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Consumer Psychology in Behavioral Perspective

Consumer Psychology in Behavioral Perspective
By Gordon Foxall
2004/12 - Beard Books 
1587982404 - Paperback - Reprint - 238 pp.
US$34.95 

Demonstrates a thorough understanding of behavioral principles and an insightful application to consumer behavior.

Publisher Comments

Categories: Banking and Finance

This title is part of the Smart Management list.

What makes people choose the products they buy? Is it advertising, sales promotions, attractive packaging, rewards, reinforcements, word-of-mouth communication or a host of other factors? Written by a leading expert in the area, this well-researched book provides a major new contribution to our understanding of consumer decision-making, as valid today as it was when first written in 1990. Here for the first time the uses of behaviorism receive a thorough, critical appraisal as compared with other models of consumer choice. The outcome is a new model, the Behavior Perspective Model, which elucidates and clarifies the nature of purchase, consumption, and marketing.

From the back cover blurb:

There is increased interest among economists, businessmen, and psychologists in behaviorism as it influences marketing and consumer choices. In this book for the first time the uses of behaviorism receive a thorough, critical appraisal as compared with other models of consumer choice. The outcome is a new model, the Behavior Perspective Model, which elucidates and clarifies the nature of purchase, consumption, and marketing. The book makes a major new contribution to our understanding of consumer decision-making.

From J. Paul Peter, James R. McManus, Bascom Professor in Marketing, University of Wisconsin:

Foxall's book...demonstrates a thorough understanding of behavioral principles and an insightful application to consumer behavior. It is required reading for anyone interested in alternative perspectives on the field, written by a leading expert on the area.

Gordon Foxall is a Distinguished Research Professor at Cardiff University in Wales. His chief research interests lie in psychological theories of consumer choice and consumer innovativeness and their relationships to marketing management and strategy. He has published some 16 books and over 250 articles and papers on these and related themes. He is a graduate of the Universities of Birmingham (PhD industrial economics and business studies) and Strathclyde (PhD psychology). In addition, he holds a higher doctorate of the University of Birmingham (DsocSC). He is a Fellow of both the British Psychological Society (FBPsS) and the British Academy of Management (FBAM) and was recently elected an Academician by the Academy of Learned Societies for the Social Sciences (AcSS).
 

List of figures vii
List of tables ix
Acknowledgements x
Introduction 1
1 The cognitive consumer--and beyond 7
2 The experimental analysis of behaviour 31
3 Radical alternatives 55
4 Human operant behaviour 98
5 Marketing in behavioural perspective 125
6 Summing up 168
Appendix: Cognitive behaviour modification: paradigm erosion in practice 174
Note 178
Bibliography 183
Author index 212
Subject index 219

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