Consumer Behavior

ISBN-10: 0618013261

ISBN-13: 9780618013265

Edition: 2nd 2001

List price: $124.35
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Book details

List price: $124.35
Edition: 2nd
Copyright year: 2001
Publisher: CENGAGE Learning
Binding: Book, Other 
Pages: 681
Size: 8.50" wide x 10.50" long x 1.25" tall
Weight: 3.190
Language: English

Wayne D. Hoyer is the Jesse H. Jones Professor in the Graduate School of Business at the University of Texas at Austin. He received his Ph.D. in Consumer Psychology from Purdue University in 1980, has published extensively in various scholarly journals, and has co-authored two books on the topic of advertising miscomprehension. He currently serves on the editorial review boards of the Journal of Consumer Research, Journal of Marketing, Journal of Advertising, and the Journal of Public Policy and Marketing, and he is an active reviewer for the Journal of Marketing Research. Dr. Hoyer's research interests include consumer information processing and decision making (especially low-involvement decision making) and advertising effects (particularly miscomprehension and the impact of humor).

Deborah J. MacInnis is the Charles L. and Ramona I. Hilliard Professor of Business Administration at the University of Southern California. She received her Ph.D. in marketing from the University of Pittsburgh in 1986 and holds a B.S. degree in psychology from Smith College. Dr. MacInnis has published papers in various journals; is a member of the editorial review boards of the Journal of Marketing Research, Journal of Consumer Research, Journal of Marketing, and Journal of Market Focused Management; and serves as a reviewer for the Journal of Advertising and the Journal of Consumer Psychology. She is a past recipient of the Alpha Kappa Psi award, an honor awarded to the best paper published in the Journal of Marketing. She has also worked as a consultant to several major advertisers and advertising agencies, and she is currently President of the Association for Consumer Research.

Contents Note: Each chapter includes an Introduction, a Summary, and Exercises. I. An Introduction to Consumer Behavior 1. Understanding Consumer Behavior Defining Consumer Behavior What Affects Consumer Behavior? Who Benefits from the Study of Consumer Behavior? 2. Developing and Using Information About Consumer Behavior Consumer Behavior Research Methods Types of Consumer Researchers Primary Versus Secondary Data Marketing Implications of Consumer Behavior Ethical Issues in Consumer Research II. The Psychological Core 3. Motivation, Ability, and Opportunity Consumer Motivation and Its Effects What Affects Motivation? Consumer Ability: Resources to Act Consumer Opportunity 4. Exposure, Attention, and Perception Exposure Attention Perception 5. Knowledge and Understanding Knowledge Knowledge Content Knowledge Structure Using Knowledge to Understand 6. Attitudes Based on High Consumer Effort What Are Attitudes? Forming and Changing Attitudes The Cognitive Foundations of Attitudes How Cognitively Based Attitudes Are Influenced The Affective (Emotional) Foundations of Attitudes How Affectively Based Attitudes Are Influenced Attitude Toward the Ad When Do Attitudes Predict Behavior? 7. Attitudes Based on Low Consumer Effort High-Effort Versus Low-Effort Routes to Persuasion Cognitive Bases of Attitudes When Consumer Effort Is Low How Cognitive Attitudes Are Influenced Affective Bases of Attitudes When Consumer Effort Is Low How Affective Attitudes Are Influenced 8. Memory and Retrieval What Is Memory? What Are the Types of Memory? How Memory Is Enhanced Organization of Long-Term Memory What Is Retrieval? What Are the Types of Retrieval? How Retrieval Is Enhanced III. The Process of Making Decisions 9. Problem Recognition and Information Search Problem Recognition Internal Search: Searching for Information from Memory External Search: Searching for Information from the Environment 10. Judgment and Decision Making Based on High Consumer Effort High-Effort Judgment Processes High-Effort Decision-Making Processes High-Effort Thought-Based Decisions High-Effort Feeling-Based Decisions Decision Making When Alternatives Cannot Be Compared Does Context Affect How Decisions Are Made? 11. Judgment and Decision Making Based on Low Consumer Effort Low-Effort Judgment Processes Low-Effort Decision-Making Processes Learning Choice Tactics Low-Effort Thought-Based Decision Making Low-Effort Feeling-Based Decision Making 12. Post-Decision Processes Post-Decision Dissonance Learning from Consumer Experience How Do Consumers Make Satisfaction or Dissatisfaction Judgments? Responses to Dissatisfaction Is Customer Satisfaction Enough? Disposition IV. The Consumer's Culture 13. Regional, Ethnic, and Religious Influences on Consumer Behavior Regional Influences Ethnic Influences Religious Influences 14. Social Class Influences on Consumer Behavior Social Class How Social Class Changes over Time How Does Social Class Affect Consumption? The Consumption Patterns of Specific Social Classes 15. Age, Gender, and Household Influences on Consumer Behavior How Age Affects Consumer Behavior How Gender Affects Consumer Behavior How the Household Influences Consumer Behavior Roles that Household Members Play 16. Social Influence General Sources of Influence Special Sources of Influence Reference Groups Are Sources of Influence Sources Can Exert Normative Influence Sources Can Exert Informational Influence How Can "Information" Be Described? 17. Psychographics: Values, Personality, and Lifestyles Values Personality Lifestyles Psychographics: Combining Values, Personality, and Lifestyles V. Consumer Behavior Outcomes 18. Symbolic Consumer Behavior Sources and Functions of Symbolic Meaning Special Possessions Sacred Meaning The Transfer of Symbolic Meaning Through Gift Giving 19. Adoption of, Resistance to, and Diffusion of Innovations Innovations Adoption of Innovations and Resistance to Adoption Diffusion What Influences Adoption, Resistance, and Diffusion? The Consequences of Innovations VI. Consumer Welfare 20. Consumerism and Public Policy Issues What Is Consumerism? Groups Involved with Public Policy and Consumerism How Advertising and Selling Practices Violate Consumer Rights Product Information and Safety Issues Environmental Protection Consumerism Around the World Consumerism in the Future 21. The Dark Side of Consumer Behavior and Marketing Deviant Consumer Behavior Negative Effects of Marketing
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