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Consumer Behavior

by: Unknown

Consumer Behavior

by: Unknown

ISBN 13: 9780618264827
ISBN 10: 0618264825
Edition: 3rd
Format: Paperback
Copyright: 06/23/2003
Publisher: South-Western College Pub
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Summary

Active field researchers and award-winning teachers, Hoyer and MacInnis provide a broad conceptual model of consumer behavior to help student to see how all chapter topics tie together. The text also offers a strong marketing perspective, focusing on the implications of consumer behavior research for marketers. A casebook featuring approximately 16-20 consumer behavior cases can be packaged with new copies of the Third Edition, providing students a chance to practice applying what they learn.

About the Authors

iii

Brief Contents

Preface

PART ONE An Introduction to Consumer Behavior

CHAPTER 1 UNDERSTANDING CONSUMER BEHAVIOR

INTRODUCTION: WHO WANTS TO DIVE WITH DOLPHINS?

(22)

Defining Consumer Behavior

(9)

Consumer Behavior Involves Products, Services, Activities, and Ideas

(1)

Consumer Behavior Involves More Than Buying

(1)

Consumer Behavior Is a Dynamic Process

(1)

Consumer Behavior Can Involve Many People

(1)

Consumer Behavior Involves Many Decisions

(6)

What Affects Consumer Behavior?

(7)

The Psychological Core: Internal Consumer Processes

(1)

The Process of Making Decisions

(1)

The Consumer's Culture: External Processes

(1)

Consumer Behavior Outcomes

(1)

Who Benefits from the Study of Consumer Behavior?

(3)

Marketing Managers

(1)

Ethicists and Advocacy Groups

(1)

Public Policy Makers and Regulators

(1)

Consumers

(1)

Summary

(2)

Questions for Review and Discussion

(1)

Exercises

(2)

CHAPTER 2 DEVELOPING AND USING INFORMATION ABOUT CONSUMER BEHAVIOR

INTRODUCTION: MARKETING RESEARCH DRIVES MARKETING DECISIONS

(30)

Consumer Behavior Research Methods

(7)

Surveys

(1)

Focus Groups

(1)

Interviews

(1)

Storytelling

(1)

Use of Photography and Pictures

(2)

Diaries

(1)

Experiments

(1)

Field Experiments

(1)

Conjoint Analysis

(1)

Observations

(1)

Purchase Panels

(1)

Database Marketing

(1)

Types of Consumer Researchers

In-house Marketing Research Departments

(1)

External Marketing Research Firms

(1)

Advertising Agencies

(1)

Syndicated Data Services

(1)

Retailers

(1)

Research Foundations/Trade Groups

(1)

Government

(1)

Consumer Organizations

(1)

Academics and Academic Research Centers

Primary versus Secondary Data

(7)

Marketing Implications of Consumer Behavior

(10)

Developing a Customer-Oriented Strategy

(2)

Selecting the Target Market

(1)

Positioning

(2)

Developing Products or Services

(2)

Making Promotion (Marketing Communications) Decisions

(2)

Making Pricing Decisions

(1)

Making Distribution Decisions

(1)

Ethical Issues in Consumer Research

(2)

The Positive Aspects of Consumer Research

(1)

The Negative Aspects of Consumer Research

(2)

Summary

(4)

Questions for Review and Discussion

(1)

Exercises

(4)

PART TWO The Psychological Core

CHAPTER 3 MOTIVATION, ABILITY, AND OPPORTUNITY

INTRODUCTION: TARGETING WOMEN FOR FINANCIAL SERVICES

(24)

Consumer Motivation and Its Effects

(4)

Goal-Relevant Behavior

(2)

High-Effort Information Processing and Decision Making

(1)

Felt Involvement

(1)

Objects of Involvement

(1)

What Affects Motivation?

