Consumer behavior: a framework
Gespeichert in:
| Hauptverfasser: | , |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Upper Saddle River, NJ
Prentice-Hall
2001
|
| Ausgabe: | 1. ed. |
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | XIV, 354 S. graph. Darst. |
| ISBN: | 0130169722 |
Internformat
MARC
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| 100 | 1 | |a Mowen, John C. |e Verfasser |4 aut | |
| 245 | 1 | 0 | |a Consumer behavior |b a framework |c John C. Mowen ; Michael S. Minor |
| 250 | |a 1. ed. | ||
| 264 | 1 | |a Upper Saddle River, NJ |b Prentice-Hall |c 2001 | |
| 300 | |a XIV, 354 S. |b graph. Darst. | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b n |2 rdamedia | ||
| 338 | |b nc |2 rdacarrier | ||
| 650 | 7 | |a Comportamento do consumidor |2 larpcal | |
| 650 | 7 | |a Consumentengedrag |2 gtt | |
| 650 | 7 | |a E-commerce |2 gtt | |
| 650 | 7 | |a Marketing |2 larpcal | |
| 650 | 4 | |a Consumer behavior | |
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| 700 | 1 | |a Minor, Michael |d 1950- |e Verfasser |0 (DE-588)140102531 |4 aut | |
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| 999 | |a oai:aleph.bib-bvb.de:BVB01-009417500 | ||
Datensatz im Suchindex
| _version_ | 1804128597892399104 |
|---|---|
| adam_text | Brief Contents
Preface xm
1. An Introduction to Consumer Behavior 1
2. Consumer Behavior and the Marketing Manager 19
3. Information Processing I: Involvement and Perception 37
4. Information Processing II: Memory
and Cognitive Learning 55
5. Consumer Motivation 77
6. Personality and Psychographics 99
7. Belief, Attitude, and Behavior Formation and Change 123
8. Persuasive Communications 147
9. Consumer Decision Processes 171
10. After We Buy: Satisfaction and Loyalty 195
11. Situational Influences 219
12. Group, Dyadic, and Diffusion Processes 241
13. Culture and Popular Culture 263
14. Subcultures and Demographics 285
15. The international Consumer 311
16. The Dark Side of Consumer Behavior 331
Index 349
Contents
Preface xiii
1. An Introduction to Consumer Behavior 1
What Is Consumer Behavior? 3
Why Study Consumer Behavior? 4
Consumer Analysis as a Foundation of Marketing Management 4
Public Policy and Consumer Behavior 5
Consumer Behavior and Altruistic Marketing 5
The Personal Value of Consumer Behavior 6
Three Research Perspectives on Consumer Behavior 7
The Decision Making Perspective 7
The Experiential Perspective 7
The Behavioral Influence Perspective 8
Exchange Processes and Consumer Behavior 8
The Elements of Exchange 8
Dimensions of Exchange Relations 10
Ethical Issues in Consumer Exchange Relations 13
An Organizing Framework of Consumer Behavior 14
Organization of the Text 16
Notes 17
2. Consumer Behavior and the Marketing Manager 19
Product Positioning and Product Differentiation 20
Environmental Analysis 22
The Economic Environment and Consumer Behavior 23
The Natural Environment and Consumer Behavior 24
The Technological Environment and Consumer Behavior 25
The Reciprocity of Consumers and the Environment 25
Market Research 25
Marketing Mix Development 26
Product Development 26
Promotional Strategy Implications 27
Pricing and Distribution Applications 28
The Segmentation of the Marketplace 29
Bases for Segmenting Consumer Markets 30
Segmenting Business Markets 34
Contents V
Consumer Behavior and Solving Managerial Problems 35
Notes 35
3. Information Processing I: Involvement and Perception 37
What Is Information Processing? 38
Consumer Involvement 39
Types of Consumer Involvement 39
The Effects of High Involvement 40
The Exposure Stage 40
The Study of Sensation 41
The Attention Stage 45
Preattention 45
Voluntary and Involuntary Attention 46
Capturing Consumers Attention 46
The Comprehension Stage 47
Perceptual Organization 47
Interpretation 49
