Consumer behavior:
Gespeichert in:
| Hauptverfasser: | , , |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Mason, Ohio
Thomson South-Western
2006
|
| Ausgabe: | 10. ed., internat. student ed. |
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | XLII, 790 S. zahlr. Ill., graph. Darst. |
| ISBN: | 0324271972 9780324271973 0324378327 9780324378320 |
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| 245 | 1 | 0 | |a Consumer behavior |c Roger D. Blackwell ; Paul W. Miniard ; James F. Engel |
| 246 | 1 | 3 | |a Consumer behaviour |
| 250 | |a 10. ed., internat. student ed. | ||
| 264 | 1 | |a Mason, Ohio |b Thomson South-Western |c 2006 | |
| 300 | |a XLII, 790 S. |b zahlr. Ill., graph. Darst. | ||
| 336 | |b txt |2 rdacontent | ||
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| 338 | |b nc |2 rdacarrier | ||
| 650 | 4 | |a Consumer behavior | |
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Datensatz im Suchindex
| _version_ | 1804135159421730816 |
|---|---|
| adam_text | Titel: Consumer behavior
Autor: Blackwell, Roger D
Jahr: 2006
Contents
About the Authors xxiii
Preface xxv
Introduction to Consumer
Behavior 1
Consumer Behavior and Consumer Research 2
OPENING VIGNETTE 2
WHAT IS CONSUMER BEHAVIOR? 4
WHY STUDY CONSUMER BEHAVIOR? 6
Consumer Behavior Determines the
Economic Health of a Nation 7
Consumer Behavior Determines the Success of
Marketing Programs 7
The Consumer Is King 7
Only the Customer Can Fire Us All 8
Consumer Behavior Determines the
Economic Health of Everyone 9
Consumer Behavior Helps Formulate Public Policy 11
Consumer Behavior Affects Personal Policy 12
EVOLUTION OF CONSUMER BEHAVIOR 14
Who Determines What Consumers Can Buy? 14
Shifting from Supply to Demand 17
From Manufacturing to Selling 18
From Selling to Marketing 18
Customer-Centric Organizations in
Demand Chains 20
HOW DO YOU STUDY CONSUMERS? 20
A Foundation in the Sciences 21
Methods of Studying Consumer Behavior 21
Observation 21
Interviews and Surveys 22
Experimentation 24
Consumption Research 25
THE UNDERLYING PRINCIPLES OF
CONSUMER BEHAVIOR 26
The Consumer Is Sovereign 26
The Consumer Is Global 26
Consumers Are Different; Consumers Are Alike 26
The Consumer Has Rights 28
CHALLENGES FOR THE FUTURE 29
SUMMARY 30
Review and Discussion Questions 30
Notes 31
Creating Marketing Strategies for
Customer-Centric Organizations 32
OPENING VIGNETTE 32
THE CENTURY OF THE CONSUMER 34
What Is Strategy? 34
What Are Customer-Centric Organizations? 34
Shared Vision and Values 35
Cross-Functional Integration 35
System-Wide Simultaneous Training 35
Customer-Based Metrics 35
FROM MARKET ANALYSIS TO MARKET
STRATEGY: WHERE DOES CONSUMER
BEHAVIOR FIT? 35
Market Analysis 36
Consumer Insight and Product Development 36
Consumer Environment 37
Corporate Strengths and Resources 38
Current and Potential Competitors 39
Market Environment 39
Market Segmentation 41
Identifying Segments 43
Addressing the Needs of Market Segments 44
Profitability of Market Segmentation 45
Criteria for Choosing Segments 47
Bayesian Analysis 47
Marketing Mix Strategies 48
The Value of Brands in Marketing Strategy 50
The Seven Rs of the Marketing Mix 52
Implementation 54
CUSTOMER LOYALTY AND RETENTION
STRATEGIES 54
Customer Relationship Management 54
GLOBAL MARKETING STRATEGY 58
Global Market Analysis and Strategy 58
Can Marketing Be Standardized? 59
CONTENTS
Intermarket Segmentation 60
Localization Based on Differences 60
Global Advertising Effectiveness 61
Overcoming Language Problems 62
Global Branding 63
SUMMARY 64
Review and Discussion Questions 64
Notes 65
Consumer Decision Making 67
The Consumer Decision Process 68
OPENING VIGNETTE 68
THE CONSUMER DECISION PROCESS MODEL 70
Stage One: Need Recognition 71
Stage Two: Search for Information 74
Sources of Information 75
Information Processing 77
Stage Three: Pre-Purchase Evaluation
of Alternatives 79
Stage Four: Purchase 81
Stage Five: Consumption 82
Stage Six: Post-Consumption Evaluation 83
Stage Seven: Divestment 84
How Organizations Use the CDP Model 85
VARIABLES THAT SHAPE THE
DECISION PROCESS 86
Individual Differences 86
Environmental Influences 87
Psychological Processes Influencing
Consumer Behavior 88
TYPES OF DECISION PROCESS 88
Decision Process Continuum 88
Initial Purchase 88
Extended Problem Solving 89
Limited Problem Solving 89
Midrange Problem Solving 90
Repeat Purchases 91
Repeated Problem Solving 91
Habitual Decision Making 91
Impulse Buying 91
Variety Seeking 92
VI
FACTORS INFLUENCING THE EXTENT OF
PROBLEM SOLVING 93
Degree of Involvement 93
Personal Factors 93
Product Factors 94
Situational Factors 94
Perceptions of Difference among Alternatives 94
Time Availability 94
Consumer s Mood State 95
DIAGNOSING CONSUMER BEHAVIOR 95
SUMMARY 97
Review and Discussion Questions 97
Notes 97
Pre-Purchase Processes: Need Recognition,
Search, and Evaluation 100
OPENING VIGNETTE 100
NEED RECOGNITION 102
The Need to Understand Need Recognition 103
Influencing Need Recognition 105
SEARCH 109
Internal Search 110
External Search 111
What to Search? Ill
Where Do Consumers Go for Information? 113
The Internet and Consumer Search 114
How Much Do Consumers Search? 122
The Value of Understanding Consumer Search 125
PRE-PURCHASE EVALUATION 127
Determining Choice Alternatives 128
Constructing the Consideration Set 131
Deciding How to Evaluate the Choice Alternatives 132
Relying on Preexisting Evaluations 132
Constructing New Evaluations 132
How Good Are We at Evaluating Alternatives? 138
SUMMARY 140