(12)

Personal Relevance

(1)

MARKETING IMPLICATIONS

(1)

Values, Goals, and Needs

(6)

MARKETING IMPLICATIONS

(1)

Perceived Risk

(3)

MARKETING IMPLICATIONS

(1)

Inconsistency with Attitudes

(1)

Consumer Ability: Resources to Act

(3)

Product Knowledge and Experience

(1)

Cognitive Style

(1)

Intelligence, Education, and Age

(1)

Money

(1)

MARKETING IMPLICATIONS

(1)

Consumer Opportunity

(3)

Time

(1)

Distraction

(1)

Amount of Information

(1)

Complexity of Information

(1)

Repetition of Information

(1)

Control of Information

(1)

MARKETING IMPLICATIONS

(1)

Summary

(1)

Questions for Review and Discussion

(1)

Exercises

(1)

CHAPTER 4 EXPOSURE, ATTENTION, AND PERCEPTION

INTRODUCTION: PUTTING PRODUCTS IN THE SPOTLIGHT

(23)

Exposure

(4)

MARKETING IMPLICATIONS

(1)

Factors Influencing Exposure

(1)

MARKETING IMPLICATIONS

(1)

Selective Exposure

(1)

Measuring Exposure

(1)

Attention

(16)

Characteristics of Attention

(1)

Focal and Nonfocal Attention

(1)

MARKETING IMPLICATIONS

(1)

Customer Segments Defined by Attention

(1)

Habituation

(1)

MARKETING IMPLICATIONS

(1)

Perception

(1)

Perceiving through Vision

(1)

MARKETING IMPLICATIONS

(1)

Perceiving through Hearing

(1)

MARKETING IMPLICATIONS

(1)

Perceiving through Taste

(1)

MARKETING IMPLICATIONS

(1)

Perceiving through Smell

(1)

MARKETING IMPLICATIONS

(1)

Perceiving through Touch

(1)

When Do We Perceive Stimuli?

(1)

MARKETING IMPLICATIONS

(1)

MARKETING IMPLICATIONS

(1)

MARKETING IMPLICATIONS

(1)

How Do Consumers Perceive a Stimulus?

(1)

Summary

(2)

Questions for Review and Discussion

100

(1)

Exercises

100

(1)

CHAPTER 5 KNOWLEDGE AND UNDERSTANDING

INTRODUCTION: AN OLD BRAND TARGETS NEW CUSTOMERS

101

(28)

Overview of Knowledge and Understanding

102

(1)

Knowledge Content

103

(5)

Schemas and Associations

104

(1)

Types of Schemas

104

(1)

Images

104

(1)

MARKETING IMPLICATIONS

106

(1)

Scripts

108

(1)

MARKETING IMPLICATIONS

108

(1)

Knowledge Structure

108

(6)

Categories and Their Structure

108

(1)

MARKETING IMPLICATIONS

110

(1)

MARKETING IMPLICATIONS

111

(1)

Goal-Derived Categories

112

(1)

MARKETING IMPLICATIONS

113

(1)

Why Consumers Differ in Their Knowledge

113

(1)

Using Knowledge to Understand

114

(12)

Categorization

115

(1)

MARKETING IMPLICATIONS

115

(1)

Comprehension

116

(1)

Subjective Comprehension

118

(1)

MARKETING IMPLICATIONS

119

(1)

Consumer Inferences

119

(1)

Ethical Issues

126

(1)

Summary

126

(3)

Questions for Review and Discussion

127

(1)

Exercises

127

(2)

CHAPTER 6 ATTITUDES BASED ON HIGH CONSUMER EFFORT

INTRODUCTION: CHANGING ATTITUDES TOWARD THE MILITARY

129

(24)

What Are Attitudes?