Semiotics 50
Managerial Implications 51
Positioning and Differentiation 51
Environmental Analysis 52
Research 52
Marketing Mix 52
Segmentation 52
Notes 52
4. Information Processing II: Memory
and Cognitive Learning 55
A Simplified Memory Model 56
Sensory Memory 57
Short Term Memory 57
Long Term Memory 59
Memory Control Processes 60
Consumer Knowledge 62
How Consumers Gain Knowledge 62
Semantic Memory Networks 66
Schemas 67
Forgetting 67
Interference Processes 68
Time and Forgetting 69
Affect and Memory 71
The Managerial Implications of Memory and Cognitive Learning 71
Positioning and Differentiation 71
Environmental Analysis 71
Research 72
Marketing Mix 72
Segmentation 72
Notes 72
5. Consumer Motivation 77
What Is Motivation? 78
Some General Theories of Motivation 78
McClelland i Theory of Learned Needs 79
Classical Conditioning 80
Operant Conditioning 82
Vicarious Learning 85
A Word of Warning 86
Midrange Theories of Motivation 86
Opponent Pmcess Theory 87
Maintaining Optimum Stimulation Levels 88
The Desire to Maintain Behavioral Freedom 89
Perceived Risk and Consumer Motivation 90
The Motivation to Attribute Causality 92
The Managerial Implications of Motivation 95
Positioning and Differentiation 95
Environmental Analysis 95
Research 95
Marketing Mix 95
Segmentation 96
Notes 96
6. Personality and Psychographics 99
Personality and Consumer Behavior 100
Psychoanalytic Theory 101
Trait Theory 103
On the Managerial Use of Scales Measuring Personality Traits 109
Self Concept and Consumer Research 109
Symbolic Interactionism and the Self 110
Lifestyle and Psychographic Analysis 112
Consumer Lifestyles 112
Psychographic Analysis 112
The VALS Psychographic Inventory 114
The List of Values Approach 115
A Warning 118
The Managerial Implications of Personality and Psychographics 118
Positioning and Differentiation 118
Environmental Analysis 118
Research 118
Contents vii
Marketing Mix 119
Segmentation 119
Notes 119
7. Belief, Attitude, and Behavior Formation and Change 123
Consumer Beliefs 124
Consumer Attitudes 124
Behaviors and Intentions to Behave 125
How Beliefs, Attitudes, and Behaviors Are Formed 125
The Direct Formation of Beliefs, Attitudes, and Behaviors 125
Hierarchies of Beliefs, Attitudes, and Behaviors 126
Predicting Consumer Attitudes Through Multiattribute Models 128
Attitude Toward the Object Model 128
The Behavioral Intentions Model 131
Persuasion: Belief, Attitude, and Behavior Change 132
The Decision Making Approach to Attitude Change 132
Multiattribute Models and the Decision Making Path to Persuasion 134
The Experiential Path to Attitude Change 136
Balance Theory 136
Attitude Toward the Advertisement 138
The Behavioral Influence Route to Behavior Change 138
Ethical Implications of the Techniques of Personal Influence 140
The Managerial Implications of Attitude Formation and Change 141
Positioning and Differentiation 141
Environmental Analysis 141
Research 141
Marketing Mix 141
Segmentation 142
Notes 142
8. Persuasive Communications 147
Source Characteristics 149
Source Credibility 149
The Physical Attractiveness of the Source 150
Likability of the Source 152
Source Meaningfulness 152
Managerial Implications of Source Effects 153
Message Characteristics 154
Developing Message Content 154
Message Structure 162
The Managerial Implications of Persuasive Communications 164
Positioning and Differentiation 164
Environmental Analysis 164
Research 164
Marketing Mix 164
Segmentation 164
Notes 165
9. Consumer Decision Processes 171
Alternative Perspectives on Consumer Decision Making 173
The Decision Making Perspective 173
The Experiential Perspective 175
Behavioral Influence Perspective 175
Problem Recognition 175
Consumer Search Behavior 176
Internal Search 176
External Search 178
The Amount of Search by Consumers 179
