198
Degree of Personal Involvement 198
Degree of Organization 199
Group Properties 200
Status 200
Norms 200
Role 201
Socialization 202
Power 202
Reference Groups 205
Types of Reference Groups 205
Reasons for Accepting Reference Group Influence 205
The Nature of Reference Group Influence 208
The Variability of Reference Group Influence 211
Variability Among Products 211
Variability Among Groups 215
Variability Among Individuals 216
CONTENTS
Variability by Type of Influence 216
Variability by Situation 217
Which Reference Group Dominates? 217
Summary 218
Managerial Reflections 218
Discussion Topics 218
Projects 219
Chapter 7
FAMILY 221
Significance of the Family in Consumer Behavior 222
Families and Households 223
Family Life Cycle 223
Traditional Life Cycle Stages 223
A Modernized Family Life Cycle 227
Relationship Between Family Life Cycle and Consumer Behavior 228
Life Cycle Versus Age in Segmenting Markets 231
Beyond the Life Cycle: Intergenerational Influences 231
Family Purchasing Decisions 231
Role Structure 234
Power Structure 236
Stage in the Family Purchase Decision Process 242
Family Specific Characteristics 243
Marketing Implications of Family Purchasing Decisions 245
The Changing American Family 246
Changing Female Roles 247
Changing Male Roles 253
Growth of the Singles Market 256
Summary 259
Managerial Reflections 259
Discussion Topics 259
Projects 260
Chapter 8
PERSONAL INFLUENCE AND DIFFUSION OF
INNOVATIONS 261
The Nature and Significance of Personal Influence 262
Communication and Influence Flow 264
Opinion Leadership in Marketing 266
Who Are Opinion Leaders? 266
Why Opinion Leaders Attempt to Influence Others 268
Why Followers Accept Personal Influence 269
The Market Maven 270
Adoption and Diffusion of Innovations 271
What Is an Innovation? 271
The Adoption Process 272
The Diffusion Process 273
CONTENTS
Marketing Implications of Personal Influence 283
Identifying and Using Opinion Leaders Directly 283
Creating Opinion Leaders 286
Simulating Opinion Leadership 286
Stimulating Opinion Leadership 289
Stifling Opinion Leadership 290
Summary 292
Managerial Reflections 292
Discussion Topics 293
Projects 293
Part III
INDIVIDUAL DETERMINANTS OF CONSUMER
BEHAVIOR 295
Chapter 9
PERSONALITY AND SELF CONCEPT 297
Personality Theories and Applications 298
Measuring Personality 299
Some Major Personality Theories 301
A Critical Review 307
Psychographics 308
Personality and Marketing: A Summary 309
Self Concept 309
How the Self Concept Develops 310
Consistency of the Self 312
Self Concept and Consumer Behavior 312
Summary 318
Managerial Reflections 319
Discussion Topics 319
Projects 320
Chapter 10
MOTIVATION AND INVOLVEMENT 321
The Nature and Role of Motives 322
The Nature of Motives 322
The Role of Motives 323
Classifying Motives 325
Simplified Schemes 325
A Comprehensive Scheme 326
Motive Arousal 328
Triggering Arousal 328
Optimal Stimulation and Arousal 330
Effects of Arousal 332
Utilitarian and Hedonic Expressions of Motives 333
Motive Structuring 334
Motive Hierarchy 344
CONTENTS
Motive Combinations 336
Self Concept 339
Motivation Research 339
Involvement 340
Dimensions of Involvement 341
Marketing Implications 346
Summary 347
Managerial Reflections 348
Discussion Topics 348
Projects 349
Chapter 11
INFORMATION PROCESSING 351
Overview 352
Information Acquisition 355
Active Search 355
Passive Reception 356
Sensation 357
Attention 359
Perceptual Encoding 365
Stages in the Encoding Process 365
Influences on Encoding 367
Information Load 371
Marketing Implications 372
Product Factors 372
Price Considerations 374
Company and Store Image 376
Advertising Issues 377
Summary 381
Managerial Reflections 382
Discussion Topics 382
Projects 383
Chapter 12
LEARNING AND MEMORY 385
Characterizing Learning 386
Learning Defined 386
Types of Learned Behavior 387
Principal Elements of Learning 388
Classifying Learning 389
Learning Connections 389
Cognitive Interpretations 392
Applying Alternative Learning Concepts to Consumer Behavior 393
Additional Consumer Learning Topics 395
The Behavior Modification Perspective 395
Stimulus Generalization 399
Rate and Degree of Learning 400
Extinction 402
Forgetting 402
CONTENTS
Memory 404
Characteristics of Memory Systems 404
Retrieval of Information 412
Advertising Applications 414
Summary 418
Managerial Reflections 418
Discussion Topics 419
Projects 420
Chapter 13
ATTITUDES 421
Definitions of Attitude 422
Characteristics of Attitudes 423
Attitudes Have an Object 423
Attitudes Have Direction, Degree, and Intensity 424
Attitudes Have Structure 424
Attitudes Are Learned 425
Functions of Attitudes 425
Adjustment Function 425
Ego Defensive Function 425
Value Expression Function 426
