Consumer behavior buying, having, and being
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| Format: | Buch |
| Sprache: | English |
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Englewood Cliffs, NJ
Prentice Hall
1996
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| Ausgabe: | 3. ed. |
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| 250 | |a 3. ed. | ||
| 264 | 1 | |a Englewood Cliffs, NJ |b Prentice Hall |c 1996 | |
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Brief Contents
SECTION I • CONSUMERS IN THE MARKETPLACE 2
1 An Introduction to Consumer Behavior 4
SECTION II • CONSUMERS AS INDIVIDUALS 52
2 Perception 54
3 Learning and Memory 88
4 Motivation, Values, and Involvement 124 v
5 Attitudes 156 x
6 Attitude Change and Persuasive Communication 190'
7 The Self 224
SECTION III • CONSUMERS AS DECISION MAKERS 264
8 Individual Decision Making 266
9 The Purchase Situation, Postpurchase Evaluation, and Product Disposal 302
10 Group Influence, Opinion Leadership, and Diffusion of Innovations 338
11 Organizational and Household Decision Making 380
SECTION IV • CONSUMERS AND SUBCULTURES 422
12 Income and Social Class 424
13 Ethnic, Racial, and Religious Subcultures 462
14 Age Subcultures 500
SECTION V • CONSUMERS AND CULTURE 534
15 Cultural Influences on Consumer Behavior 536
16 Lifestyles and Global Culture 576
17 Sacred and Profane Consumption: Cultural Trends and Ethical Issues in
Consumer Behavior 616
Contents
Preface xii
SECTION I • CONSUMERS IN
THE MARKETPLACE 2
1 An Introduction to Consumer
Behavior 4
An Introduction to Consumer Behavior 5
Consumer Behavior: People in the Marketplace 5
What Is Consumer Behavior? 7
Consumers' Impact on
Marketing Strategy 10
Targeted Marketing: Listening to Consumers 11
Consumer Demographics: To Whom Are We
Marketing? 12
Market Segmentation Strategies 17
Marketing's Impact on Consumers 19
Popular Culture 19
Marketing Ethics 21
Public Policy and Consumerism 22
Consumer Behavior as a Field of Study 24
Interdisciplinary Influences on the Study of Consumer
Behavior 24
The Issue of Strategic Focus 26
The Issue of Two Perspectives on Consumer
Research 27
An Overview of Consumer Behavior Research
Methods 28
Exploratory Research 29
Problem Solving (Conclusive) Research 38
Types of Data 39
Learning about Consumer Behavior 43
Chapter Summary 45
Key Terms 46
Consumer Behavior Challenge 46
• Simmons Connection: Magazine Readers 48
• ABC News Connection: Privacy: Your
Secrets for Sale 49
Notes 49
vi
SECTION II • CONSUMERS AS
INDIVIDUALS 52
2 Perception 54
Introduction 55
The Perceptual Process 56
From Sensation to Perception 56
Sensory Systems 58
Vision 60
Smell 62
Sound 63
Touch 65
Taste 66
Sensory Thresholds 67
The Absolute Threshold 67
The Differential Threshold 67
Subliminal Persuasion 68
Subliminal Perception 68
Subliminal Marketing Techniques 70
Does It Work? Evaluating the Evidence 71
Perceptual Selection 72
Exposure 73
Attention 74
Interpretation: Deciding What Things
Mean 76
Stimulus Organization 77
The Role of Symbolism in Interpretation 79
Chapter Summary 82
Key Terms 83
Consumer Behavior Challenge 83
• ABC News Connection: Hidden
Messages 84
• Simmons Connection: Personal
Fragrances 85
Notes 85
3 Learning and Memory 88
The Learning Process 89
Behavioral Learning Theories 90
Cognitive Learning Theory 94
Marketing Applications of Learning
Principles 96
Behavioral Learning Applications 96
How Marketers Take Advantage of Cognitive
Learning Principles 102
The Role of Memory in Learning 103
Encoding of Information for Later Retrieval 104
Storing of Information in Memory 106
Retrieving of Information for Purchase
Decisions 108
Products as Memory Markers 111
Measuring Memory for Advertising 113
Chapter Summary 117
Key Terms 118
Consumer Behavior Challenge 118
• ABC News Connection: Nike Recruits
Young Athletes 119
• Simmons Connection: Musical