Alternative Evaluation 180
The Consumer Choice Process 181
Choice Under High and Low Involvement Conditions 181
Experiential Choice Processes 186
Choices Among Noncomparable Alternatives 188
Choices Among Stores 188
The Managerial Implications of Consumer Decision Making 189
Positioning and Differentiation 189
Environmental Analysis 189
Research 189
Marketing Mix 190
Segmentation 190
Notes 190
1O. After We Buy: Satisfaction and Loyalty 195
The Consumption Experience 196
Product Use 196
The Consumption of Performance 197
Mood States and the Consumption Experience 198
The Development of Postacquisition Satisfaction
and Dissatisfaction 199
The Evaluation of Product Performance and Quality 199
The Development of Satisfaction and Dissatisfaction 203
Measuring Consumer Satisfaction 206
Consumer Complaint Behavior 207
Factors Influencing Complaint Behavior 208
Corporate Reactions to Consumer Complaining 209
Complaints and Exit Behavior 209
Product Disposition 210
Brand Loyalty 210
Behavioral Approaches to Brand Loyalty 211
Attitudinal Measures of Brand Loyalty 211
Contents ix
Identifying Brand Loyal Consumers 212
Comparing Satisfaction and Loyally 212
Managerial Implications 213
Positioning and Differentiation 213
Environmental Analysis 213
Research 213
Marketing Mix 213
Segmentation 214
Notes 214
11. Situational influences 219
Introduction to Situational Influences 221
The Physical Surroundings: A Focus on the Store Environment 222
The Effects of Music on Shoppers 222
The Effects of Crowding on Consumers 223
The Effects of Store Location 224
The Effects of Store Layout 225
The Effects of Atmospherics 225
Social Surroundings 227
The Task Definition 228
Occasion Based Marketing Opportunities 228
Gift Giving 229
Time as an Environmental Influencer 231
Individuals and Time 231
Time as a Product 232
Time as a Situational Variable 232
Antecedent States 233
The Effects of Temporary Mood States on Consumers 233
Interactions Among Usage Situation, Person, and Product 234
Managerial Implications 235
Positioning and Differentiation 236
Research 236
Marketing Mix 236
Segmentation 236
Notes 237
12. Group, Dyadic, and Diffusion Processes 241
Group Processes 242
Types of Groups 242
How Groups Influence Consumers 243
Families and Households 245
The Demographics of Households 246
Family Decision Making 246
Childhood Consumer Socialization 248
Organizational Buying Behavior 249
Building Relationships in Organizational Buying 250
X Contents
Dyadic Exchanges 250
Wordrof Mouth Communications 250
Service Encounters 253
Diffusion Processes 255
Transmission Processes 255
The Diffusion of Innovations 255
Managerial Implications 257
Positioning and Differentiation 258
Environmental Analysis 258
Research 258 j
Marketing Mix 258 j
Segmentation 258 j
Notes 259 j
13. Culture and Popular Culture 263 j
Components of Culture 264
The Cultural Matrix 266
Chapter Overview 267
The Role of Consumer Goods in a Culture 267
Cultural Values in the United States 268
Consumer Research on Cultural Values 269
Cultural Rituals 272
Cultural Symbols 274
Popular Culture 276
Examples of Popular Culture 277
How Popular Culture Develops 278
Managerial Implications 279
Positioning and Differentiation 279
Environmental Analysis 279
Research 279
Marketing Mix 280
Segmentation 280
Notes 280
14. Subcultures and Demographics 285
What Is a Subculture? 285
Subcultures versus Demographics 286
Age Subcultures 287
The Baby Boomers 287
Generation X 289
Generation Y 290
The Elderly 290
Ethnic Subcultures 292
The African American Subculture 292
The Hispanic Subculture 294
Contents xi
The Asian American Subculture 296
Comparing Anglo, African American, and Hispanic Consumption 296
Portraying Minorities in Advertisements 296
Regional Subcultures 297
Geodemographics 298
Should Companies Segment by Geography ? 299
