Consumer behavior:
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Englewood Cliffs, NJ
Prentice-Hall
1995
|
| Ausgabe: | 4. ed. |
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | Getr. Zählung Ill., graph. Darst. |
| ISBN: | 0023846119 |
Internformat
MARC
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| 250 | |a 4. ed. | ||
| 264 | 1 | |a Englewood Cliffs, NJ |b Prentice-Hall |c 1995 | |
| 300 | |a Getr. Zählung |b Ill., graph. Darst. | ||
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Datensatz im Suchindex
| _version_ | 1804124524165201920 |
|---|---|
| adam_text | Com
INTRODl
Chapter 1.
An Introduction
to Consumer Behavior 2
Introduction 4
What Is Consumer Behavior? 4
Why Study Consumer Behavior? 7
Consumer Analysis as a Foundation of
Marketing Management 7
Public Policy and Consumer Behavior 7
Consumer Behavior and Social
Marketing 8
The Personal Value of Consumer
Behavior 8
An Organizing Model of Consumer
Behavior 10
The Book s Organization 12
Three Research Perspectives on
Consumer Acquisition Behavior 12
The Decision Making Perspective 13
The Experiential Perspective 14
The Behavioral Influence Perspective 14
The Managerial Implications of the Study
of Consumer Behavior 17
Developing Marketing Mix Strategy 17
Consumer Behavior and Solving
Managerial Problems 21
A Managerial Applications Example 21
The Managerial Analysis of the
Introduction of New Coke 24
Summary 25
tents
JCTION 1
Chapter Z.
Consumer Exchange Processes 32
Introduction 34
Exchange Processes, Consumer Behavior,
and Marketing 35
Prerequisites for Exchange 35
What Are the Elements of Exchange? 36
Dimensions of Exchange Relations 38
Restricted Versus Complex
Exchanges 38
Internal Versus External Exchanges 39
Formal Versus Informal Exchanges 39
Relational Versus Discrete Exchange 41
Relationship Quality 42
Two Models of Exchange 44
Equity Theory and Exchange 46
The Impact of Comparison Levels on
Exchange 48
The Role of Exchange in Consumer and
Industrial Buying Behavior 49
Ethical Issues in Consumer Exchange
Relations 51
A Managerial Applications Example 55
Problem Identification 55
The Consumer Behavior Analysis 56
The Managerial Analysis 56
Summary 58
ix
X ¦ Contents
INDIVIDUAL CONSU
Chapter J.
Information Processing I:
Involvement and Perception 68
Introduction 70
Individual Influencers and the Exchange
Process 71
An Introduction to Information
Processing 72
What Is Information? 72
What Is Information
Processing? 73
Consumer Involvement 75
Types of Consumer
Involvement 76
The Effects of High
Involvement 77
The Exposure Stage 78
The Study of Sensation 80
Subliminal Perception 81
The Just Noticeable Difference
Threshold 83
Weber s Law and the JND 84
Consumer Adaptation 86
The Butterfly Curve 87
The Attention Stage 88
Types of Attention 88
Capturing Consumers
Attention 89
The Comprehension Stage 92
Perceptual Organization 92
Interpretation 94
Semiotics 96
A Managerial Applications
Example 99
Problem Identification 99
The Consumer Behavior
Analysis 99
The Managerial Implications 101
Summary 102
MER PROCESSES 67
Chapter i.
Information Processing II:
Memory and Cognitive
Learning 110
Introduction 112
A Simplified Memory Model 113
Sensory Memory 114
Short Term Memory 115
Long Term Memory 119
Memory Control Processes 121
Consumer Knowledge 122
Semantic Memory Networks 123
Schemas 124
Forgetting 127
Interference Processes 127
Time and Forgetting 128
Affect and Memory 131
Cognitive Learning 132
Early Cognitive Theorists—The Gestalt
Psychologists 132
The Associationists 133
Paired Associate Learning 134
A Managerial Applications Example 135
Problem Definition 136
The Consumer Analysis 137
The Managerial Applications
Analysis 137
Summary 139
Chapter J.