Nostalgia 119
Notes 120
4 Motivation, Values, and
Involvement 124 Y
Introduction 125
The Motivation Process 126
Motivational Strength 127
Drive Theory 127
Expectancy Theory 127
Motivational Direction 128
Needs versus Wants 128
Types of Needs 128
Motivational Conflicts 129
Classifying Consumer Needs 131
Hidden Motives: Probing beneath
the Surface 133
Consumer Behavior on the Couch: Freudian
Theory 134
Motivational Research 136
Needs and Wants: Do Marketers
Manipulate Consumers? 138
Do Marketers Create Artificial Needs? 139
Is Advertising Necessary? 140
Do Marketers Promise Miracles? 141
Values and Applications to Consumer
Research 142
The Rokeach Value Survey 143
The List of Values (LOV) Scale 143
CONTENTS • vii
The Means End Chain Model 144
Syndicated Surveys 145
Consumer Involvement 146
Levels of Involvement: From Inertia
to Passion 147
The Many Faces of Involvement 148
Measuring Involvement 149
Chapter Summary 152
Key Terms 152
Consumer Behavior Challenge 153
• ABC News Connection: Men's
Grooming Products 153
Notes 154
5 Attitudes 156
The Power of Attitudes 157
The Contents of Attitudes 158
The Functions of Attitudes 158
The ABC Model of Attitudes and Hierarchies
of Effects 160
There's More to Marketing than Product
Attitudes 163
Forming Attitudes 166
Levels of Commitment to an Attitude 167
The Consistency Principle 168
Attitude Models 175
Multi Attribute Attitude Models 176
Using Attitudes to Predict Behavior 180
The Extended Fishbein Model 180
Obstacles to Predicting Behavior 181
Tracking Attitudes over Time 182
Chapter Summary 185
Key Terms 185
Consumer Behavior Challenge 186
• ABC News Connection: Beefcake Ads: Is
Turnabout Fair Play if It Boosts A.ld? 186
Notes 187
6 Attitude Change
and Persuasive
Communications 190 ;
Changing Attitudes through
Communication 191
Strategic Issues in Persuasion Attempts 192
Elements of Communication 193
The Source 194
Viii • CONTENTS
Choosing a Source Dimension 194
Source Credibility 195
Source Attractiveness 196
Celebrities as Communications Sources 197
The Message 200
Message Elements 200
Constructing the Argument 203
Types of Message Appeals 205
The Message as Art Form: Metaphors Be
with You 210
The Source Versus the Message: Sell the Steak
or the Sizzle? 213
ELM and the Central Route to Persuasion 213
ELM and the Peripheral Route to Persuasion 214
Chapter Summary 216
Key Terms 216
Consumer Behavior Challenge 217
• ABC News Connection: It Slices, It Dices,
It's an Infomercial! 218
• Simmons Connection: Attitudes and
Behavior 218
Notes 219
7 The Self 224
Perspectives on the Self 225
Self Concept 226
Multiple Selves 228
Self Consciousness 231
Personality 231
Classic Personality Theories 232
Trait Theory 233
Consumption and Self Concept 234
Products that Shape the Self: You Are What You
Consume 234
Self/Product Congruence 236
The Extended Self 236
Sex Roles 237
Gender Differences in Socialization 238
Androgvnx 239
Female Sex Roles 240
Male Sex Roles 243
day and Lesbian Consumers 245
Body Image 246
Body Cathexis 246
Ideals of Beauty 247
Working on the Body 249
Chapter Summary 255
Key Terms 255
Consumer Behavior Challenge 256
• ABC News Connection: Put on a Happy
Face(?): Cosmetic Tattooing 257
• Simmons Connection: Self Concept and
Buying Style 257
Notes 258
SECTION III • CONSUMERS AS
DECISION MAKERS 264
8 Individual Decision
Making 266
Consumers as Problem Solvers 267
Perspectives on Decision Making 268
Types of Consumer Decisions 270
Problem Recognition 271
Information Search 272
Types of Search 273
The Economics of Information 276
Determinants of Information Search 276
Evaluation of Alternatives 279
Identifying Alternatives 280
Product Categorization 281
Choosing among Alternatives 284
Heuristics: Mental Shortcuts 287
Chapter Summary 296
Key Terms 297
Consumer Behavior Challenge 297
• ABC News Connection: Environmentalism
as a Decision Cue: Green or Obscene?