Social Class Subcultures 299
What An the Social Classes ? 301
Social Class and Buying Behavior 302
Psychological Differences Among the Classes 303
Social Class and Lifestyles 303
Other Subcultures 305
An Internet Community t 305
Managerial Implications 305
Positioning and Differentiation 305
Environmental Analysis 305
Research 305
Marketing Mix 306
Segmentation 306
Notes 306
15. The International Consumer 311
Cross Cultural Use of Symbols 312
International Marketing and Consumer Behavior 313
The East Asian Consumer 313
The Latin American Consumer 315
The Eastern European Consumer 315
The Western European Consumer 317
The African Consumer 318
Cross Cultural Problem Areas 318
Adapting or Standardizing Products and Services 323
Tangible Products versus Services 325
A Conclusion to the Standardization Debate? 325
The Role of Marketing Research in International Marketing 326
Country versus Segment Targets 326
Managerial Implications 326
Positioning and Differentiation 326
Research 327
Marketing Mix 327
Segmentation 328
Notes 328
16. The Dark Side of Consumer Behavior 331
Some Current Public Policy Issues in the Consumer Domain 332
Deceptive Advertising 332
I
xii Contents j
Children s Advertising 334
Telemarketing Fraud 335
Negligent Consumer Behavior 335
Product Misuse 335
Drinking and Driving 336
Compulsive Behavior 337
Smoking 337
Compulsive Drinking 338 j
Gambling 339 j
Compulsive Shopping 339
Other Compulsions 339 j
Corporate Social Responsibility 340 j
Succeeding in the Long Run 341
Acquiring a Positive Public Image 341 I
The Diffusion of Rumors 341
Avoiding Government Regulation 344
Managerial Implications 334 _
Positioning and Differentiation 334
Environmental Analysis 334
Research 345
Marketing Mix 345
Segmentation 345
Notes 345
Index 349
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| indexdate | 2024-07-09T18:51:47Z |
| institution | BVB |
| isbn | 0130169722 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-009417500 |
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| spelling | Mowen, John C. Verfasser aut Consumer behavior a framework John C. Mowen ; Michael S. Minor 1. ed. Upper Saddle River, NJ Prentice-Hall 2001 XIV, 354 S. graph. Darst. txt rdacontent n rdamedia nc rdacarrier Comportamento do consumidor larpcal Consumentengedrag gtt E-commerce gtt Marketing larpcal Consumer behavior Verbraucherverhalten (DE-588)4062644-1 gnd rswk-swf (DE-588)4123623-3 Lehrbuch gnd-content Verbraucherverhalten (DE-588)4062644-1 s DE-604 Minor, Michael 1950- Verfasser (DE-588)140102531 aut HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=009417500&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Mowen, John C. Minor, Michael 1950- Consumer behavior a framework Comportamento do consumidor larpcal Consumentengedrag gtt E-commerce gtt Marketing larpcal Consumer behavior Verbraucherverhalten (DE-588)4062644-1 gnd |
| subject_GND | (DE-588)4062644-1 (DE-588)4123623-3 |
| title | Consumer behavior a framework |
| title_auth | Consumer behavior a framework |
| title_exact_search | Consumer behavior a framework |
| title_full | Consumer behavior a framework John C. Mowen ; Michael S. Minor |
| title_fullStr | Consumer behavior a framework John C. Mowen ; Michael S. Minor |
| title_full_unstemmed | Consumer behavior a framework John C. Mowen ; Michael S. Minor |
| title_short | Consumer behavior |
| title_sort | consumer behavior a framework |
| title_sub | a framework |
| topic | Comportamento do consumidor larpcal Consumentengedrag gtt E-commerce gtt Marketing larpcal Consumer behavior Verbraucherverhalten (DE-588)4062644-1 gnd |
| topic_facet | Comportamento do consumidor Consumentengedrag E-commerce Marketing Consumer behavior Verbraucherverhalten Lehrbuch |
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