Review and Discussion Questions 141
Notes 142
Purchase 148
OPENING VIGNETTE 148
TO BUY OR NOT TO BUY 150
Fully Planned Purchase 150
CONTENTS
Partially Planned Purchase 150
Unplanned Purchase 151
Purchase Factor 151
RETAILING AND THE PURCHASE PROCESS 152
Why People Shop 153
The Purchase Decision Process 157
Retail Image 158
DETERMINANTS OF RETAILER SUCCESS
OR FAILURE 158
Location 160
Nature and Quality of Assortment 160
Price 160
Advertising and Promotion for Positioning
of the Retail Brand 163
Sales Personnel 163
Physical Store Attributes 165
Services Offered 165
Store Clientele 167
Point-of-Purchase Materials 168
E-Theater 168
d-POP 168
Computer-Enhanced Merchandising 169
Digital Self-Service 169
Consumer Logistics 169
THE CHANGING RETAIL LANDSCAPE 171
Location-Based Retailing 171
Value-Oriented Retailers 171
The Shopping Mall 171
Direct Marketing 172
Direct Selling 173
Direct Mail Ads 174
Direct Mail Catalogs 174
Telemarketing 174
Direct Response Ads 174
PURCHASE BEHAVIOR IN THE E-COMMERCE
REVOLUTION 174
CONSUMER RESOURCES: WHAT PEOPLE
SPEND WHEN THEY PURCHASE 178
Money and Time Budgets 178
Time-Using Goods 180
Time-Saving Goods 180
Polychronic Time Use 181
Time Prices 181
Cognitive Resources 181
Shallow Attention 182
Danger of Exceeding Cognitive Capacity 182
COMMUNICATING WITH CONSUMERS:
INTEGRATED MARKETING COMMUNICATIONS 182
SUMMARY 183
Review and Discussion Questions 184
Notes 184
Post-Purchase Processes: Consumption and
Post-Consumption Evaluations 188
OPENING VIGNETTE 188
CONSUMPTION 190
Consumption Behaviors 190
When Does Consumption Occur? 191
Where Does Consumption Occur? 194
How Is the Product Consumed? 194
How Much Is Consumed 196
Consumption Experiences 202
How Does It Feel? 202
How Rewarding or Punishing Was the Experience? 202
Did It Confirm or Disconfirm Expectations? 203
Shaping Consumers Interpretation of the Consumption
Experience 206
Consumption Norms and Rituals 206
Compulsive Consumption 207
Understanding Consumption through Ethnography 208
POST-CONSUMPTION EVALUATIONS 210
The Importance of Customer Satisfaction 212
It Influences Repeat Buying 213
It Shapes Word-of-Mouth and Word-of-Mouse
Communication 214
Dissatisfaction Can Lead to Complaints and Lawsuits 217
Satisfaction Lowers Consumers Price Sensitivity 220
_ Implications for Customer Recruitment 220
It Ultimately Affects Shareholder Value 221
1 So What Determines Satisfaction? 221
Product Performance 222
Consumption Feelings 222
Expectations 222
Additional Influences on Customer Satisfaction 226
SUMMARY 227
Review and Discussion Questions 227
Notes 228
CONTENTS
Individual Determinants of
Consumer Behavior 233
Demographics, Psychographics,
and Personality 234
OPENING VIGNETTE 234
ANALYZING AND PREDICTING
CONSUMER BEHAVIOR 236
Demographic Analysis and Social Policy 236
Demographics and Industrial Demand 238
CHANGING STRUCTURE OF CONSUMER
MARKETS 238
People: Foundation of Market Analysis 238
How Many Babies Will Be Born? 239
How Long Will People Live ? 241
How Many People Will Immigrate? 242
Most Likely Population Scenarios 243
CHANGING AGE DISTRIBUTION IN THE
UNITED STATES 245
Children as Consumers 245
Why Gen Y? 246
Gen X?Young Adults 246
Baby Boomers or Muppies 247
Young-Again Market 250
Macromarketing to an Aging Population 251
CHANGING GEOGRAPHY OF DEMAND 253
Segmenting Geographically 253
Which States Are Growing? 253
ECONOMIC RESOURCES 256
Consumer Confidence 257
Wealth 257
Targeting the Up Market 258
Targeting the Down Market 258
Poverty 260
GLOBAL MARKET OPPORTUNITIES: REACTING
TO SLOW-GROWTH MARKET CONDITIONS 263
GLOBAL MARKET DEMOGRAPHICS AND
ATTRACTIVENESS 264
Consumer Behavior in Emerging Markets 265
XI
Consumer Behavior in the Pacific Rim 266
Australia 267
Japan 267
China 267
Latin America 268
Eastern Europe 268
European Single Market 269
Canada 270
THE INFLUENCE OF INDIVIDUAL DIFFERENCES
ON CONSUMER BEHAVIOR 270
PERSONALITY AND CONSUMER BEHAVIOR 270
Personality 271
Psychoanalytic Theory 271
Sociopsychological Theory 272
Trait-Factor Theory 272
Predicting Buyer Behavior 273
PERSONAL VALUES 273
Rokeach Value Scale 274
Schwartz Value Scale 274
Values and Consumer Decision Process 275
Laddering 276
LIFESTYLE CONCEPTS AND MEASUREMENT 277
Psychographics 278
Market Segmentation 279
VALS? 280
LOV 281
Global Lifestyles 281
SUMMARY 283
Review and Discussion Questions 283
Notes 284
Consumer Motivation 288
OPENING VIGNETTE 288
TYPES OF CONSUMER NEEDS 290
Physiological Needs 290
Safety and Health Needs 290
The Need for Love and Companionship 297
The Need for Financial Resources and Security 299
Social image Needs 300
The Need for Pleasure 303
The Need to Possess 305
The Need to Give 306
CONTENTS
The Need for Information 308
The Need for Variety 309
MOTIVATIONAL CONFLICT AND
NEED PRIORITIES 310
MOTIVATIONAL INTENSITY 312
THE CHALLENGE OF UNDERSTANDING
CONSUMER MOTIVATION 313
MOTIVATING CONSUMERS 314
Motivating with Money 315
Providing Other Incentives 316
Implementing a Loyalty Program 320
Enhancing Perceived Risk 323
Arousing Consumers Curiosity 324
SUMMARY 325
Review and Discussion Questions 325
Notes 325
Consumer Knowledge 330
OPENING VIGNETTE 330
THE IMPORTANCE OF CONSUMER
KNOWLEDGE 332
TYPES OF CONSUMER KNOWLEDGE 334
Product Knowledge 334
Product Category Knowledge 334
Brand Knowledge 335
Purchase Knowledge 346
How Much Does It Cost? 347
When to Buy? 348
Where to Buy? 348
Consumption and Usage Knowledge 350
Persuasion Knowledge 351
Self-Knowledge 353
SOURCES OF CONSUMER KNOWLEDGE 354
THE BENEFITS OF UNDERSTANDING
CONSUMER KNOWLEDGE 359