298
Notes 299
9 The Purchase Situations,
Postpurchase Evaluation,
and Product Disposal 302
Introduction 303
Situational Effects on Consumer
Behavior 304
Constructing a Situational Segmentation
Matrix 306
Physical and Social Surroundings 308
Temporal Factors 309
Antecedent States 312
Shopping Motives 314
The Purchase Environment 315
Nonstore Shopping 315
The Shopping Experience 316
In Store Decision Making 318
The Salesperson 321
Postpurchase Satisfaction 323
A Shift in Quality Cues 324
What Is Quality? 324
Acting on Dissatisfaction 326
Product Disposal 327
Disposal Options 327
Lateral Cycling: Junk versus "Junque" 327
Chapter Summary 330
Key Terms 331
Consumer Behavior Challenge 331
• ABC News Connection: The Town that
Loves Garbage 332
Notes 333
10 Group Influence, Opinion
Leadership, and Diffusion of
Innovations 338
Introduction 339
Reference Groups 339
Types of Reference Groups 341
When Reference Groups Are Important 344
The Power of Reference Groups 344
Conformity 348
Types of Social Influence 348
Social Comparison: "How 'm I Doing? " 349
Compliance and Obedience 350
Resistance to Influence 352
Word of Mouth Communication 353
The Dominance ofWOM 354
Negative WOM 355
Opinion Leadership 358
The Nature of Opinion Leadership 359
Identifying Opinion Leaders 362
The Diffusion of Innovations 366
Adopting Innovations 367
Types of Innovations 368
Chapter Summary 371
Key Terms 372
Consumer Behavior Challenge 372
• ABC News Connection: On the
Road Again 374
• Simmons Connection: HOGs and
RUBs 374
Notes 376
CONTENTS • ix
11 Organizational and Household
Decision Making 380
Introduction 381
Organizational Decision Making 382
Organizational Decision Making versus Consumer
Decision Making 384
The Organizational Buyer's Behavior Process 384
Trends in Organizational Buying Behavior 387
The Family 387
Defining the Modern Family 388
Effects of Family Structure on Consumption 395
The Intimate Corporation: Family Decision
Making 399
Household Decisions 399
Sex Roles and Decision Making
Responsibilities 400
Children as Decision Makers: Consumers
in Training 403
Consumer Socialization 404
Sex Role Socialization 406
Cognitive Development 407
Marketing Research and Children 407
Advertising to Children: An Ethical Minefield 409
Chapter Summary 413
Key Terms 414
Consumer Behavior Challenge 414
• The ABC News Connection: From the
Mouths of Babes 416
Notes 417
SECTION IV • CONSUMERS
AND SUBCULTURES 422
12 Income and Social Class 424
Introduction 425
Consumer Spending and Economic
Behavior 426
Income Patterns 426
To Spend or Not to Spend: That Is the
Question 426
Consumer Confidence 428
Social Class 432
A Universal Pecking Order 433
Social Stratification 434
Social Mobility 436
X • CONTENTS
Components of Social Class 437
Measurement of Social Class 439
How Social Class Affects Purchase
Decisions 443
Class Differences in Worldview 444
Segmenting by Social Class: Targeting the Rich 448
Status Symbols 452
Conspicuous Consumption 453
Are Status Symbols Dead? 455
Chapter Summary 456
Key Terms 457
Consumer Behavior Challenge 457
• ABC News Connection: If You've Got It,
Should You Flaunt It? Lifestyles of the
Filthy Rich 458
• Simmons Connection: Income versus Social
Class 459
Notes 459
13 Ethnic, Racial, and Religious
Subcultures 462
Subcultures and Consumer Identity 463