130

(1)

The Importance of Attitudes

130

(1)

The Characteristics of Attitudes

130

(1)

Forming and Changing Attitudes

130

(3)

The Foundation of Attitudes

131

(1)

The Role of Effort in Attitude Formation and Change

131

(2)

The Cognitive Foundations of Attitudes

133

(6)

The Cognitive Response Model

133

(1)

MARKETING IMPLICATIONS

134

(1)

Expectancy-Value Models

134

(2)

BOX Components of the TORA Model

136

(1)

MARKETING IMPLICATIONS

138

(1)

How Cognitively Based Attitudes Are Influenced

139

(4)

Communication Source

139

(1)

MARKETING IMPLICATIONS

140

(1)

MARKETING IMPLICATIONS

141

(1)

The Message

141

(1)

MARKETING IMPLICATIONS

142

(1)

MARKETING IMPLICATIONS

142

(1)

MARKETING IMPLICATIONS

143

(1)

The Affective (Emotional) Foundations of Attitudes

143

(2)

MARKETING IMPLICATIONS

145

(1)

How Affectively Based Attitudes Are Influenced

146

(2)

The Source

146

(1)

MARKETING IMPLICATIONS

146

(1)

The Message

146

(1)

MARKETING IMPLICATIONS

147

(1)

MARKETING IMPLICATIONS

148

(1)

Attitude toward the Ad

148

(1)

When Do Attitudes Predict Behavior?

149

(1)

Summary

150

(3)

Questions for Review and Discussion

151

(1)

Exercises

151

(2)

CHAPTER 7 ATTITUDES BASED ON LOW CONSUMER EFFORT

INTRODUCTION: SQUAWKING ABOUT A BRAND RAISES AWARENESS

153

(19)

High-Effort versus Low-Effort Routes to Persuasion

155

(1)

Cognitive Bases of Attitudes When Consumer Effort Is low

155

(1)

How Cognitive Attitudes Are Influenced

156

(3)

Communication Source

156

(1)

The Message

156

(1)

MARKETING IMPLICATIONS

157

(1)

Message Context and Repetition

158

(1)

Affective Bases of Attitudes When Consumer Effort 1s Low

159

(5)

The Mere Exposure Effect

159

(1)

MARKETING IMPLICATIONS

159

(1)

Classical Conditioning

160

(1)

MARKETING IMPLICATIONS

160

(1)

Attitude toward the Ad

161

(1)

MARKETING IMPLICATIONS

162

(1)

Mood

162

(1)

MARKETING IMPLICATIONS

163

(1)

How Affective Attitudes Are Influenced

164

(7)

Communication Source

164

(1)

The Message

165

(1)

MARKETING IMPLICATIONS

168

(1)

MARKETING IMPLICATIONS

169

(2)

Summary

171

(1)

Questions for Review and Discussion

171

(1)

Exercises

171

(1)

CHAPTER 8 MEMORY AND RETRIEVAL

INTRODUCTION: NOSTALGIA MARKETING JOGS THE MEMORY

172

(26)

What Is Memory?

173

(2)

Knowledge, Attitudes, and Memory

173

(1)

Memory, Retrieval, and Decision Making

173

(2)

What Are the Types of Memory?

175

Sensory Memory

175

(1)

Short-Term Memory

176

(1)

MARKETING IMPLICATIONS

176

(1)

Long-Term Memory

177

(1)

MARKETING IMPLICATIONS

178

How Memory Is Enhanced

119

(63)

Chunking

179

(1)

Rehearsal

180

(1)

Recirculation

180

(1)

Elaboration

181

(1)

Organization of Long-Term Memory

182

(1)

What Is Retrieval?

183

(3)

The Semantic Network

183

(1)

Retrieval Failures

184

(1)

Retrieval Errors

185

(1)

What Are the Types of Retrieval?