Implications for Business 359
Gauging the Product s Positioning Success 359
Identifying Purchase Barriers 363
Discovering New Uses 366
Gauging the Severity of Competitive Threats 366
XII
Enhancing the Effectiveness of Customer Recruitment
Activities 367
Implications for Public Policy 367
SUMMARY 369
PRODUCT SLOGANS 369
Review and Discussion Questions 369
Notes 370
Consumer Beliefs, Feelings, Attitudes,
and Intentions 374
OPENING VIGNETTE 374
CONSUMER BELIEFS 376
The Indices of Consumer Expectations and
Consumer Sentiment 377
Beliefs about Brand Distinctiveness 378
Inferential Beliefs 380
Consumer Confusion 384
CONSUMER FEELINGS 386
Feelings as Part of the Advertising Experience 388
Feelings as Part of the Shopping Experience 389
Feelings as Part of the Consumption Experience 390
CONSUMER ATTITUDES 392
Attitude Properties 396
Types of Attitudes 399
Using Multiattribute Attitude Models to
Understand Consumer Attitudes 401
The Fishbein Multiattribute Attitude Model 401
The Ideal-Point Multiattribute Attitude Model 404
Benefits of Using Multiattribute Attitude Models 405
Attitude Change Implications from Multiattribute
Attitude Models 407
CONSUMER INTENTIONS 409
Constraints on the Predictive Power of Intentions 412
Other Uses of Consumer Intentions 415
SUMMARY 417
Review and Discussion Questions 417
Notes 418
Environmental Influences
on Consumer Behavior 423
Culture, Ethnicity, and Social Class 424
OPENING VIGNETTE 424
CONTENTS
WHAT IS CULTURE? 426
k/alues and Norms 429
How Do People Get Their Values? 430
Adapting Strategies to Changing Cultures 431
HOW CULTURE AFFECTS CONSUMER BEHAVIOR 432
Influence of Culture on Pre-Purchase and
Purchase 432
Influence of Culture on Consumption and
Divestment 434
HOW CORE VALUES AFFECT MARKETING 435
CHANGING VALUES 436
Changing Family Influences 437
Changing Religious Influences 437
Changing Educational Institutions 439
The Influences of Age-Related Microcultures
on Values 441
NATIONAL CULTURE 442
Geographic Culture 442
North American Core Values 446
The Foundation of American Values 446
American Values and Advertising 447
U.S. and Canadian Variations in Values 447
ETHNIC MICROCULTURES AND THEIR
INFLUENCES ON CONSUMER BEHAVIOR 447
America s Ethnic Microcultures 449
Euro-Descent Americans 451
Native American Culture 452
Multiethnic Microcultures 452
BLACK OR AFRICAN AMERICAN CULTURE 454
Structural Influences on Black/African
American Markets 454
Income 454
Education 455
Family Characteristics 455
Discrimination 456
African American Consumption Patterns 456
ASIAN AMERICAN CULTURE 458
Structural Influences 458
Income 458
Education 458
XV
Family Characteristics 458
Asian American Consumption Patterns 459
LATINO (HISPANIC) CULTURE 460
Who Is Latino? 461
Structural Influences 462
Income 462
Education 462
Family Characteristics 462
Religion 462
Latino Consumption Patterns and Characteristics 464
Avoiding Marketing Blunders 465
Translation Blunders 466
Culture Misunderstandings 466
Latino Idiosyncrasies 468
FRENCH CANADIAN CULTURE 468
SOCIAL-CLASS MICROCULTURES 468
What Determines Social Class? 469
Occupation 469
Personal Performance 470
Interactions 470
Possessions 470
Value Orientations 470
Class Consciousness 471
Social Stratification 471
Social-Class Dynamics 471
Social Class and Consumer Behavior 473
Market Segmentation 473
Positioning Based on Social-Class Characteristics 473
SUMMARY 475
Review and Discussion Questions 475
Notes 476
Family and Household Influences 480
OPENING VIGNETTE 480
THE IMPORTANCE OF FAMILIES AND
HOUSEHOLDS ON CONSUMER BEHAVIOR 482
What Is a Family? 482
What Is a Household? 482
Structural Variables Affecting Families and
Households 483
Sociological Variables Affecting Families and
Households 483
Family Celebrations and Gift Giving 483
couTprrs
WHO DETERMINES WHAT THE FAMILY BUYS? 485
Role Behavior 485
Individual Roles in Family Purchases 486
Spousal Roles in Buying Decisions 487
Influences on the Decision Process 487
Influence by Decision Stage 489
Influence of Employment 490
Influence of GeHder 490
FAMILY LIFE CYCLES 491
Family Life Cycle Characteristics 491
Family and Household Spending 495
CHANGING FAMILY AND HOUSEHOLD
STRUCTURE 495
To Marry or Not to Marry? That Is the Question 495
The Singles Boom 498
Mature Singles Markets 498
Younger Singles Markets 499
Gay and Lesbian Markets 499
Household Characteristics 501
CHANGING ROLES OF WOMEN 503
Female Employment 503
Career Orientation 504
Women and Time 505
Role Overload 505
Marketing to Women 505
CHANGING MASCULINE ROLES 508
CHILDREN AND HOUSEHOLD CONSUMER
BEHAVIOR 510
Influence of Children 510
Childhood Socialization 512
RESEARCH METHODOLOGY FOR
FAMILY DECISION STUDIES 513
Measuring Influences 514
Interviewer Bias 515
Respondent Selection 515
SUMMARY 515
Review and Discussion Questions 516
Notes 516
Group and Personal Influence 520
OPENING VIGNETTE 520
XVH
GROUP AND PERSONAL INFLUENCES
ON INDIVIDUALS 522
What Are Reference Groups? 522
Types of Reference Groups 523
Types of Group Influence 524
HOW REFERENCE GROUPS INFLUENCE
INDIVIDUALS 525
Socialization 525
Self-Concept 525
Social Comparison 526
Conformity 526
When Are People Likely to Conform to Norms? 527
Profits of Conformity 527
Conspicuousness 527
Appealing to Normative Influence
in Marketing Strategy 529
Celebrities and Other Reference Group
Appeals in Advertising 531
TRANSMISSION OF INFLUENCE THROUGH
DYADIC EXCHANGES 532
Word-of-Mouth Communication 533
Opinion Leadership 534
Characteristics of Opinion Leaders 535
Overlapping Opinion Leadership 536
