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This is a reprint of a formerly published book. It deals with the psychology and behavior that motivates people to make the purchase and consumer choices that they do.The book makes a major new contribution to our understanding of consumer decision-making.
Interpretive consumer research usually proceeds with a minimum of structure and preconceptions. This book presents a more structured approach than is usual, showing how a simple framework that embodies the rewards and costs associated with consumer choice can be used to interpret a wide range of consumer behaviours from everyday purchasing and saving, innovative choice, imitation, ‘green’ consumer behavior, to compulsive behaviors such as addictions (to shopping, to gambling, to alcohol and other drugs, etc). Foxall takes a qualitative approach to interpreting behavior, focusing on the epistemological problems that arise in such research and emphasizing the emotional as well as cognitive aspects of consumption. The author argues that consumer behaviour can be understood with the aid of a very simple model that proposes how the consequences of consumption impact consumers’ subsequent choices. The objective is to show that a basic model can be used to interpret consumer behaviour in general, not in isolation from the marketing influences that shape it, but as a course of human choice that is dynamically linked with managerial concerns.
Designed for advanced MBA and doctoral courses in Consumer Behavior and Customer Satisfaction, this is the definitive text on the meaning, causes, and consequences of customer satisfaction. It covers every psychological aspect of satisfaction formation, and the contents are applicable to all consumables - product or service.Author Richard L. Oliver traces the history of consumer satisfaction from its earliest roots, and brings together the very latest thinking on the consequences of satisfying (or not satisfying) a firm's customers. He describes today's best practices in business, and broadens the determinants of satisfaction to include needs, quality, fairness, and regret ('what might have been').The book culminates in Oliver's detailed model of consumption processing and his satisfaction measurement scale. The text concludes with a section on the long-term effects of satisfaction, and why an understanding of satisfaction psychology is vitally important to top management.
This volume provides coverage of the latest social-psychological research into consumer behavior, including cognitive and affective processes, media influences, and self-regulation.
The purpose of the thesis is to assess the contribution of the experimental analysis of behaviour (EAB), which is closely associated with the work of B.F. Skinner, to the development of consumer psychology, an applied subdiscipline which is currently dominated by cognitive models of choice. Chapter 1 argues that the predominance of the cognitive model impedes the scientific progress of the psychology of consumer behaviour by inhibiting the development of alternative models. A proliferation of competing explanations is advocated for the clash of explanations which Feyerabend argues is a prerequisite of such progress. The EAB is advanced as a vehicle for the erosion of the dominating paradigm: it not only draws attention to the neglected environmental determinants of behaviour but also provides a philosophical standpoint from which to conduct a critique of the prevailing cognitivism. The EAB is described in detail in Chapter 2: its philosophical foundation is examined in terms of the radical epiphenomenalism upon which its mode of explanation rests, and an account of operant conditioning demonstrates the empirical basis of the paradigm. Skinner's ontological redefinition of behavioural science is outlined through a comparison of classical and operant conditioning. The critical significance of the EAB for consumer psychology is explained in Chapter 3. Attention is drawn to the EAB's emphasis on the critical evaluation of theoretical terms (unobservables); alternative sources of explanation, derived from a behaviourist perspective on choice, are presented; and the more direct route to knowledge provided by a theoretically-based experimental method is discussed. The EAB is itself subjected to criticism in Chapter 4 which examines its limited capacity to explain human behaviour in complex social situations. The verbal control of behaviour, the dualistic function of reinforcement (informational and hedonic), and the disparity between the closed setting of the operant chamber and the relatively open settings ln which purchase and consumption occur, are noted as undermining radical behaviourism's claim to embody a comprehensive explanation of behaviour. Chapter 5 is concerned with the development and evaluation of a model of consumer behaviour derived from the EAB, as reconstructed after the critical examination pursued in Chapter 4. The Behavioural Perspective Model seeks to explain patterns of purchase and consumption by the relative openness of the settings in which they take place, and the patterns of reinforcement which apparently control them. The model's contribution to consumer psychology is discussed ln terms of the relevance of its variables to the outcomes of published behaviour modification experiments concerned with environmental conservation. Chapter 6 summarises the argument and its implications.