186

(1)

Explicit Memory

186

(1)

Implicit Memory

186

(1)

MARKETING IMPLICATIONS

186

(1)

How Retrieval Is Enhanced

187

(6)

Characteristics of the Stimulus

188

(2)

What the Stimulus Is Linked To

190

(1)

MARKETING IMPLICATIONS

191

(1)

How a Stimulus Is Processed in Short-Term Memory

192

(1)

Consumer Characteristics Affecting Retrieval

193

(1)

Summary

193

(5)

Questions for Review and Discussion

194

(1)

Exercises

194

(4)

PART THREE The Process of Making Decisions

CHAPTER 9 PROBLEM RECOGNITION AND INFORMATION SEARCH

INTRODUCTION: FINDING WHEELS ON THE WEB

198

(24)

Problem Recognition

799

The Ideal State: Where We Want to Be

199

(2)

The Actual State: Where We Are Now

201

(1)

MARKETING IMPLICATIONS

202

(1)

Internal Search: Searching for Information from Memory

202

(7)

How Much Do We Engage in Internal Search?

203

(1)

What Kind of Information Is Retrieved from Internal Search?

203

(1)

MARKETING IMPLICATIONS

207

(1)

Is Internal Search Always Accurate?

208

(1)

MARKETING IMPLICATIONS

208

(1)

MARKETING IMPLICATIONS

208

(1)

External Search: Searching for Information from the Environment

209

(11)

Where Can We Search for Information?

209

(1)

MARKETING IMPLICATIONS

212

(1)

How Much Do We Engage in External Search?

212

(4)

MARKETING IMPLICATIONS

216

(1)

What Kind of Information Is Acquired in External Search?

217

(1)

Is External Search Always Accurate?

218

(1)

MARKETING IMPLICATIONS

218

(1)

How Do We Engage in External Search?

218

(2)

Summary

220

(2)

Questions for Review and Discussion

220

(1)

Exercises

220

(2)

CHAPTER 10 JUDGMENT AND DECISION MAKING BASED ON HIGH CONSUMER EFFORT

INTRODUCTION: WHEELS AND DEALS IN THAILAND

222

(26)

High-Effort Judgment Processes

223

(5)

Judgments of Likelihood and Goodness/Badness

223

(1)

MARKETING IMPLICATIONS

226

(1)

Conjunctive Probability Assessment

227

(1)

High-Effort Decision-Making Processes

228

(1)

High-Effort Thought-Based Decisions

229

(7)

Types of Decision Processes

229

(1)

Compensatory Brand-Processing Models

229

(1)

MARKETING IMPLICATIONS

230

(1)

Compensatory Attribute-Processing Models

231

(1)

MARKETING IMPLICATIONS

231

(1)

Noncompensatory Brand-Processing Models

231

(1)

MARKETING IMPLICATIONS

232

(1)

Noncompensatory Attribute-Processing Models

232

(1)

MARKETING IMPLICATIONS

232

(1)

Multiple Models That Characterize Decision Making

233

(1)

MARKETING IMPLICATIONS

233

(1)

BOX Illustration of Two Compensatory Models

234

(2)

High-Effort Feeling-Based Decisions

236

(2)

MARKETING IMPLICATIONS

237

(1)

Decision Making When Alternatives Cannot Be Compared

238

(1)

Does Context Affect How Decisions Are Made?

238

(8)

How Consumer Characteristics Can Affect Decision Making

239

(1)

How Task Characteristics Can Affect Decision Making

240

(1)

MARKETING IMPLICATIONS

241

(1)

How Decision Framing Can Affect Decision Making

242

(1)

MARKETING IMPLICATIONS

243

(1)

How Group Context Can Affect Decision Making

244

(1)

MARKETING IMPLICATIONS

245

(1)

Summary

246

(2)

Questions for Review and Discussion

246

(1)

Exercises

246

(2)

CHAPTER 11 JUDGMENT AND DECISION MAKING BASED ON LOW CONSUMER EFFORT

INTRODUCTION: ARE FOREIGN BRANDS BETTER THAN LOCAL BRANDS?

248

(24)

Low-Effort Judgment Processes

249

(3)

Shortcuts in Making Judgments: The Representativeness Heuristic

249

(1)

MARKETING IMPLICATIONS

249

(1)

Shortcuts in Making Judgments: The Availability Heuristic

251

(1)

MARKETING IMPLICATIONS

251

(1)

Low-Effort Decision-Making Processes

252

(2)

How Does Low-Effort Decision Making Differ from High-Effort Decision Making?