Knowledge Function 426
Sources of Attitude Development 426
Personal Experience 427
Group Associations 427
Influential Others 427
Attitude Theories and Models 428
Congruity Theory 428
Balance Theory 430
Cognitive Dissonance 431
Multiattribute Models 432
The Peripheral Route to Developing Attitudes 440
Summary 443
Managerial Reflections 444
Discussion Topics 444
Projects 445
Chapter 14
CHANGING ATTITUDES 447
Strategies for Changing Attitudes and Intentions 448
Low Involvement Strategies 449
High Involvement Strategies 451
The Communication Process 454
Source Factors 455
Marketing Communication Sources 456
Influences on Source Effectiveness 456
Message Factors 462
Message Structure 462
CONTENTS
Message Appeals 467
Message Codes 474
Receiver Factors 475
Personality Traits 475
Mood 476
Belief Types 476
Summary 477
Managerial Reflections 478
Discussion Topics 478
Projects 479
PART IV
CONSUMER DECISION PROCESSES 481
Chapter 15
PROBLEM RECOGNITION 483
Types of Consumer Decisions 484
Introduction to the Consumer Decision Process Model 485
Problem Recognition 487
Research on Problem Recognition 488
Types of Problem Recognition 490
Situations Leading to Problem Recognition 491
Results of Problem Recognition 493
Problem Recognition Under Low Involvement Conditions 494
Marketing Implications of Problem Recognition 494
Measuring Problem Recognition 494
Activating Problem Recognition 495
Utilizing Problem Recognition Information 498
Summary 501
Managerial Reflections 501
Discussion Topics 501
Projects 502
Chapter 16
SEARCH AND EVALUATION 503
The Information Search Process 504
Types of Consumer Search Activities 504
Types and Sources of Information 507
Amount of External Search Activity 507
The Information Evaluation Process 513
Evaluative or Choice Criteria 523
Reducing the Range of Alternatives 517
Evaluating Alternatives 518
Factors Influencing the Amount of Evaluation 524
Results of Evaluation 524
Alternative Evaluation in Low Involvement Situations 524
Marketing Implications 524
Studying the Information Search Process 524
Influencing the Consumer s Evoked Set 526
CONTENTS
Measuring Evaluative Criteria 526
Influencing Consumers Evaluation 531
Summary 532
Managerial Reflections 532
Discussion Topics 532
Projects 533
Chapter 17
PURCHASING PROCESSES 535
Why Do People Shop? 537
Choosing a Store 538
Factors Determining Store Choice 540
The Importance of Store Attributes 545
The Effect of Store Image on Purchasing 545
Genera Shopper Profiles 546
Store Specific Shopper Profiles 546
Store Loyalty 548
In Store Purchasing Behavior 550
Merchandising Techniques 550
Personal Selling Effects 559
The Situational Nature of Consumer Decisions 559
Nonstore Purchasing Processes 560
The Significance of Nonstore Buying 561
Characteristics of Purchasers 562
In Home Shopping Motivations 562
Marketing Implications 563
Purchasing Patterns 563
Brand Loyalty 564
Impulse Purchasing 567
Paying for the Purchase 569
Marketing Implications 569
Summary 570
Managerial Reflections 571
Discussion Topics 571
Projects 571
Chapter 18
POSTPURCHASE BEHAVIOR 573
Behavior Related to the Purchase 574
Decisions on Product Set Up and Use 574
Decisions on Related Products or Services 575
Marketing Implications 575
Postpurchase Evaluation 578
Consumer Satisfaction/Dissatisfaction 579
Consumer Complaint Behavior 581
Postpurchase Dissonance 583
Product Disposition 590
Disposition Alternatives and Determinants 590
Marketing Implications 59i
CONTENTS
Summary 592
Managerial Reflections 593
Discussion Topics 593
Projects 593
ParlV
ADDITIONAL DIMENSIONS 595
Chapter 19
MODELING AND RESEARCHING CONSUMER
BEHAVIOR 597
Modeling Behavior 599
Definition of a Model 599
Types of Models 599
Uses of Models 599
Models of Consumer Behavior 600
Traditional Models of Consumers 600
Behavioral Economics 602
Contemporary Models 605
Consumer Research Strategies 613
Goals of Consumer Research 613
Type of Data Used 614
Research Time Frame 615
Methods of Gathering Consumer Information 615
Observation 615
Experiments 615
Surveys 617
Measuring Consumer Characteristics 618
Demographic Measures 618
Consumer Activity Measures 619
Cognitive Measures 619
Summary 622
Managerial Reflections 623
Discussion Topics 623
Projects 624
Chapter 20
CONSUMERISM 625
The Roots of Consumerism 627
History of Consumerism in the United States 628
The Early Years 628
The Formative Years 629
The Recent Era 629
Consumer Safety 629
Consumer Information 631
Deception of Consumers 631
Availability of Sufficient Information 633
Information Overload? 634
CONTENTS
Consumer Choice 635
Consumer Redress 636
Environmental Concerns 637
Significance of Environmentalism 637
Environmental Consumer Types 640
