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Consumer Behavior : Buying, Having, and Being

ISBN: 9780131404069 | 0131404067
Format: Hardcover
Publisher: Prentice Hall
Pub. Date: 1/1/2004

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SummaryTable of ContentsAuthor Biography
For courses in Consumer Behavior. This contemporary text goes beyond the "act of buying" and presents a balanced and global perspective. Grounded in the very latest research, the sixth edition probes the psyche of consumers around the world as it explores their diverse experiences with buying, having, and being. Solomon's captivating writing style and ability to weave the most current research, real-world examples, global coverage, and managerial applications throughout have made this text a market leader edition after edition.
MORE
About the Authorxi
Prefacexiii
Acknowledgmentsxvii
SECTION 1 CONSUMERS IN THE MARKETPLACE3(42)
Chapter 1: Consumers Rule
... MORE4(41)
Consumer Behavior: People in the Marketplace
6(3)
What is Consumer Behavior?
7(2)
Consumers' Impact on Marketing Strategy
9(4)
Segmenting Consumers
9(4)
Relationship Marketing: Building Bonds with Consumers
13(1)
Marketing's Impact on Consumers
13(8)
Blurred Boundaries: Marketing and Reality
20(1)
Marketing Ethics and Public Policy
21(9)
Business Ethics
21(1)
Needs and Wants: Do Marketers Manipulate Consumers?
22(3)
Public Policy and Consumerism
25(5)
The Dark Side of Consumer Behavior
30(4)
Consumer Terrorism
30(1)
Addictive Consumption
30(1)
Compulsive Consumption
31(1)
Consumed Consumers
31(1)
Illegal Activities
32(2)
Consumer Behavior as a Field of Study
34(3)
Interdisciplinary Influences on the Study of Consumer Behavior
34(1)
The Issue of Strategic Focus
35(1)
The Issue of Two Perspectives on Consumer Research
36(1)
Taking It from Here: The Plan of the Book
37(2)
Chapter Summary
39(1)
Key Terms
40(1)
Consumer Behavior Challenge
40(1)
Notes
41(4)
SECTION 2 CONSUMERS AS INDIVIDUALS45(244)
Chapter 2: Perception
46(34)
Introduction
48(11)
Sensory Systems
49(1)
Vision
50(4)
Smell
54(2)
Sound
56(1)
Touch
57(1)
Taste
58(1)
Exposure
59(4)
Sensory Thresholds
59(2)
Subliminal Perception
61(2)
Attention
63(13)
Personal Selection Factors
65(1)
Stimulus Selection Factors
66(3)
Stimulus Organization
69(2)
The Eye of the Beholder: Interpretational Biases
71(1)
Semiotics: The Symbols Around Us
72(3)
Perceptual Positioning
75(1)
Chapter Summary
76(1)
Key Terms
77(1)
Consumer Behavior Challenge
77(1)
Notes
78(2)
Chapter 3: Learning and Memory
80(32)
The Learning Process
82(1)
Behavioral Learning Theories
83(10)
Classical Conditioning
84(3)
Marketing Applications of Behavioral Learning Principles
87(3)
Instrumental Conditioning
90(2)
Applications of Instrumental Conditioning Principles
92(1)
Cognitive Learning Theory
93(2)
Is Learning Conscious or Not?
93(1)
Observational Learning
93(1)
Applications of Cognitive Learning Principles
94(1)
The Role of Memory in Learning
95(12)
Encoding Information for Later Retrieval
95(2)
Memory Systems
97(1)
Storing Information in Memory
98(2)
Retrieving Information for Purchase Decisions
100(2)
Factors Influencing Forgetting
102(1)
Products as Memory Markers
102(1)
Measuring Memory for Marketing Stimuli
103(3)
Problems with Memory Measures
106(1)
Chapter Summary
107(1)
Key Terms
108(1)
Consumer Behavior Challenge
108(1)
Notes
108(4)
Chapter 4: Motivation and values
112(36)
Introduction
114(1)
The Motivation Process
114(2)
Motivational Strength
116(1)
Biological Versus Learned Needs
116(1)
Motivational Direction
116(8)
Needs Versus Wants
117(1)
Types of Needs
117(1)
Motivational Conflicts
118(2)
Classifying Consumer Needs
120(4)
Consumer Involvement
124(7)
Levels of Involvement: From Inertia to Passion
125(2)
The Many Faces of Involvement
127(1)
Measuring Involvement
128(3)
Values
131(13)
Core values
131(2)
Applications of values to Consumer Behavior
133(5)
Materialism: "He Who Dies with the Most Toys, Wins"
138(5)
Consumer Behavior in the Aftermath of 9/11
143(1)
Chapter Summary
144(1)
Key Terms
145(1)
Consumer Behavior Challenge
145(1)
Notes
145(3)
Chapter 5: The Self
148(38)
Perspectives on the Self
150(4)
Does the Self Exist?