252

(1)

Using Simplifying Strategies When Consumer Effort Is Low

253

(1)

Learning Choice Tactics

254

(2)

Reinforcement

254

(1)

Punishment

255

(1)

Repeat Purchase

255

(1)

Choice Tactics Depend on the Product

256

(1)

Low-Effort Thought-Based Decision Making

256

(9)

Performance as a Simplifying Strategy

256

(1)

MARKETING IMPLICATIONS

256

(1)

Habit as a Simplifying Strategy

257

(1)

MARKETING IMPLICATIONS

257

(1)

Brand Loyalty as a Simplifying Strategy

259

(1)

MARKETING IMPLICATIONS

260

(1)

Price as a Simplifying Strategy

262

(1)

MARKETING IMPLICATIONS

262

(1)

MARKETING IMPLICATIONS

264

(1)

Normative Influences as a Simplifying Strategy

265

(1)

MARKETING IMPLICATIONS

265

(1)

Low-Effort Feeling-Based Decision Making

265

(5)

Feelings as a Simplifying Strategy

265

(1)

MARKETING IMPLICATIONS

267

(1)

Decision Making Based on Variety-Seeking Needs

267

(2)

MARKETING IMPLICATIONS

269

(1)

Buying on Impulse

269

(1)

MARKETING IMPLICATIONS

269

(1)

Summary

270

(2)

Questions for Review and Discussion

270

(1)

Exercises

271

(1)

CHAPTER 12 POST-DECISION PROCESSES

INTRODUCTION: AFTER CONSUMERS CLICK AND BUY

272

(30)

Post-Decision Dissonance and Regret

273

(2)

Dissonance

273

(1)

Regret

273

(1)

MARKETING IMPLICATIONS

275

(1)

Learning from Consumer Experience

275

(5)

A Model of Learning from Consumer Experience

276

(1)

What Affects Learning from Experience?

277

(1)

MARKETING IMPLICATIONS

278

(2)

How Do Consumers Make Satisfaction or Dissatisfaction Judgments?

280

(8)

MARKETING IMPLICATIONS

281

(1)

The Disconfirmation Paradigm

282

(3)

MARKETING IMPLICATIONS

285

(1)

Attribution Theory

285

(1)

MARKETING IMPLICATIONS

286

(1)

Equity Theory

287

(1)

MARKETING IMPLICATIONS

287

(1)

Responses to Dissatisfaction

288

(4)

Complaints

288

(1)

MARKETING IMPLICATIONS

290

(1)

Responding by Negative Word of Mouth

291

(1)

MARKETING IMPLICATIONS

291

(1)

Is Customer Satisfaction Enough?

292

(1)

Disposition

292

(6)

The Many Ways We Can Dispose of Something

292

(1)

Disposing of Meaningful Objects

293

(1)

MARKETING IMPLICATIONS

295

(1)

Recycling

296

(1)

MARKETING IMPLICATIONS

297

(1)

Summary

298

(4)

Questions for Review and Discussion

298

(1)

Exercises

298

(4)

PART FOUR The Consumer's Culture

CHAPTER 13 REGIONAL ETHNIC, AND RELIGIOUS INFLUENCES ON CONSUMER BEHAVIOR

INTRODUCTION: BROADCASTING PRODUCT PLACEMENT

302

(28)

Regional Influences

303

Regions within the United States

303

(1)

MARKETING IMPLICATIONS

308

(1)

Regions across the World

309

(3)

MARKETING IMPLICATIONS

312

(1)

Ethnic Influences

312

(2)

Ethnic Groups within the United States

314

(1)

Hispanic Americans

314

(1)

MARKETING IMPLICATIONS

317

(1)

African Americans

319

(2)

MARKETING IMPLICATIONS

321

(1)

Asian Americans

323

(1)