Service Encounters 536
How Personal Influences Are Transmitted 539
Two-Step Flow 539
Multistep Flow 539
f WOM AND OPINION LEADERS IN
ADVERTISING AND MARKETING STRATEGY 540
The Advertising-WOM Relationship 540
Primary Reliance on Word-of-Mouth 541
Targeting Opinion Leaders 541
Stimulating Word-of-Mouth 541
Creating Opinion Leaders 542
Managing Negative WOM 542
Monitoring the Content of Word-of-Mouth 543
Curbing Negative Word-of-Mouth 543
DIFFUSION OF INNOVATIONS 544
Innovations and New Products 544
Types of Innovations 546
CONTENTS
WHY SOME INNOVATIONS SUCCEED
AND OTHERS DON T 547
Relative Advantage 547
Compatibility 548
Complexity 548
Trialability 549
Observability 550
THE DIFFUSION PROCESS 550
Communication 552
Time 552
Social System 552
Speed of Diffusion 553
Consumer Decision Process for Innovations 554
Knowledge 554
Persuasion 554
Decision 555
Implementation 555
Confirmation 555
Consumers Most Likely to Buy New Products 556
MANAGERIAL PERSPECTIVES ON ADOPTION
AND DIFFUSION OF INNOVATION 557
SUMMARY 559
Review and Discussion Questions 559
Notes 560
iniiucuCn iCj V.or SUfTl6r b6s 1ciVtOf 565
Making Contact 566
OPENING VIGNETTE 566
EXPOSURE Reaching the Consumer 568
Traditional Media and Distribution Channels 568
The Internet 569
Additional Modes of Contact 579
Selective Exposure 582
The Danger of Overexposure 583
ATTENTION 586
Short-Term Memory: The Cognitive Resource
for Attention 586
Grabbing Consumers Attention 587
Connect with Consumers Needs 587
Permission Marketing 587
Paying Consumers to Pay Attention 588
XIX
Look! It Moves! 588
Use Isolation 588
Make It Bigger 588
Colors Are Nice 590
Make It More Intense 590
Location! Location! Location! 590
The Surprise Factor 591
Distinctiveness 592
The Human Attraction 592
The Entertainment Factor 593
Learned Attention-Inducing Stimuli 595
Look for a Less Cluttered Environment 595
Attracting Attention: Some Additional
Observations and Recommendations 597
Can Consumers Be Influenced If They Don t
Pay Attention? 600
SUMMARY 601
Review and Discussion Questions 601
Notes 602
Shaping Consumers Opinions 606
OPENING VIGNETTE 606
OPINION FORMATION 608
Stimulus Categorization 608
The Amount of Processing 609
Classical Conditioning 610
The Content of Processing 613
The Central Process of Opinion Formation 614
The Peripheral Process of Opinion Formation 615
The Influence of Biased Processing 617
OPINION CHANGE 618
The Differential Threshold 619
The Difficulty of Changing Consumers Opinions 620
The Danger of Changing Consumers Opinions 621
HOW BUSINESSES SHAPE CONSUMERS
OPINIONS 622
The Product s Role in Shaping Consumers
Pinion 622
The Name Game 622
Product Packaging 624
Different Colors Evoke Different Meanings 625
Shaping Consumers Price Perceptions 628
Free Product Samples 629
CONTENTS
Chapter 16
Advertising s Role in Shaping Consumers Opinion 632
Type of Advertising Appeal 632
Advertising Claims 634
Advertising s Executional Elements 635
Product Endorsers 635
Framing Perceived Scarcity Purchase Restrictions 641 644 644
Put Consumers in a Good Mood 646
SUMMARY Review and Discussion Questions 647 Notes 648 647
Helping Consumers to Remember 654
OPENING VIGNETTE 654
COGNITIVE LEARNING 658
Rehearsal 658
Elaboration Motivation 659 Ability 659 Mental Representations 658 659
RETRIEVAL 661
Forgetting Recognition and Recall Product Awareness 663 Advertising Awareness 664 662 663
HOW COMPANIES CAN HELP CONSUMERS TO REMEMBER 667
Get More Attention 667
Use Reminders 667
Use Retrieval Cues 669
Say It Over and Over: The Value of Repetition Encourage Elaboration Encourage Multiple Representations in Memory Be Consistent 672 673 674 674
Use Easy-to-Remember Stimuli Use Closure 675 676
Put Consumers in a Good Mood 677
PRODUCTS THAT HELP CONSUMERS
TO REMEMBER 678
XXI
H fk SUMMARY
Review and Discussion Questions 682
Notes 682
682
Case 1 Amazon.com 687
Case 2 Volvo YCC (Your Concept Car) 692
Case 3 Equitec 694
Case 4 Family Furniture 698
Case 5 CrimsonCup 702
Case 6 Aldi 705
Case 7 National Christmas Tree Association 708
Case 8 Pick n Pay 715
Case 9 Battle of the Beers 719
fe$fesS:j?~*£ - - z Case 10 T-Mobile USA 722
- Case 11 Creating Brands That Last 724
Glossary- 733
Index 745
CONTENTS
|
| adam_txt |
Titel: Consumer behavior
Autor: Blackwell, Roger D
Jahr: 2006
Contents
About the Authors xxiii
Preface xxv
Introduction to Consumer
Behavior 1
Consumer Behavior and Consumer Research 2
OPENING VIGNETTE 2
WHAT IS CONSUMER BEHAVIOR? 4
WHY STUDY CONSUMER BEHAVIOR? 6
Consumer Behavior Determines the
Economic Health of a Nation 7
Consumer Behavior Determines the Success of
Marketing Programs 7
"The Consumer Is King" 7
"Only the Customer Can Fire Us All" 8
Consumer Behavior Determines the
Economic Health of Everyone 9
Consumer Behavior Helps Formulate Public Policy 11
Consumer Behavior Affects Personal Policy 12
EVOLUTION OF CONSUMER BEHAVIOR 14
Who Determines What Consumers Can Buy? 14
Shifting from Supply to Demand 17
From Manufacturing to Selling 18
From Selling to Marketing 18
Customer-Centric Organizations in
Demand Chains 20
HOW DO YOU STUDY CONSUMERS? 20
A Foundation in the Sciences 21
Methods of Studying Consumer Behavior 21
Observation 21
Interviews and Surveys 22
Experimentation 24
Consumption Research 25
THE UNDERLYING PRINCIPLES OF
CONSUMER BEHAVIOR 26
The Consumer Is Sovereign 26
The Consumer Is Global 26
Consumers Are Different; Consumers Are Alike 26
The Consumer Has Rights 28
CHALLENGES FOR THE FUTURE 29
SUMMARY 30
Review and Discussion Questions 30
Notes 31