Ethnic and Racial Subcultures 465
Why Ethnic Groups Should Be Segmented 465
Ethnic and Racial Stereotypes: The Dark Side of
Multicultural Marketing 466
New Ethnic Groups 468
African Americans 470
African American/White Consumption
Differences 471
African Americans and the Media 472
Latinos 474
The Allure of the Latino Market 475
Understanding Latino Identity 477
Asian Americans 482
Segmenting Asian Americans 483
Reaching the Asian American Consumer 485
Religious Subcultures 486
The Impact of Religion on Consumption 486
The Catholic Subculture 487
The Protestant Subculture 488
The Jewish Subculture 490
The Muslim Subculture 490
The Horn Again Subculture 491
Chapter Summary 493
Key Terms 493
Consumer Behavior Challenge 494
• ABC News Connection: Ethnic Cosmetics:
A Rainbow of Possibilities 495
• Simmons Connection: Ethnic and Religious
Subcultures 495
Notes 496
14 Age Subcultures 500
Age Groups and Consumer Identity 501
Age Cohorts 502
The Appeal of Nostalgia 503
Children in the Marketplace 506
Targeting Children: More than Child's Play 506
Getting a Head Start on Brand Loyalty 508
The Teen Market: "Totally Rad" 509
Tweens: Between Kids and Teens 509
Understanding the Teen Market 510
Appealing to the Teen Market 511
Baby Busters: "Generation X" 514
Marketing to Busters: A Bust? 515
Big (Wo)Man on Campus: The College
Market 517
Baby Boomers 518
Economic Power: He who Pays the Piper, Calls
the Tune 519
Segmenting Boomers: The "New Collars " 521
Mature Consumers 522
Gray Power: Shattering Stereotypes 523
Key Values of the Elderly 524
Self Concept: You 're Only as Old as You Feel 525
Segmenting Seniors 526
The Elderly and the Media 527
Chapter Summary 529
Key Terms 529
Consumer Behavior Challenge 530
• ABC News Connection:
Twentysomething 530
Notes 531
SECTION V • CONSUMERS
AND CULTURE 534
15 Cultural Influences on
Consumer Behavior 536
Culture and Consumption 537
Understanding Culture 539
Consumer Behavior and Culture: A Two Way
Street 540
Aspects of Culture 540
Myths and Rituals 543
It Works like Magic! 543
The Functions and Structures of Myths 543
Rituals 546
The Creation of Culture 553
Cultural Selection 554
Culture Production Systems 555
High Culture and Popular Culture 557
The Fashion System 560
Cultural Categories 561
Collective Selection 563
Behavioral Science Perspectives on Fashion 563
Cycles of Fashion Adoption 565
Chapter Summary 569
Key Terms 570
Consumer Behavior Challenge 570
• ABC News Connection: The Tyranny of
Fashion 572
• Simmons Connection: Musical Taste and
Retail Store Usage 572
Notes 573
16 Lifestyles and Global
Culture 576
Lifestyles and Consumption Choices 577
Lifestyle: Who We Are, What We Do 577
Consumption as a Goal 578
Lifestyle Marketing 579
Products Are the Building Blocks of Lifestyles 579
Psychographics 582
Conducting a Psychographic Analysis 584
Psychographic Segmentation Typologies 587
International Lifestyle Segmentation 590
Geographic Influences on Lifestyles 593
Regional Consumption Differences 593
The Nine Nations of North America 594
Geodemography 596
Global Marketing and Culture 600
Think Globally, Act Locally 600
Does Global Marketing Work? 602
The Coca Cola Invasion: Exporting Western
Lifestyles 603
Chapter Summary 609
Key Terms 610
Consumer Behavior Challenge 610
CONTENTS • Xi