MARKETING IMPLICATIONS

324

(1)

Multicultural Marketing

325

(1)

Ethnic Groups around the World

326

Religious Influences

(291)

MARKETING IMPLICATIONS

327

(1)

Summary

328

(2)

Questions for Review and Discussion

329

(1)

Exercises

329

(1)

CHAPTER 14 SOCIAL CLASS INFLUENCES ON CONSUMER BEHAVIOR

INTRODUCTION: CLASS CLASH IN CHINA

330

(26)

Social Class

331

(6)

Types of Social Class Systems

331

(3)

Social Class Influences

334

(1)

How Social Class Is Determined

335

(2)

How Social Class Changes over Time

337

(4)

Upward Mobility

337

(2)

Downward Mobility

339

(1)

Social Class Fragmentation

340

(1)

How Does Social Class Affect Consumption?

341

(4)

Conspicuous Consumption

341

(1)

Status Symbols and Judging Others

342

(1)

Compensatory Consumption

343

(1)

The Meaning of Money

344

(1)

The Consumption Patterns of Specific Social Classes

345

(10)

The Upper Class

345

(2)

The Middle Class

347

(2)

The Working Class

349

(1)

The Homeless

349

(1)

MARKETING IMPLICATIONS

351

(4)

Summary

355

(1)

Questions for Review and Discussion

355

(1)

Exercises

355

(1)

CHAPTER 15 AGE, GENDER, AND HOUSEHOLD INFLUENCES ON CONSUMER BEHAVIOR

INTRODUCTION: GENERATION AND GENDER GAPS IN CHINA

356

(31)

How Age Affects Consumer Behavior

357

(12)

Age Trends in the United States

357

(1)

Teens

357

(1)

MARKETING IMPLICATIONS

360

(1)

Generation X

362

(1)

MARKETING IMPLICATIONS

363

(1)

Baby Boomers

364

(1)

MARKETING IMPLICATIONS

365

(1)

Fifty and Older

366

(1)

MARKETING IMPLICATIONS

367

(2)

How Gender and Sexual Orientation Affect Consumer Behavior

369

(5)

Sex Roles Have Changed

370

(1)

Gender and Sexual Orientation

371

(1)

Differences in Acquisition and Consumption Behaviors

372

(1)

MARKETING IMPLICATIONS

372

(2)

How the Household Influences Consumer Behavior

374

(6)

Types of Households

374

(3)

Changing Trends in Household Structure

377

(1)

MARKETING IMPLICATIONS

380

(1)

Roles That Household Members Play

380

(5)

The Roles of Spouses

381

(2)

The Roles of Children

383

(1)

MARKETING IMPLICATIONS

384

(1)

Household Decision Making versus Household Consumption Behavior

385

(1)

Summary

385

(2)

Questions for Review and Discussion

386

(1)

Exercises

386

(1)

CHAPTER 16 SOCIAL INFLUENCES ON CONSUMER BEHAVIOR

INTRODUCTION: PEPSI AND FORD PASS THE WORD ON THE WEB

387

(29)

General Sources of Influence

389

(3)

Marketer-Dominated versus Non-Marketer-Dominated Influence

389

(1)

How Do These General Sources Differ?

390

(1)

MARKETING IMPLICATIONS

391

(1)

Special Sources of Influence

392

(4)

Opinion Leaders

393

(1)

Market Mavens

394

(1)

MARKETING IMPLICATIONS

395

(1)

Reference Groups as Sources of Influence

396

(6)

Types of Reference Groups

396

(1)

MARKETING IMPLICATIONS

397

(1)

Characteristics of Reference Groups

398

(2)

MARKETING IMPLICATIONS

400

(1)

Reference Groups Affect Consumer Socialization

401

(1)

Normative Influence

402

(6)

How Normative Influence Can Affect Consumer Behavior

403

(1)

Factors Affecting Normative Influence Strength

404

(1)

MARKETING IMPLICATIONS

406

(2)

Informational Influence

408

(1)

How Informational Influence Can Affect Consumer Behavior

408

(1)

Factors Affecting Informational Influence Strength

408

(1)

MARKETING IMPLICATIONS

409

(1)

Descriptive Dimensions of Information

409

(5)

Valence: Is Information Positive or Negative?