Creating Marketing Strategies for
Customer-Centric Organizations 32
OPENING VIGNETTE 32
THE CENTURY OF THE CONSUMER 34
What Is Strategy? 34
What Are Customer-Centric Organizations? 34
Shared Vision and Values 35
Cross-Functional Integration 35
System-Wide Simultaneous Training 35
Customer-Based Metrics 35
FROM MARKET ANALYSIS TO MARKET
STRATEGY: WHERE DOES CONSUMER
BEHAVIOR FIT? 35
Market Analysis 36
Consumer Insight and Product Development 36
Consumer Environment 37
Corporate Strengths and Resources 38
Current and Potential Competitors 39
Market Environment 39
Market Segmentation 41
Identifying Segments 43
Addressing the Needs of Market Segments 44
Profitability of Market Segmentation 45
Criteria for Choosing Segments 47
Bayesian Analysis 47
Marketing Mix Strategies 48
The Value of Brands in Marketing Strategy 50
The Seven Rs of the Marketing Mix 52
Implementation 54
CUSTOMER LOYALTY AND RETENTION
STRATEGIES 54
Customer Relationship Management 54
GLOBAL MARKETING STRATEGY 58
Global Market Analysis and Strategy 58
Can Marketing Be Standardized? 59
CONTENTS
Intermarket Segmentation 60
Localization Based on Differences 60
Global Advertising Effectiveness 61
Overcoming Language Problems 62
Global Branding 63
SUMMARY 64
Review and Discussion Questions 64
Notes 65
Consumer Decision Making 67
The Consumer Decision Process 68
OPENING VIGNETTE 68
THE CONSUMER DECISION PROCESS MODEL 70
Stage One: Need Recognition 71
Stage Two: Search for Information 74
Sources of Information 75
Information Processing 77
Stage Three: Pre-Purchase Evaluation
of Alternatives 79
Stage Four: Purchase 81
Stage Five: Consumption 82
Stage Six: Post-Consumption Evaluation 83
Stage Seven: Divestment 84
How Organizations Use the CDP Model 85
VARIABLES THAT SHAPE THE
DECISION PROCESS 86
Individual Differences 86
Environmental Influences 87
Psychological Processes Influencing
Consumer Behavior 88
TYPES OF DECISION PROCESS 88
Decision Process Continuum 88
Initial Purchase 88
Extended Problem Solving 89
Limited Problem Solving 89
Midrange Problem Solving 90
Repeat Purchases 91
Repeated Problem Solving 91
Habitual Decision Making 91
Impulse Buying 91
Variety Seeking 92
VI
FACTORS INFLUENCING THE EXTENT OF
PROBLEM SOLVING 93
Degree of Involvement 93
Personal Factors 93
Product Factors 94
Situational Factors 94
Perceptions of Difference among Alternatives 94
Time Availability 94
Consumer's Mood State 95
DIAGNOSING CONSUMER BEHAVIOR 95
SUMMARY 97
Review and Discussion Questions 97
Notes 97
Pre-Purchase Processes: Need Recognition,
Search, and Evaluation 100
OPENING VIGNETTE 100
NEED RECOGNITION 102
The Need to Understand Need Recognition 103
Influencing Need Recognition 105
SEARCH 109
Internal Search 110
External Search 111
What to Search? Ill
Where Do Consumers Go for Information? 113
The Internet and Consumer Search 114
How Much Do Consumers Search? 122
The Value of Understanding Consumer Search 125
PRE-PURCHASE EVALUATION 127
Determining Choice Alternatives 128
Constructing the Consideration Set 131
Deciding How to Evaluate the Choice Alternatives 132
Relying on Preexisting Evaluations 132
Constructing New Evaluations 132
How Good Are We at Evaluating Alternatives? 138
SUMMARY 140
Review and Discussion Questions 141
Notes 142
Purchase 148
OPENING VIGNETTE 148
TO BUY OR NOT TO BUY 150
Fully Planned Purchase 150
CONTENTS
Partially Planned Purchase 150
Unplanned Purchase 151
Purchase Factor 151
RETAILING AND THE PURCHASE PROCESS 152
Why People Shop 153
The Purchase Decision Process 157
Retail Image 158
DETERMINANTS OF RETAILER SUCCESS
OR FAILURE 158
Location 160
Nature and Quality of Assortment 160
Price 160
Advertising and Promotion for Positioning
of the Retail Brand 163
Sales Personnel 163
Physical Store Attributes 165
Services Offered 165
Store Clientele 167
Point-of-Purchase Materials 168
E-Theater 168
d-POP 168
Computer-Enhanced Merchandising 169
Digital Self-Service 169
Consumer Logistics 169
THE CHANGING RETAIL LANDSCAPE 171
Location-Based Retailing 171
Value-Oriented Retailers 171
The Shopping Mall 171
Direct Marketing 172
Direct Selling 173
Direct Mail Ads 174
Direct Mail Catalogs 174
Telemarketing 174
Direct Response Ads 174
PURCHASE BEHAVIOR IN THE E-COMMERCE
REVOLUTION 174
CONSUMER RESOURCES: WHAT PEOPLE
SPEND WHEN THEY PURCHASE 178
Money and Time Budgets 178
Time-Using Goods 180
Time-Saving Goods 180
Polychronic Time Use 181
Time Prices 181
Cognitive Resources 181
Shallow Attention 182
Danger of Exceeding Cognitive Capacity 182
COMMUNICATING WITH CONSUMERS:
INTEGRATED MARKETING COMMUNICATIONS 182
SUMMARY 183
Review and Discussion Questions 184
Notes 184
Post-Purchase Processes: Consumption and
Post-Consumption Evaluations 188
OPENING VIGNETTE 188
CONSUMPTION 190
Consumption Behaviors 190
When Does Consumption Occur? 191
Where Does Consumption Occur? 194
How Is the Product Consumed? 194
How Much Is Consumed 196
Consumption Experiences 202
How Does It Feel? 202
How Rewarding or Punishing Was the Experience? 202
Did It Confirm or Disconfirm Expectations? 203
Shaping Consumers' Interpretation of the Consumption
Experience 206
Consumption Norms and Rituals 206
Compulsive Consumption 207
Understanding Consumption through Ethnography 208
POST-CONSUMPTION EVALUATIONS 210
The Importance of Customer Satisfaction 212
It Influences Repeat Buying 213
It Shapes Word-of-Mouth and Word-of-Mouse
Communication 214
Dissatisfaction Can Lead to Complaints and Lawsuits 217
Satisfaction Lowers Consumers' Price Sensitivity 220
_ Implications for Customer Recruitment 220