Behavioral Learning 148
I ntr oduction 150
Classical Conditioning 152
What Is Classical Conditioning? 154
Consumer Studies of Classical
Conditioning 155
Is It Classical Conditioning? 158
Additional Classical Conditioning
Concepts 159
Requirements for Effective
Conditioning 160
Managerial Applications of Classical
Conditioning 161
Operant Conditioning and Consumer
Behavior 162
Reinforcement and Influencing
Behavior 164
Discriminative Stimuli 167
Shaping Consumer Responses 168
Similarities of Operant and Classical
Conditioning 170
Operant Conditioning and
Marketing 170
Applied Behavior Analysis 171
Observational Learning 173
Factors Influencing a Model s
Effectiveness 174
Marketing Uses of Social Learning
Theory 176
A Managerial Applications Example 177
The Managerial Analysis 179
A Final Word of Warning 180
Summary 181
Chapter 0.
Consumer Motivation
and Affect 188
Introduction 190
What Is Motivation? 191
The Concept of Affect 193
The Structure of Emotions 194
Some General Theories
of Motivation 197
McClelland s Theory of
Learned Needs 197
Midrange Theories of Motivation 200
Opponent Process Theory 200
Maintaining Optimum Stimulation
Levels 202
The Motivation for Hedonic
Experiences 204
The Motivation to Maintain Behavioral
Freedom 207
¦ Contents xi
The Motivation to Avoid or
Seek Risk 209
The Motivation to Attribute
Causality 216
A Managerial Applications Example 222
Problem Definition 222
The Consumer Analysis 222
The Managerial Applications
Analysis 223
Summary 224
Chapter I .
Personality and
Psychograp hies 234
Introduction 236
Personality and Consumer Behavior 238
Psychoanalytic Theory 240
The Structure of the Personality 240
Psychoanalytic Theory and
Promotional Strategy 241
Psychoanalytic Theory and Consumer
Research 242
Trait Theory 244
Social Psychological and Cognitive
Personality Theories 246
Social Psychological Personality
Theory 246
Cognitive Personality Theories 246
On the Managerial Use of Personality
Scales 248
The Self concept in Consumer
Research 249
Symbolic Interactionism and
the Self 250
The Self concept and Product
Symbolism 251
Materialism: You Are What
You Own 254
Life styles and Psychographics 257
Consumer Life styles 258
Psychographics 259
The VALS Psychographic
Inventorics 261
The List of Values Approach 264
A Consumption Life style
Inventory 267
xil ¦ Contents
A Managerial Applications Example 267
Background 269
Problem Statement 270
The Consumer Behavior Analysis 270
The Managerial Applications
Analysis 271
A Final Warning 273
Summary 273
Chapter O.
Consumer Beliefs, Attitudes,
and Behaviors /282
Introduction 284
The Concepts of Beliefs, Attitudes, and
Behaviors 285
Consumer Beliefs About Product
Attributes 285
Consumer Beliefs and Their
Managerial Implications 287
Consumer Attitudes 292
Behaviors and Intentions to
Behave 294
How Beliefs, Attitudes, and Behaviors
Are Formed 296
The Direct Formation of Beliefs,
Attitudes, and Behaviors 296
Hierarchies of Beliefs, Attitudes, and
Behaviors 300
Predicting Consumer Attitudes Through
Multiattribute Models 304
Attitude Toward the Object
Model 305
When Do Attitudes Predict
Behavior? 309
The Behavioral Intentions Model 310
Managerial Applications Summary 312
A Managerial Applications Example 312
The Problem Statement 313
The Consumer Behavior Analysis 313
The Managerial Applications
Analysis 315
Summary 316
Chapter y,
Attitude, Belief, and Behavior
Change: The Persuasion
Process 326
Introduction 328
The Decision Making Path to
Persuasion 331
The Elaboration Likelihood Model 331
Multiattribute Models and the Decision
Making Path to Persuasion 337
The Experiential Path to Attitude
Change 341
Balance Theory 341
Social Judgment Theory and Influencing
Attitudes 344
Reactance, Dissonance, and the
Experiential Path to Attitude
Change 347
Attitude Toward the Advertisement 352
The Behavioral Influence Route to
Behavior Change 355
Ingratiation Tactics 357
The Foot in the Door Technique 359
The Door in the Face Technique 359
The Even a Penny Will Help
Technique 360
Managerial and Ethical Implications
of the Techniques of Personal
Influence 361
A Managerial Applications Example 361
The Consumer Behavior Analysis 362
The Managerial Applications
Analysis 363
Summary 364
Chapter 1 U.