Consumer Privacy 640
Legislative Responses to Consumerism 643
The Institutionalization of Consumerism 644
Business Responses to Social and Ethical Issues 645
Consumers Responsibilities 674
Deviant Consumer Behavior 647
Marketer Responses to Consumer Issues 649
Understanding the Issues 649
Designing a Consumer Response System 651
Summary 653
Managerial Reflections 654
Discussion Topics 654
Projects 655
Chapter 21
ORGANIZATIONAL BUYER BEHAVIOR 657
Nature of Organizational Buying 658
Purpose of Organizational Buying 658
Organizational Buyers Versus Final Consumers 659
Influences on Organizational Buyer Behavior 666
Environmental Factors 666
Organizational Factors 667
Interpersonal Factors 668
Individual Factors 673
Organizational Buying Decisions 675
Types of Decision Situations 675
The Organizational Buyer s Decision Process 678
Summary 683
Managerial Reflections 684
Discussion Topics 684
Projects 684
CASES: CASE 1: The Motorcycle Industry Council 687 I CASE 2: Toaster Pastries
Germany 691 I CASE 3: Metropolitan Life Insurance 693 I CASE 4: The
Interfratemity Council 694 I CASE 5: American Express Co. 696 I CASE 6: Campb*
Soup Co. 697 I CASE 7: National Tractor Pullers Association 698 / CASE 8: The
Furniture and Home Furnishings Buyer 699 / CASE 9: The Fashion
Customer 703 I CASE 10: Consumer Reactions to Processed Poultry
Products 706 I CASE 11: Florida Grapefruit 708 I CASE 12: Giorgio Beverly
Hills 712 I CASE 13: Eastern State University 713 I CASE 14: Buying a Personal
Computer 716 I CASE 15: Health Care Search and Evaluation for
Children 717 I CASE 16: The Must Know Man 719 I CASE 17: The Retreat
House 727 I CASE 18: Bio Landscaping 729 I CASE 19: Impulse
Shoppers 729 / CASE 20: Ashton Tate Corp. 730
NOTES 733
INDEX 783
|
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| id | DE-604.BV009930544 |
| illustrated | Illustrated |
| indexdate | 2024-07-09T17:43:25Z |
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| publishDateSort | 1993 |
| publisher | McGraw-Hill |
| record_format | marc |
| series2 | McGraw-Hill series in marketing |
| spelling | Loudon, David L. Verfasser aut Consumer behavior concepts and applications David L. Loudon ; Albert J. Della Bitta 4. ed. New York [ u.a.] McGraw-Hill 1993 XXIII, 788 S. Ill., graph. Darst. txt rdacontent n rdamedia nc rdacarrier McGraw-Hill series in marketing Consommateurs - Attitudes ram Consommateurs - Cas, Études de ram Consumenten gtt Consumentengedrag gtt Consumentenorganisaties gtt Koopgedrag gtt Consumer behavior Consumer behavior United States Case studies Verbraucherverhalten (DE-588)4062644-1 gnd rswk-swf USA (DE-588)4522595-3 Fallstudiensammlung gnd-content Verbraucherverhalten (DE-588)4062644-1 s DE-604 Della Bitta, Albert J. Verfasser aut HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=006578424&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Loudon, David L. Della Bitta, Albert J. Consumer behavior concepts and applications Consommateurs - Attitudes ram Consommateurs - Cas, Études de ram Consumenten gtt Consumentengedrag gtt Consumentenorganisaties gtt Koopgedrag gtt Consumer behavior Consumer behavior United States Case studies Verbraucherverhalten (DE-588)4062644-1 gnd |
| subject_GND | (DE-588)4062644-1 (DE-588)4522595-3 |
| title | Consumer behavior concepts and applications |
| title_auth | Consumer behavior concepts and applications |
| title_exact_search | Consumer behavior concepts and applications |
| title_full | Consumer behavior concepts and applications David L. Loudon ; Albert J. Della Bitta |
| title_fullStr | Consumer behavior concepts and applications David L. Loudon ; Albert J. Della Bitta |
| title_full_unstemmed | Consumer behavior concepts and applications David L. Loudon ; Albert J. Della Bitta |
| title_short | Consumer behavior |
| title_sort | consumer behavior concepts and applications |
| title_sub | concepts and applications |
| topic | Consommateurs - Attitudes ram Consommateurs - Cas, Études de ram Consumenten gtt Consumentengedrag gtt Consumentenorganisaties gtt Koopgedrag gtt Consumer behavior Consumer behavior United States Case studies Verbraucherverhalten (DE-588)4062644-1 gnd |
| topic_facet | Consommateurs - Attitudes Consommateurs - Cas, Études de Consumenten Consumentengedrag Consumentenorganisaties Koopgedrag Consumer behavior Consumer behavior United States Case studies Verbraucherverhalten USA Fallstudiensammlung |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=006578424&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
| work_keys_str_mv | AT loudondavidl consumerbehaviorconceptsandapplications AT dellabittaalbertj consumerbehaviorconceptsandapplications |