410

(1)

Modality: Does Information Come from Verbal or Nonverbal Channels?

410

(1)

The Pervasive and Persuasive Influence of Word of Mouth

410

(1)

MARKETING IMPLICATIONS

412

(2)

Summary

414

(2)

Questions for Review and Discussion

415

(1)

Exercises

415

(1)

CHAPTER 17 PSYCHOGRAPHICS: VALUES, PERSONALITY, AND LIFESTYLES

INTRODUCTION: SOMETHING FOR EVERYONE

416

(34)

Values

417

(15)

How Values Can Be Described

419

(1)

The Values That Characterize Western Culture

419

(5)

Why Values Change

424

(1)

Influences on Values

425

(1)

MARKETING IMPLICATIONS

427

(1)

How Values Can Be Measured

428

(4)

Personality

432

(7)

Research Approaches to Personality

433

(2)

Determining Whether Personality Characteristics Affect Consumer Behavior

435

(1)

MARKETING IMPLICATIONS

438

(1)

Lifestyles

439

(3)

MARKETING IMPLICATIONS

440

(2)

Psychographics: Combining Values, Personality, and Lifestyles

442

(4)

Values and Lifestyle Survey

442

(1)

MARKETING IMPLICATIONS

445

(1)

Other Applied Psychographic Research

445

(1)

Summary

446

(4)

Questions for Review and Discussion

447

(1)

Exercises

447

(3)

PART FIVE Consumer Behavior Outcomes

CHAPTER 18 SYMBOLIC CONSUMER BEHAVIOR

INTRODUCTION: THE SYMBOLISM OF HARLEY-DAVIDSON

450

(28)

Sources and Functions of Symbolic Meaning

451

(1)

Meaning Derived from Culture

451

(3)

Meaning Derived from the Consumer

454

(1)

The Emblematic Function

454

(10)

MARKETING IMPLICATIONS

457

(1)

The Role Acquisition Function

457

(3)

MARKETING IMPLICATIONS

460

(1)

The Connectedness Function

461

(1)

The Expressiveness Function

462

(1)

MARKETING IMPLICATIONS

462

(1)

Multiple Functions

462

(1)

Symbols and Self-Concept

463

(1)

MARKETING IMPLICATIONS

463

(1)

Special Possessions

464

(6)

Types of Special Possessions

464

(2)

The Characteristics That Describe Special Possessions

466

(1)

Why Some Products Are Special

466

(2)

Consumer Characteristics Affect What Is Special

468

(1)

Rituals Used with Special Possessions

468

(1)

Disposing of Special Possessions

469

(1)

Sacred Meaning

470

(1)

Sacred People, Objects, and Places

470

(1)

The Characteristics That Describe Sacred Entities

470

(1)

How Sacred Objects Are Profaned

471

(1)

MARKETING IMPLICATIONS

471

(1)

The Transfer of Symbolic Meaning through Gift Giving

471

(6)

The Timing of Gifts

472

(1)

Three Stages of Gift Giving

472

(1)

MARKETING IMPLICATIONS

476

(1)

Summary

477

(1)

Questions for Review and Discussion

477

(1)

Exercises

477

(1)

CHAPTER 19 ADOPTION OF, RESISTANCE TO, AND DIFFUSION OF INNOVATIONS

INTRODUCTION: DRIVING INTO THE FUTURE

478

(28)

Innovations

479

(6)

Defining an Innovation

481

(1)

Innovations Characterized by Degree of Novelty

482

(1)

Innovations Characterized by Benefits Offered

483

(1)

Innovations Characterized by Breadth

484

(1)

Adoption of Innovations and Resistance to Adoption

485

(6)