Persuasive Communications 314
Introduction 376
A Model of the Communications
Process 377
Source Characteristics 378
Credibility of the Source 379
Physical Attractiveness of the
Source J381
Likability of the Source /383
i Source Meaningfulness 384
Managerial Implications of Source
Effects 386
Message Charactersitics 387
Developing Message Content 389
Life Themes and Message
Construction 402
Message Structure 403
A Managerial Applications Example 405
The Consumer Behavior Analysis 407
The Managerial Applications
Analysis 407
Summary 409
Chapter 1 1.
Consumer Decision Processes I:
Problem Recognition
and Search 418
Introduction 420
A Generic Flowchart of the Consumer
Decision Process 421
Alternative Perspectives on Consumer
Decision Making 424
The Traditional Decision Making
Perspective 424
The Experiential Perspective 425
The Behavioral Influence
Perspective 428
Overview of the Three Perspectives 429
Managerial Applications of the Three
Perspectives 430
Problem Recognition 436
Factors Influencing the Actual State 436
Factors Influencing the Desired
State 437
Factors Influencing Both the Desired
and Actual States 438
Managerial Applications of the Problem
Recognition Stage 440
Consumer Search Behavior 440
Internal Search 442
External Search 444
¦ Contents Xlii
Factors Influencing the Degree of
External Search 445
How Much Search by Consumers? 449
Managerial Implications of the Search
Stage 450
A Managerial Applications Example 450
The Consumer Behavior Analysis 451
The Managerial Applications
Analysis 452
Summary 454
Chapter 1 Z,.
Consumer Decision Processes II:
Evaluation and Choice 462
Introduction 464
Alternative Evaluation 464
Consumer Judgments and Alternative
Evaluation 467
The Consumer Choice Process 477
Choice Under High and Low
Involvement Conditions 478
Experiential Choice Processes 486
Choices Among Noncomparable
Alternatives 488
Choices Among Stores 489
Managerial Implications of Choice
Processes 490
A Managerial Applications Example 490
The Consumer Behavior Analysis 491
The Managerial Applications
Analysis 492
Summary 493
Chapter 1 J.
Postacquisition Processes,
Consumer Satisfaction, and
Brand Loyalty
Introduction 504
The Consumption of Goods and
Services 506
Measuring Product Usage 507
xiv Contents
The Consumption of Performance 508
Mood States and the Consumption
Experience 510
The Development of Postacquisition
Satisfaction/Dissatisfaction 511
The Evaluation of Product
Performance/Quality 511
The Development of
Satisfaction/Dissatisfaction 514
Equity Theory and Consumer
Satisfaction 518
On the Relation of Attribution Theory,
Product Failure, and Consumer
Satisfaction 521
Actual Product Performance 521
Affect and CS/D 521
Managerial Implications of CS/D 523
Consumer Complaint Behavior 524
Factors Influencing Complaint
Behavior 527
Corporate Reactions to Consumer
Complaining 528
Product Disposition 530
Brand Loyalty 531
Some Previous Definitions of Brand
Loyalty 533
Identifying Brand Loyal Consumers 534
Managerial Implications of Brand
Loyalty 534
A Managerial Applications Example 536
The Consumer Behavior Analysis 536
The Managerial Applications
Analysis 537
Summary 538
PART 2, Case 1: Beef: Real Food for
Real People 548
PART 2 Case 2: Delta Air Lines, Inc.,
Incidents and Accidents 553
PART II Case 3: The Audi Sales
Deceleration 557
^m^m^Hi^fli^Hiiiiii^HiiiDx
THE CONSUMES
Chapter 1 i.
Introduction to the Consumer
Environment and the Impact
of Situational Influencers 564
Environmental Influencers and Consumer
Behavior 566
Introduction to Situational Influences 568
The Physical Surroundings: With a Focus
on the Store Environment 570
The Effects of Music on Shoppers 571
The Effects of Crowding on
Consumers 572
The Effects of Store Location 574
The Effects of Store Layout 575
The Effects of Atmospherics 575
Social Surroundings 577
The Task Definition 580
Occasion Based Marketing
Opportunities 581
Gift Giving 581
Time as an Environmental Influencer 584
Individuals and Time 585
Time as a Product 585
Time as a Situational Variable 588
Antecedent States 590
Interactions Among Usage Situation,
Person, and Product 592
A Managerial Applications Example 594
The Consumer Behavior Analysis 595
The Managerial Applications
Analysis 596
Summary 597
¦ Contents XV
L ENVIRONMENT
Chapter 1 s.