It Ultimately Affects Shareholder Value 221
1 So What Determines Satisfaction? 221
Product Performance 222
Consumption Feelings 222
Expectations 222
Additional Influences on Customer Satisfaction 226
SUMMARY 227
Review and Discussion Questions 227
Notes 228
CONTENTS
Individual Determinants of
Consumer Behavior 233
Demographics, Psychographics,
and Personality 234
OPENING VIGNETTE 234
ANALYZING AND PREDICTING
CONSUMER BEHAVIOR 236
Demographic Analysis and Social Policy 236
Demographics and Industrial Demand 238
CHANGING STRUCTURE OF CONSUMER
MARKETS 238
People: Foundation of Market Analysis 238
How Many Babies Will Be Born? 239
How Long Will People Live ? 241
How Many People Will Immigrate? 242
Most Likely Population Scenarios 243
CHANGING AGE DISTRIBUTION IN THE
UNITED STATES 245
Children as Consumers 245
Why Gen Y? 246
Gen X?Young Adults 246
Baby Boomers or "Muppies" 247
Young-Again Market 250
Macromarketing to an Aging Population 251
CHANGING GEOGRAPHY OF DEMAND 253
Segmenting Geographically 253
Which States Are Growing? 253
ECONOMIC RESOURCES 256
Consumer Confidence 257
Wealth 257
Targeting the Up Market 258
Targeting the Down Market 258
Poverty 260
GLOBAL MARKET OPPORTUNITIES: REACTING
TO SLOW-GROWTH MARKET CONDITIONS 263
GLOBAL MARKET DEMOGRAPHICS AND
ATTRACTIVENESS 264
Consumer Behavior in Emerging Markets 265
XI
Consumer Behavior in the Pacific Rim 266
Australia 267
Japan 267
China 267
Latin America 268
Eastern Europe 268
European Single Market 269
Canada 270
THE INFLUENCE OF INDIVIDUAL DIFFERENCES
ON CONSUMER BEHAVIOR 270
PERSONALITY AND CONSUMER BEHAVIOR 270
Personality 271
Psychoanalytic Theory 271
Sociopsychological Theory 272
Trait-Factor Theory 272
Predicting Buyer Behavior 273
PERSONAL VALUES 273
Rokeach Value Scale 274
Schwartz Value Scale 274
Values and Consumer Decision Process 275
Laddering 276
LIFESTYLE CONCEPTS AND MEASUREMENT 277
Psychographics 278
Market Segmentation 279
VALS? 280
LOV 281
Global Lifestyles 281
SUMMARY 283
Review and Discussion Questions 283
Notes 284
Consumer Motivation 288
OPENING VIGNETTE 288
TYPES OF CONSUMER NEEDS 290
Physiological Needs 290
Safety and Health Needs 290
The Need for Love and Companionship 297
The Need for Financial Resources and Security 299
Social image Needs 300
The Need for Pleasure 303
The Need to Possess 305
The Need to Give 306
CONTENTS
The Need for Information 308
The Need for Variety 309
MOTIVATIONAL CONFLICT AND
NEED PRIORITIES 310
MOTIVATIONAL INTENSITY 312
THE CHALLENGE OF UNDERSTANDING
CONSUMER MOTIVATION 313
MOTIVATING CONSUMERS 314
Motivating with Money 315
Providing Other Incentives 316
Implementing a Loyalty Program 320
Enhancing Perceived Risk 323
Arousing Consumers' Curiosity 324
SUMMARY 325
Review and Discussion Questions 325
Notes 325
Consumer Knowledge 330
OPENING VIGNETTE 330
THE IMPORTANCE OF CONSUMER
KNOWLEDGE 332
TYPES OF CONSUMER KNOWLEDGE 334
Product Knowledge 334
Product Category Knowledge 334
Brand Knowledge 335
Purchase Knowledge 346
How Much Does It Cost? 347
When to Buy? 348
Where to Buy? 348
Consumption and Usage Knowledge 350
Persuasion Knowledge 351
Self-Knowledge 353
SOURCES OF CONSUMER KNOWLEDGE 354
THE BENEFITS OF UNDERSTANDING
CONSUMER KNOWLEDGE 359
Implications for Business 359
Gauging the Product's Positioning Success 359
Identifying Purchase Barriers 363
Discovering New Uses 366
Gauging the Severity of Competitive Threats 366
XII
Enhancing the Effectiveness of Customer Recruitment
Activities 367
Implications for Public Policy 367
SUMMARY 369
PRODUCT SLOGANS 369
Review and Discussion Questions 369
Notes 370
Consumer Beliefs, Feelings, Attitudes,
and Intentions 374
OPENING VIGNETTE 374
CONSUMER BELIEFS 376
The Indices of Consumer Expectations and
Consumer Sentiment 377
Beliefs about Brand Distinctiveness 378
Inferential Beliefs 380
Consumer Confusion 384
CONSUMER FEELINGS 386
Feelings as Part of the Advertising Experience 388
Feelings as Part of the Shopping Experience 389
Feelings as Part of the Consumption Experience 390
CONSUMER ATTITUDES 392
Attitude Properties 396
Types of Attitudes 399
Using Multiattribute Attitude Models to
Understand Consumer Attitudes 401
The Fishbein Multiattribute Attitude Model 401
The Ideal-Point Multiattribute Attitude Model 404
Benefits of Using Multiattribute Attitude Models 405
Attitude Change Implications from Multiattribute
Attitude Models 407
CONSUMER INTENTIONS 409
Constraints on the Predictive Power of Intentions 412
Other Uses of Consumer Intentions 415
SUMMARY 417
Review and Discussion Questions 417
Notes 418
Environmental Influences
on Consumer Behavior 423
Culture, Ethnicity, and Social Class 424
OPENING VIGNETTE 424
CONTENTS
WHAT IS CULTURE? 426
k/alues and Norms 429
How Do People Get Their Values? 430
Adapting Strategies to Changing Cultures 431
HOW CULTURE AFFECTS CONSUMER BEHAVIOR 432
Influence of Culture on Pre-Purchase and
Purchase 432
Influence of Culture on Consumption and
Divestment 434
HOW CORE VALUES AFFECT MARKETING 435
CHANGING VALUES 436
Changing Family Influences 437
Changing Religious Influences 437
Changing Educational Institutions 439
The Influences of Age-Related Microcultures
on Values 441
NATIONAL CULTURE 442
Geographic Culture 442
North American Core Values 446
The Foundation of American Values 446
American Values and Advertising 447
U.S. and Canadian Variations in Values 447
ETHNIC MICROCULTURES AND THEIR
INFLUENCES ON CONSUMER BEHAVIOR 447
America's Ethnic Microcultures 449
Euro-Descent Americans 451
Native American Culture 452