150(1)
Self Concept
150(2)
Multiple Selves
152(1)
Self-Consciousness
153(1)
Consumption and Self-Concept
154(5)
Products That Shape the Self You Are What You Consume
154(2)
Self/Product Congruence
156(1)
The Extended Self
156(3)
Sex Roles
159(9)
Gender Differences in Socialization
159(2)
Gender Versus Sexual Identity
161(1)
Female Sex Roles
162(1)
Male Sex Roles
163(2)
Gay, Lesbian, Bisexual, and Transgender (GLBT) Consumers
165(3)
Body Image
168(13)
Ideals of Beauty
168(4)
Working on the Body
172(5)
Body Decoration and Mutilation
177(4)
Chapter Summary
181(1)
Key Terms
182(1)
Consumer Behavior Challenge
182(1)
Notes
183(3)
Chapter 6: Personality and Lifestyles
186(36)
Personality
188(10)
Consumer Behavior on the Couch: Freudian Theory
188(2)
Motivational Research
190(2)
Neo-Freudian Theories
192(1)
Trait Theory
192(3)
Brand Personality
195(3)
Lifestyles and Psychographics
198(15)
Lifestyle: Who We Are, What We Do
198(6)
Psychographics
204(3)
Psychographic Segmentation Typologies
207(6)
Regional Consumption Differences: You Are What You Eat!
213(5)
Food Cultures
214(1)
Geodemography
214(4)
Chapter Summary
218(1)
Key Terms
219(1)
Consumer Behavior Challenge
219(1)
Notes
219(3)
Chapter 7: Attitudes
222(30)
The Power of Attitudes
224(7)
The Functions of Attitudes
224(3)
The ABC Model of Attitudes
227(3)
Product Attitudes Don't Tell the Whole Story
230(1)
Forming Attitudes
231(8)
Not All Attitudes Are Created Equal
231(1)
The Consistency Principle
232(7)
Attitude Models
239(3)
Multiattribute Attitude Models
239(3)
Using Attitudes to Predict Behavior
242(6)
The Extended Fishbein Model
242(3)
Trying to Consume
245(1)
Tracking Attitudes over Time
246(2)
Chapter Summary
248(1)
Key Terms
248(1)
Consumer Behavior Challenge
249(1)
Notes
249(3)
Chapter 8: Attitude Change and Interactive Communications
252(37)
Changing Attitudes Through Communication
254(4)
Decisions, Decisions: Tactical Communications Options
254(1)
The Elements of Communication
255(1)
An Updated View: Interactive Communications
256(2)
The Source
258(8)
Source Credibility
258(3)
Source Attractiveness
261(5)
The Message
266(15)
Sending the Message
267(2)
Constructing the Argument
269(2)
Types of Message Appeals
271(10)
The Source Versus the Message: Sell the Steak or the Sizzle?
281(2)
The Elaboration Likelihood Model
282(1)
Chapter Summary
283(1)
Key Terms
284(1)
Consumer Behavior Challenge
284(1)
Notes
285(4)
SECTION 3 CONSUMERS AS DECISION MAKERS289(148)
Chapter 9: Individual Decision Making
290(36)
Consumers as Problem Solvers
292(4)
Perspectives on Decision Making
292(2)
Types of Consumer Decisions
294(2)
Problem Recognition
296(1)
Information Search
297(8)
Types of Information Search
297(2)
Do Consumers Always Search Rationally?
299(6)
Evaluation of Alternatives
305(3)
Identifying Alternatives
305(1)
Product Categorization
306(2)
Product Choice: Selecting Among Alternatives
308(13)
Evaluative Criteria
308(2)
Cybermediaries
310(1)
Heuristics: Mental Shortcuts
311(8)
Decision Rules
319(2)
Chapter Summary
321(1)
Key Terms
322(1)
Consumer Behavior Challenge
322(1)
Notes
323(3)
Chapter 10: Buying and Disposing
326(38)
Situational Effects on Consumer Behavior
328(2)
Social and Physical Surroundings
330(8)
Temporal Factors
332(5)
Antecedent States: If It Feels Good, Buy It
337(1)
Shopping: A job or an Adventure?
338(10)
Reasons for Shopping
338(1)
E-Commerce: Clicks Versus Bricks
339(2)
Retailing as Theater
341(4)
In-Store Decision Making
345(2)
The Salesperson
347(1)
Postpurchase Satisfaction
348(5)
Perceptions of Product Quality
348(5)
Product Disposal
353(5)
Disposal Options
353(2)
Lateral Cycling: Junk Versus "Junque"
355(3)
Chapter Summary
358(1)
Key Terms
358(1)
Consumer Behavior Challenge
359(1)
Notes
360(4)
Chapter 11: Group Influence and Opinion Leadership
364(36)
Reference Groups
366(8)
When Reference Groups Are Important
366(3)
Types of Reference Groups
369(5)
Consumers Do It in Groups
374(5)
Conformity
376(3)
Word-of-Mouth Communication
379(9)
Negative WOM and the Power of Rumors
381(2)
Cutting-Edge WOM Strategies
383(5)
Opinion Leadership
388(6)
The Nature of Opinion Leadership
388(1)
How Influential Is an Opinion Leader?