Group Processes I: Group,
Dyadic, and Diffusion
Processes 608
Introduction 610
Group Processes 611
Types of Groups 612
How Do Groups Influence
Consumers? 613
Managerial Implications of Group
Influence 618
Dyadic Exchanges 619
Word of Mouth Communications 619
Service Encounters 624
Managerial Implications of Dyadic
Exchange Processes 627
Diffusion Processes 627
Transmission Processes 628
The Diffusion of Innovations 629
Managerial Implications of Diffusion
Processes 639
A Managerial Applications Example 641
The Consumer Behavior Analysis 642
The Management Applications
Analysis 643
Summary 644
Chapter 1 U.
Group Processes II: Household
and Organization Processes 654
Introduction 656
Families and Households 660
The Demographics of Households 660
The Family Life Cycle 662
Family Role Structure 664
Xvi ¦ Contents
Role Overload 664
Family Decision Making 668
Childhood Consumer Socialization 673
Organizational Buying Behavior 676
Organizational Buying Situations 678
Building Relationships in
Organizational Buying 679
The Role of Organizational Culture 682
A Managerial Applications Example 683
The Consumer Behavior Analysis 683
The Managerial Applications
Analysis 684
Summary 685
Chapter 1 /.
Cultural Processes I: Culture and
Popular Culture 696
Introduction 698
Components of Culture 699
The Cultural Matrix 700
Chapter Overview 702
The Role of Consumer Goods in a
Culture 703
Cultural Values in the United States and
Canada 705
Consumer Research on Cultural
Values 708
Cultural Rituals 715
Cultural Symbols 717
Popular Culture 720
Examples of Popular Culture 721
How Does Popular Culture
Develop? 723
A Managerial Applications Example 725
The Managerial Applications
Analysis 726
Summary 728
Chapter 1 O.
The Subcultural Environment
and Demographics 736
What Is a Subculture? 738
Subcultures Versus Demographics 738
Age Subcultures 739
The Baby Boomers 741
Generation X 743
The Graying of America 743
Ethnic Subcultures 746
The African American Subculture 747
The Hispanic Subculture 748
Regional Subcultures 751
Geodemographics 753
Should Companies Segment by
Geography? 756
Social Class Subcultures 758
What Are the Social Classes? 759
Social Class and Buying Behavior 762
Social Class and Income 763
Psychological Differences Among the
Classes 764
Social Class and Life styles 765
Other Subcultures 767
A Managerial Applications Example 768
The Consumer Behavior Analysis and
the Managerial Implications 768
Summary 770
Chapter 1 S,
Cross cultural and International
Issues in Consumer Behavior 180
Introduction 782
Cross cultural Use of Symbols 783
International Marketing and Consumer
Behavior 784
Cultural Differences Between East Asia
and the United States 785
Cultural Differences Between Latin
America and the United States 790
Cultural Differences Between Eastern
Europe and the United States 790
Cultural Differences Between Western
Europe and the United States 791
Cross cultural Problem Areas 792
Cross cultural Marketing Strategy 799
Tangible Products Versus Services 802
A Conclusion to the Standardization
Debate?
The Role of Marketing Research in
International Marketing 803
A Managerial Applications Example 804
The Consumer Behavior Analysis 805
The Managerial Applications
Analysis 806
Summary 807
Chapter ZU.