Multiethnic Microcultures 452
BLACK OR AFRICAN AMERICAN CULTURE 454
Structural Influences on Black/African
American Markets 454
Income 454
Education 455
Family Characteristics 455
Discrimination 456
African American Consumption Patterns 456
ASIAN AMERICAN CULTURE 458
Structural Influences 458
Income 458
Education 458
XV
Family Characteristics 458
Asian American Consumption Patterns 459
LATINO (HISPANIC) CULTURE 460
Who Is Latino? 461
Structural Influences 462
Income 462
Education 462
Family Characteristics 462
Religion 462
Latino Consumption Patterns and Characteristics 464
Avoiding Marketing Blunders 465
Translation Blunders 466
Culture Misunderstandings 466
Latino Idiosyncrasies 468
FRENCH CANADIAN CULTURE 468
SOCIAL-CLASS MICROCULTURES 468
What Determines Social Class? 469
Occupation 469
Personal Performance 470
Interactions 470
Possessions 470
Value Orientations 470
Class Consciousness 471
Social Stratification 471
Social-Class Dynamics 471
Social Class and Consumer Behavior 473
Market Segmentation 473
Positioning Based on Social-Class Characteristics 473
SUMMARY 475
Review and Discussion Questions 475
Notes 476
Family and Household Influences 480
OPENING VIGNETTE 480
THE IMPORTANCE OF FAMILIES AND
HOUSEHOLDS ON CONSUMER BEHAVIOR 482
What Is a Family? 482
What Is a Household? 482
Structural Variables Affecting Families and
Households 483
Sociological Variables Affecting Families and
Households 483
Family Celebrations and Gift Giving 483
couTprrs
WHO DETERMINES WHAT THE FAMILY BUYS? 485
Role Behavior 485
Individual Roles in Family Purchases 486
Spousal Roles in Buying Decisions 487
Influences on the Decision Process 487
Influence by Decision Stage 489
Influence of Employment 490
Influence of GeHder 490
FAMILY LIFE CYCLES 491
Family Life Cycle Characteristics 491
Family and Household Spending 495
CHANGING FAMILY AND HOUSEHOLD
STRUCTURE 495
To Marry or Not to Marry? That Is the Question 495
The Singles Boom 498
Mature Singles Markets 498
Younger Singles Markets 499
Gay and Lesbian Markets 499
Household Characteristics 501
CHANGING ROLES OF WOMEN 503
Female Employment 503
Career Orientation 504
Women and Time 505
Role Overload 505
Marketing to Women 505
CHANGING MASCULINE ROLES 508
CHILDREN AND HOUSEHOLD CONSUMER
BEHAVIOR 510
Influence of Children 510
Childhood Socialization 512
RESEARCH METHODOLOGY FOR
FAMILY DECISION STUDIES 513
Measuring Influences 514
Interviewer Bias 515
Respondent Selection 515
SUMMARY 515
Review and Discussion Questions 516
Notes 516
Group and Personal Influence 520
OPENING VIGNETTE 520
XVH
GROUP AND PERSONAL INFLUENCES
ON INDIVIDUALS 522
What Are Reference Groups? 522
Types of Reference Groups 523
Types of Group Influence 524
HOW REFERENCE GROUPS INFLUENCE
INDIVIDUALS 525
Socialization 525
Self-Concept 525
Social Comparison 526
Conformity 526
When Are People Likely to Conform to Norms? 527
Profits of Conformity 527
Conspicuousness 527
Appealing to Normative Influence
in Marketing Strategy 529
Celebrities and Other Reference Group
Appeals in Advertising 531
TRANSMISSION OF INFLUENCE THROUGH
DYADIC EXCHANGES 532
Word-of-Mouth Communication 533
Opinion Leadership 534
Characteristics of Opinion Leaders 535
Overlapping Opinion Leadership 536
Service Encounters 536
How Personal Influences Are Transmitted 539
Two-Step Flow 539
Multistep Flow 539
f WOM AND OPINION LEADERS IN
ADVERTISING AND MARKETING STRATEGY 540
The Advertising-WOM Relationship 540
Primary Reliance on Word-of-Mouth 541
Targeting Opinion Leaders 541
Stimulating Word-of-Mouth 541
Creating Opinion Leaders 542
Managing Negative WOM 542
Monitoring the Content of Word-of-Mouth 543
Curbing Negative Word-of-Mouth 543
DIFFUSION OF INNOVATIONS 544
Innovations and New Products 544
Types of Innovations 546
CONTENTS
WHY SOME INNOVATIONS SUCCEED
AND OTHERS DON'T 547
Relative Advantage 547
Compatibility 548
Complexity 548
Trialability 549
Observability 550
THE DIFFUSION PROCESS 550
Communication 552
Time 552
Social System 552
Speed of Diffusion 553
Consumer Decision Process for Innovations 554
Knowledge 554
Persuasion 554
Decision 555
Implementation 555
Confirmation 555
Consumers Most Likely to Buy New Products 556
MANAGERIAL PERSPECTIVES ON ADOPTION
AND DIFFUSION OF INNOVATION 557
SUMMARY 559
Review and Discussion Questions 559
Notes 560
iniiucuCn iCj V.or'SUfTl6r b6s'1ciVtOf 565
Making Contact 566
OPENING VIGNETTE 566
EXPOSURE Reaching the Consumer 568
Traditional Media and Distribution Channels 568
The Internet 569
Additional Modes of Contact 579
Selective Exposure 582
The Danger of Overexposure 583
ATTENTION 586
Short-Term Memory: The Cognitive Resource
for Attention 586
Grabbing Consumers'Attention 587
Connect with Consumers' Needs 587
Permission Marketing 587
Paying Consumers to Pay Attention 588
XIX
Look! It Moves! 588
Use Isolation 588
Make It Bigger 588
Colors Are Nice 590
Make It More Intense 590
Location! Location! Location! 590
The Surprise Factor 591
Distinctiveness 592
The Human Attraction 592
The Entertainment Factor 593
"Learned" Attention-Inducing Stimuli 595
Look for a Less Cluttered Environment 595
Attracting Attention: Some Additional
Observations and Recommendations 597
Can Consumers Be Influenced If They Don't
Pay Attention? 600
SUMMARY 601
Review and Discussion Questions 601
Notes 602
Shaping Consumers' Opinions 606
OPENING VIGNETTE 606
OPINION FORMATION 608
Stimulus Categorization 608
The Amount of Processing 609
Classical Conditioning 610
The Content of Processing 613
The Central Process of Opinion Formation 614