Resistance to Adoption

485

(1)

How Consumers Adopt Innovations

485

(1)

MARKETING IMPLICATIONS

487

(1)

Timing of Innovation Adoption Decisions

487

(2)

MARKETING IMPLICATIONS

489

(2)

Diffusion

491

(3)

How Offerings Diffuse through a Market

491

(1)

Factors Affecting the Shape of the Diffusion Curve

492

(1)

How Diffusion Relates to the Product Life Cycle

493

(1)

MARKETING IMPLICATIONS

493

(1)

Influences on Adoption, Resistance, and Diffusion

494

(8)

Characteristics of the Innovation

494

(1)

MARKETING IMPLICATIONS

495

(1)

Uncertainty

496

(1)

MARKETING IMPLICATIONS

496

(1)

Consumer Learning Requirements

496

(2)

MARKETING IMPLICATIONS

498

(1)

Social Relevance

499

(1)

MARKETING IMPLICATIONS

499

(1)

Legitimacy and Adaptability

500

(1)

MARKETING IMPLICATIONS

500

(1)

Characteristics of the Social System

500

(1)

MARKETING IMPLICATIONS

501

(1)

The Consequences of Innovations

502

(1)

Summary

503

(3)

Questions for Review and Discussion

503

(1)

Exercises

503

(3)

PART SIX Consumer Welfare

CHAPTER 20 CONSUMERISM AND PUBLIC POLICY ISSUES

INTRODUCTION: BATTLING OVER BETTER PIZZA

506

(24)

What Is Consumerism?

507

(1)

Groups Involved with Public Policy and Consumerism

508

(2)

Government Agencies

508

(1)

Industry Self-Regulation

509

(1)

Consumer Groups

510

(1)

How Marketing Practices Violate Consumer Rights

510

(8)

Deceptive Advertising and Labeling

510

(3)

Deceptive Selling Tactics

513

(2)

Advertising to Children

515

(2)

Privacy on the Internet

517

(1)

Product Information and Safety Issues

518

(6)

Consumer Protection through Information

519

(2)

Consumer Protection through Product Safety

521

(3)

Environmental Protection

524

(3)

Environmentally Conscious Behavior

524

(1)

Conservation Behavior

525

(2)

Consumerism around the World

527

(1)

Summary

528

(2)

Questions for Review and Discussion

529

(1)

Exercises

529

(1)

CHAPTER 21 THE DARK SIDE OF CONSUMER BEHAVIOR AND MARKETING

INTRODUCTION: WHO IS COLLECTING YOUR PERSONAL DATA-AND WHY?

530

(25)

Deviant Consumer Behavior

531

(14)

Compulsive Buying

531

(1)

MARKETING IMPLICATIONS

534

(1)

Consumer Theft

535

(3)

MARKETING IMPLICATIONS

538

(1)

Black Markets

538

(1)

Addictive and Compulsive Consumption

539

(1)

MARKETING IMPLICATIONS

540

(1)

Underage Drinking and Smoking

541

(1)

MARKETING IMPLICATIONS

542

(3)

Negative Effects of Marketing

545

(8)

Does Advertising Affect Self-Image?

545

(1)

MARKETING IMPLICATIONS

546

(1)

Does Advertising Misrepresent Segments of Consumers?

548

(1)

MARKETING IMPLICATIONS

549

(1)

Do Marketing Practices Invade Consumers' Privacy?

550

(1)

MARKETING IMPLICATIONS

551

(1)

How Can Consumers Resist Marketing Practices?

552

(1)

Summary

553

(2)

Questions for Review and Discussion

553

(1)

Exercises

554

(1)

Endnotes

555

(102)

Name Index

657

(2)

Organization Index

659

(8)

Subject Index

667

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Consumer Behavior

Consumer Behavior

Summary

Table of Contents

Supplemental Materials

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Consumer Behavior

Consumer Behavior

Summary

Table of Contents

Supplemental Materials

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