389(1)
Types of Opinion Leaders
390(2)
Identifying Opinion Leaders
392(2)
Chapter Summary
394(1)
Key Terms
395(1)
Consumer Behavior Challenge
396(1)
Notes
396(4)
Chapter 12: Organizational and Household Decision Making
400(37)
Organizational Decision Making
402(5)
Organizational Decision Making Versus Consumer Decision Making
403(1)
How Do Organizational Buyers Operate?
404(3)
B2BE-Commerce
407(1)
The Family
407(10)
Defining the Modern Family
407(7)
The Family Life Cycle
414(3)
The Intimate Corporation: Family Decision Making
417(7)
Household Decisions
418(1)
Sex Roles and Decision Making Responsibilities
418(6)
Children as Decision Makers: Consumers-in-Training
424(7)
Consumer Socialization
426(1)
Sex-Role Socialization
427(1)
Cognitive Development
428(1)
Marketing Research and Children
429(2)
Chapter Summary
431(1)
Key Terms
431(1)
Consumer Behavior Challenge
432(1)
Notes
432(5)
SECTION 4 CONSUMERS AND SUBCULTURES437(86)
Chapter 13: Income and Social Class
438(32)
Consumer Spending and Economic Behavior
440(4)
Income Patterns
441(1)
To Spend or Not to Spend, That Is the Question
442(1)
Consumer Confidence
442(2)
Social Class
444(11)
A Universal Pecking Order
444(1)
Social Stratification
445(4)
Components of Social Class
449(2)
Measuring Social Class
451(4)
How Social Class Affects Purchase Decisions
455(6)
Class Differences in Worldview
455(1)
Taste Cultures, Codes, and Cultural Capital
456(5)
Status Symbols
461(5)
Conspicuous Consumption
462(4)
Chapter Summary
466(1)
Key Terms
467(1)
Consumer Behavior Challenge
467(1)
Notes
468(2)
Chapter 14: Ethnic, Racial, and Religious Subcultures
470(26)
Subcultures and Consumer Identity
472(2)
Ethnic and Racial Subcultures
474(5)
Ethnicity and Marketing Strategies
474(5)
Ethnic and Racial Stereotypes
479(1)
African Americans
479(1)
Hispanic Americans
480(5)
Rock en Espaņol: Distinguishing Characteristics of the Hispanic Market
482(1)
Levels of Acculturation: Understanding Hispanic Identity
483(2)
Asian Americans
485(2)
Religious Subcultures
487(5)
The Rise of Spirituality
487(1)
Old and New Religions
488(2)
The Impact of Religion on Consumption
490(2)
Chapter Summary
492(1)
Key Terms
493(1)
Consumer Behavior Challenge
493(1)
Notes
494(2)
Chapter 15: Age Subcultures
496(27)
Age and Consumer Identity
498(2)
The Teen Market: Gen Y Like Totally Rules
500(10)
Teen Values, Conflicts, and Desires
501(2)
Appealing to the Youth Market
503(4)
Researching the Youth Market
507(3)
Baby Boomers
510(2)
The Gray Market
512(6)
Gray Power: Seniors' Economic Clout
513(1)
Understanding Seniors
513(3)
Selling to Seniors
516(2)
Chapter Summary
518(1)
Key Terms
519(1)
Consumer Behavior Challenge
519(1)
Notes
520(3)
SECTION 5 CONSUMERS AND CULTURE523(72)
Chapter 16: Cultural Influences on Consumer
524(28)
Understanding Culture
526(2)
Myths and Rituals
528(16)
Myths
530(6)
Rituals
536(8)
Sacred and Profane Consumption
544(5)
Domains of Sacred Consumption
544(3)
From Sacred to Profane, and Back Again
547(2)
Chapter Summary
549(1)
Key Terms
549(1)
Consumer Behavior Challenge
549(1)
Notes
550(2)
Chapter 17: The Creation and Diffusion of Global Consumer Culture
552(43)
The Creation of Culture
554(9)
Cultural Selection
556(2)
Culture Production Systems
558(1)
High Culture and Popular Culture
559(4)
Reality Engineering
563(4)
Product Placement
564(2)
Advergaming
566(1)
The Diffusion of Innovations
567(3)
Adopting Innovations
567(2)
Behavioral Demands of Innovations
569(1)
Prerequisites for Successful Adoption
570(1)
The Fashion System
570(10)
Cultural Categories
571(1)
Behavioral Science Perspectives on Fashion
572(4)
Cycles of Fashion Adoption
576(4)
Transferring Product Meanings to Other Cultures
580(5)
Think Globally, Act Locally
581(3)
Cultural Differences Relevant to Marketers
584(1)
Does Global Marketing Work?
585(1)
The Diffusion of Consumer Culture
585(5)
I'd Like to Buy the World a Coke ...
586(1)
Emerging Consumer Cultures in Transitional Economies
587(3)
Chapter Summary
590(1)
Key Terms
591(1)
Consumer Behavior Challenge
591(1)
Notes
592(3)
Glossary595(8)
Credits603(2)
Index605
Michael R. Solomon is Human Sciences Professor of Consumer Behavior in the Department of Consumer Affairs, College of Human Sciences, at Auburn University.

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