The Peripheral Process of Opinion Formation 615
The Influence of Biased Processing 617
OPINION CHANGE 618
The Differential Threshold 619
The Difficulty of Changing Consumers'Opinions 620
The Danger of Changing Consumers'Opinions 621
HOW BUSINESSES SHAPE CONSUMERS'
OPINIONS 622
The Product's Role in Shaping Consumers'
Pinion 622
The Name Game 622
Product Packaging 624
Different Colors Evoke Different Meanings 625
Shaping Consumers' Price Perceptions 628
Free Product Samples 629
CONTENTS
Chapter 16
Advertising's Role in Shaping Consumers' Opinion 632
Type of Advertising Appeal 632
Advertising Claims 634
Advertising's Executional Elements 635
Product Endorsers 635
Framing Perceived Scarcity Purchase Restrictions 641 644 644
Put Consumers in a Good Mood 646
SUMMARY Review and Discussion Questions 647 Notes 648 647
Helping Consumers to Remember 654
OPENING VIGNETTE 654
COGNITIVE LEARNING 658
Rehearsal 658
Elaboration Motivation 659 Ability 659 Mental Representations 658 659
RETRIEVAL 661
Forgetting Recognition and Recall Product Awareness 663 Advertising Awareness 664 662 663
HOW COMPANIES CAN HELP CONSUMERS TO REMEMBER 667
Get More Attention 667
Use Reminders 667
Use Retrieval Cues 669
Say It Over and Over: The Value of Repetition Encourage Elaboration Encourage Multiple Representations in Memory Be Consistent 672 673 674 674
Use Easy-to-Remember Stimuli Use Closure 675 676
Put Consumers in a Good Mood 677
PRODUCTS THAT HELP CONSUMERS
TO REMEMBER 678
XXI
H fk SUMMARY
Review and Discussion Questions 682
Notes 682
682
Case 1 Amazon.com 687
Case 2 Volvo YCC (Your Concept Car) 692
Case 3 Equitec 694
Case 4 Family Furniture 698
Case 5 CrimsonCup 702
Case 6 Aldi 705
Case 7 National Christmas Tree Association 708
Case 8 Pick 'n Pay 715
Case 9 Battle of the Beers 719
fe$fesS:j?~*£ -""-'" z Case 10 T-Mobile USA 722
- Case 11 Creating Brands That Last 724
Glossary- 733
Index 745
CONTENTS |
| any_adam_object | 1 |
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| author | Blackwell, Roger D. 1940- Miniard, Paul W. Engel, James F. 1934- |
| author_GND | (DE-588)142572543 (DE-588)170210219 (DE-588)142573574 |
| author_facet | Blackwell, Roger D. 1940- Miniard, Paul W. Engel, James F. 1934- |
| author_role | aut aut aut |
| author_sort | Blackwell, Roger D. 1940- |
| author_variant | r d b rd rdb p w m pw pwm j f e jf jfe |
| building | Verbundindex |
| bvnumber | BV021444553 |
| classification_rvk | CW 7500 QW 300 |
| classification_tum | WIR 803f OEK 740f |
| ctrlnum | (OCoLC)466880175 (DE-599)BVBBV021444553 |
| dewey-full | 658.8342 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.8342 |
| dewey-search | 658.8342 |
| dewey-sort | 3658.8342 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Psychologie Wirtschaftswissenschaften Ökotrophologie |
| discipline_str_mv | Psychologie Wirtschaftswissenschaften Ökotrophologie |
| edition | 10. ed., internat. student ed. |
| format | Book |
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| id | DE-604.BV021444553 |
| illustrated | Illustrated |
| index_date | 2024-07-02T14:04:07Z |
| indexdate | 2024-07-09T20:36:04Z |
| institution | BVB |
| isbn | 0324271972 9780324271973 0324378327 9780324378320 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-014661554 |
| oclc_num | 466880175 |
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| publisher | Thomson South-Western |
| record_format | marc |
| spelling | Blackwell, Roger D. 1940- Verfasser (DE-588)142572543 aut Consumer behavior Roger D. Blackwell ; Paul W. Miniard ; James F. Engel Consumer behaviour 10. ed., internat. student ed. Mason, Ohio Thomson South-Western 2006 XLII, 790 S. zahlr. Ill., graph. Darst. txt rdacontent n rdamedia nc rdacarrier Consumer behavior forbrug forbrugeradfærd forbrugere kulturforskelle segmentering Verbraucherverhalten (DE-588)4062644-1 gnd rswk-swf Verbraucherverhalten (DE-588)4062644-1 s b DE-604 Miniard, Paul W. Verfasser (DE-588)170210219 aut Engel, James F. 1934- Verfasser (DE-588)142573574 aut HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=014661554&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Blackwell, Roger D. 1940- Miniard, Paul W. Engel, James F. 1934- Consumer behavior Consumer behavior forbrug forbrugeradfærd forbrugere kulturforskelle segmentering Verbraucherverhalten (DE-588)4062644-1 gnd |
| subject_GND | (DE-588)4062644-1 |
| title | Consumer behavior |
| title_alt | Consumer behaviour |
| title_auth | Consumer behavior |
| title_exact_search | Consumer behavior |
| title_exact_search_txtP | Consumer behavior |
| title_full | Consumer behavior Roger D. Blackwell ; Paul W. Miniard ; James F. Engel |
| title_fullStr | Consumer behavior Roger D. Blackwell ; Paul W. Miniard ; James F. Engel |
| title_full_unstemmed | Consumer behavior Roger D. Blackwell ; Paul W. Miniard ; James F. Engel |
| title_short | Consumer behavior |
| title_sort | consumer behavior |
| topic | Consumer behavior forbrug forbrugeradfærd forbrugere kulturforskelle segmentering Verbraucherverhalten (DE-588)4062644-1 gnd |
| topic_facet | Consumer behavior forbrug forbrugeradfærd forbrugere kulturforskelle segmentering Verbraucherverhalten |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=014661554&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
| work_keys_str_mv | AT blackwellrogerd consumerbehavior AT miniardpaulw consumerbehavior AT engeljamesf consumerbehavior AT blackwellrogerd consumerbehaviour AT miniardpaulw consumerbehaviour AT engeljamesf consumerbehaviour |