Consumption is the primary economic activity in our post-industrial society. We are consumers, not producers. Consumer behavior analysis is leading heterodox marketing scholarship and innovative applied behavioral work, with much to offer both constituencies. This volume shows how consumer behavior analysis fits within a larger-scale approach to marketing, consumer psychology, behavior analysis and organizational behavior management. Describing both theoretical analyses and empirical studies including laboratory experiments in e-commerce, in-store experiments in grocery shopping, and an analysis of the counterfeit goods market, this book is a working example of translational research. It contains tools and studies to help understand contemporary consumer behavior, particularly for those in marketing. Scholars will appreciate the theory and real-world applications evident in each chapter when considering their own research direction. All students of marketing theory, behavior analysis and consumer choice will find this collection a thought-provoking tool for further understanding of a new behavioral approach to marketing strategy, consumer decisions and marketing firms. This book comprises articles originally published in the Journal of Organizational Behavior Management.
This book stresses the psychological perspective in explaining financial behavior. Traditionally, financial behaviors such as saving, spending, and investing have been explained using demographic and economic factors such as income and product pricing. The consequence of this way of thinking is that financial institutions view their clients mostly from the perspective of their income. By taking a psychological approach, this book stresses the perspective of consumers confronted with a quickly changing financial world: the changing of financial offers and products (savings, investments, loans), the changing of payment methods (from cash to cheques, cards and mobile payments), the accessibility and temptation of goods, and the changing of insurance and pension systems. The Psychology of Financial Consumer Behavior provides insight into the thought processes of consumers in a variety of financial topics. Coverage includes perceptions of wealth, the pleasure or pain of spending, cashless transactions, saving and investing, loans, planning for the future, taxes, and financial education. The book holds appeal for researchers, professionals, and students in economics, psychology, economic psychology, marketing and consumer science, or anyone interested in financial behaviors.
Historical and current perspectives on consumption -- A historical context for understanding consumption -- Contemporary perspectives on consumer behavior -- Consumer research -- Micro-view of consumption -- Perceptual processes -- Learning and memory -- Personality, self, and motivation -- Attitude theory and behavior change -- Decision-making and involvement -- Macro-view of consumption -- Patterns of buyer behavior -- Groups, social processes, and communications -- Culture -- Where are we going? -- Ethics and social responsibility -- Future trends in consumer behavior -- Glossary -- Index.
This pathbreaking volume expands on the construct of psychological ownership, placing it in the contexts of both individual consumer behavior and the wider decision-making of consumer populations. An individual’s feeling of ownership toward a target represents the perception that something is “mine!”, and is highly relevant to buying and relating to specific goods, economic and health decision-making and, especially salient given today’s privacy concerns, psychological ownership of digital content and personal data. Experts analyze the social conditions and cognitive processes concerning shared consumer experiences and psychological ownership. Contributors also discuss possibilities for socially responsible forms of psychological ownership using examples from environmental causes, and the behavioral mechanisms involved when psychological ownership becomes problematic, as in cases of hoarding. Included among the topics: Evidence from young children suggesting that even legal ownership is fundamentally psychological. Ownership, the extended self, and the extended object. Psychological ownership in financial decisions. The intersection of ownership and design. Can consumers perceive collective psychological ownership of an organization? Whose experience is it, anyway? Psychological ownership and enjoyment of shared experiences. Psychological ownership as a facilitator of sustainable behaviors including stewardship. Future research avenues in psychological ownership. Psychological Ownership and Consumer Behavior pinpoints research topics and real-world issues that will define the field in the coming years. It will be especially useful in graduate classes in marketing, consumer behavior, policy interventions, and business psychology.