The Regulatory Environment
and Consumerism 816
Introduction 818
Consumerism 820
The Muckraking Era 820
The Information Era 820
The Era of Continuing Concern 821
The Modern Consumer Movement 822
Back to Activism? 822
The Development of Major Governmental
Regulatory Agencies 823
The Federal Trade Commission 823
The Food and Drug Administration 823
The National Highway Traffic Safety
Administration 824
The Consumer Product Safety
Commission 824
Future Directions in Consumerism and
Regulatory Agencies 824
Some Major Public Policy Issues in the
Consumer Domain 825
Deceptive Advertising 825
Contents xvii
Corrective Advertising 826
Advertising
Substantiation 827
Future Directions 827
Children s Advertising 828
Environmental Protection 829
Negligent Consumer Behavior 830
Getting People to Buckle Up 830
To Puff or Not to Puff 831
Drinking and Driving 833
Gambling 836
Compulsive Consumption 837
Product Misuse 837
Corporate Social Responsibility 839
Succeeding in the Long Run 840
Acquiring a Positive Public Image 840
Avoiding Government Regulation 841
A Managerial Applications Example 842
The Consumer Behavior Analysis and Its
Managerial Implications 844
Summary 846
PART 3, CASE 1: R.J. REYNOLDS
TOBACCO COMPANY LAUNCHES
PREMIER 855
PART 3, CASE 2: THE PARKER PEN
COMPANY GOES GLOBAL 860
Glossary G l
Name Index 1 1
Subject Index 1 12
|
| any_adam_object | 1 |
| author | Mowen, John C. |
| author_facet | Mowen, John C. |
| author_role | aut |
| author_sort | Mowen, John C. |
| author_variant | j c m jc jcm |
| building | Verbundindex |
| bvnumber | BV010129973 |
| callnumber-first | H - Social Science |
| callnumber-label | HF5415 |
| callnumber-raw | HF5415.32.M68 1995 |
| callnumber-search | HF5415.32.M68 1995 |
| callnumber-sort | HF 45415.32 M68 41995 |
| callnumber-subject | HF - Commerce |
| classification_rvk | QW 300 |
| ctrlnum | (OCoLC)29911789 (DE-599)BVBBV010129973 |
| dewey-full | 658.8/342 658.8/34220 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.8/342 658.8/342 20 |
| dewey-search | 658.8/342 658.8/342 20 |
| dewey-sort | 3658.8 3342 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| edition | 4. ed. |
| format | Book |
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| geographic | USA USA (DE-588)4078704-7 gnd |
| geographic_facet | USA |
| id | DE-604.BV010129973 |
| illustrated | Illustrated |
| indexdate | 2024-07-09T17:47:02Z |
| institution | BVB |
| isbn | 0023846119 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-006727499 |
| oclc_num | 29911789 |
| open_access_boolean | |
| owner | DE-355 DE-BY-UBR DE-703 DE-945 DE-521 DE-11 |
| owner_facet | DE-355 DE-BY-UBR DE-703 DE-945 DE-521 DE-11 |
| physical | Getr. Zählung Ill., graph. Darst. |
| publishDate | 1995 |
| publishDateSearch | 1995 |
| publishDateSort | 1995 |
| publisher | Prentice-Hall |
| record_format | marc |
| spelling | Mowen, John C. Verfasser aut Consumer behavior John C. Mowen 4. ed. Englewood Cliffs, NJ Prentice-Hall 1995 Getr. Zählung Ill., graph. Darst. txt rdacontent n rdamedia nc rdacarrier Consommateurs - Comportement Consommateurs - États-Unis Consumentengedrag gtt Consumer behavior Consumers -- United States Verbraucherverhalten (DE-588)4062644-1 gnd rswk-swf Verbraucherschutz (DE-588)4117338-7 gnd rswk-swf USA USA (DE-588)4078704-7 gnd rswk-swf USA (DE-588)4078704-7 g Verbraucherverhalten (DE-588)4062644-1 s 1\p DE-604 Verbraucherschutz (DE-588)4117338-7 s 2\p DE-604 HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=006727499&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis 1\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk 2\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk |
| spellingShingle | Mowen, John C. Consumer behavior Consommateurs - Comportement Consommateurs - États-Unis Consumentengedrag gtt Consumer behavior Consumers -- United States Verbraucherverhalten (DE-588)4062644-1 gnd Verbraucherschutz (DE-588)4117338-7 gnd |
| subject_GND | (DE-588)4062644-1 (DE-588)4117338-7 (DE-588)4078704-7 |
| title | Consumer behavior |
| title_auth | Consumer behavior |
| title_exact_search | Consumer behavior |
| title_full | Consumer behavior John C. Mowen |
| title_fullStr | Consumer behavior John C. Mowen |
| title_full_unstemmed | Consumer behavior John C. Mowen |
| title_short | Consumer behavior |
| title_sort | consumer behavior |
| topic | Consommateurs - Comportement Consommateurs - États-Unis Consumentengedrag gtt Consumer behavior Consumers -- United States Verbraucherverhalten (DE-588)4062644-1 gnd Verbraucherschutz (DE-588)4117338-7 gnd |
| topic_facet | Consommateurs - Comportement Consommateurs - États-Unis Consumentengedrag Consumer behavior Consumers -- United States Verbraucherverhalten Verbraucherschutz USA |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=006727499&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
| work_keys_str_mv | AT mowenjohnc consumerbehavior |