• ABC News Connection: Rollerblading: Have
Fun at Your Own Risk 612
Notes 613
17 Sacred and Profane
Consumption: Cultural Trends
and Ethical Issues in Consumer
Behavior 616
The Future of Consumer Behavior 617
Sacred and Profane Consumption 618
Domains of Sacred Consumption 618
From Sacred to Profane, and Back Again 621
The Dark Side of Consumer Behavior 624
Addictive Consumption 624
Consumed Consumers 626
Illegal Activities 626
Blurred Boundaries: Marketing and
Reality 628
Lifestyle Trends: What's in Store for Consumers
and Marketers? 632
Trend Forecasting: Peering into the Crystal Ball of
Consumer Behavior 633
Major Consumer Trends 634
Chapter Summary 643
Key Terms 643
Consumer Behavior Challenge 644
• ABC News Connection: Malt Liquor
Advertising: Target Marketing or Promoting
Addiction? 645
• Simmons Connection: Consumers on the
Road: Travel Patterns of American
Consumers 645
Notes 646
Appendix I 650
Appendix II 653
Glossary 656
Indexes 662
Author Index 662
Product, Corporate, and Celebrity Index 669
Subject Index 674 |
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| edition | 3. ed. |
| format | Book |
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| genre | 1\p (DE-588)4123623-3 Lehrbuch gnd-content |
| genre_facet | Lehrbuch |
| geographic | Europa (DE-588)4015701-5 gnd |
| geographic_facet | Europa |
| id | DE-604.BV010867452 |
| illustrated | Illustrated |
| indexdate | 2025-02-03T16:57:40Z |
| institution | BVB |
| isbn | 013365768X |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-007264301 |
| oclc_num | 31814828 |
| open_access_boolean | |
| owner | DE-19 DE-BY-UBM DE-11 DE-188 |
| owner_facet | DE-19 DE-BY-UBM DE-11 DE-188 |
| physical | XXII, 682 S. Ill., graph. Darst. |
| publishDate | 1996 |
| publishDateSearch | 1996 |
| publishDateSort | 1996 |
| publisher | Prentice Hall |
| record_format | marc |
| spellingShingle | Solomon, Michael R. 1956- Consumer behavior buying, having, and being Europäische Union (DE-588)5098525-5 gnd Consumentengedrag gtt Consumer behavior Verbraucherverhalten (DE-588)4062644-1 gnd Entscheidungsverhalten (DE-588)4113448-5 gnd |
| subject_GND | (DE-588)5098525-5 (DE-588)4062644-1 (DE-588)4113448-5 (DE-588)4015701-5 (DE-588)4123623-3 |
| title | Consumer behavior buying, having, and being |
| title_auth | Consumer behavior buying, having, and being |
| title_exact_search | Consumer behavior buying, having, and being |
| title_full | Consumer behavior buying, having, and being Michael R. Solomon |
| title_fullStr | Consumer behavior buying, having, and being Michael R. Solomon |
| title_full_unstemmed | Consumer behavior buying, having, and being Michael R. Solomon |
| title_short | Consumer behavior |
| title_sort | consumer behavior buying having and being |
| title_sub | buying, having, and being |
| topic | Europäische Union (DE-588)5098525-5 gnd Consumentengedrag gtt Consumer behavior Verbraucherverhalten (DE-588)4062644-1 gnd Entscheidungsverhalten (DE-588)4113448-5 gnd |
| topic_facet | Europäische Union Consumentengedrag Consumer behavior Verbraucherverhalten Entscheidungsverhalten Europa Lehrbuch |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=007264301&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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