Consumer Behaviour 5th Edition

List of FiguresList of TablesAbout the AuthorPreface to the Fifth EditionUsing This BookEndorsementsPART ONE CONSUMER BEHAVIOUR IN CONTEXT1 Understanding Consumer BehaviourIntroductionDefining consumer behaviourConsumer behaviour in contextConsumer behaviour and the marketing mix: A brief insightConsumers, relationship marketing and marketing planningAntecedents of consumer behaviourPsychologySociologyAnthropologyEconomicsNeuroscienceSummaryMore onlineReferences2 Decisions, Behaviours and InteractionsIntroductionDecision-making using goalsDecision-making modelsInterruptsRisk and uncertaintyPre-purchase activitiesThe search effortFactors affecting the external search for informationMaking the choiceCategorisation of decision rulesInvolvementDimensions of involvementInvolvement with brandsIncreasing involvement levelsLoyalty in buyer behaviourUnsought goodsSummaryMore onlineReferences3 Consumption in B2C vs. B2BIntroductionThe decision-making unitInfluences on buyersClassifying business customersBusiness and commercial organisationsReseller organisationsGovernment organisationsInstitutional organisationsBuyers’ techniquesThe Buygrid frameworkValue analysisEvaluating supplier capabilityEvaluating supplier performanceSummaryMore onlineReferences4 Consumer Technology and InnovationIntroductionArtificial intelligence (AI) replaces human interactionsMetaverseMachine learningRobotics and unmanned aerial vehicles (UAVs)/dronesVirtual reality (VR) and augmented reality (AR)The Internet of Things (IoT)Mobile technologiesBig data and analyticsPlatforms and blockchainsInnovationAdoption of innovationCategories of innovation adoptersInnovative productsMarketing approaches to new product launchesResistance to innovationSummaryMore onlineReferencesPART TWO CONSUMERS AS INDIVIDUALS (The Psychological Issues)5 Drive, Motivation and HedonismIntroductionDriveMotivationClassifying needsMotivational factorsIndividual factorsMotivational conflictGoalsHeuristicsHedonismUnderstanding motivationResearch into motivationSummaryMore onlineReferences6 The Self and PersonalityIntroductionSelf-conceptPersonalityApproaches to studying personalityType approachTraits and factorsPsychographicsSummaryMore onlineReferences7 PerceptionIntroductionElements of perceptionCreating a world-viewHow we process data in our headCulture and perceptionEnvironmental influencesPerception and store atmosphericsPerception and consumers’ characteristics and behaviourCombining factorsSubliminal perceptionColourPassing off, brandalism and subvertisingSummaryMore onlineReferences8 Learning and KnowledgeIntroductionDefining learningStudying learningThe need for knowledgeSources of consumer knowledgeSummaryMore onlineReferences9 Attitude Formation and ChangeIntroductionDefining attitudeDimensions of attitudeAttitude formationAttitude measurementFunctions of attitudesAttitude and behaviourThe duality of private vs. public attitudesAttitude vs. situationAttitude towards adverts vs. attitude towards the brandGeneral vs. specific attitudesChanging attitudesCognitive dissonanceSummaryMore onlineReferencesPART THREE CONSUMERS AS SOCIAL ACTORS (The Sociological Issues)10 Reference GroupsIntroductionFormation of reference groupsInfluence of reference groupsModellingMechanisms of personal influence and word of mouthThe emergence of word of mouseSummaryMore onlineReferences11 Age, Gender and Familial RolesIntroductionHow old are you? (Cohorts and subcultures developed using age)Defining familiesInfluence of children on buying decisionsChanging nature of the familyGender rolesOther functions of the familyRoles in family consumptionSummaryMore onlineReferences12 Culture and Social MobilityIntroductionCultureSubculturesSocial mobility (AKA class)SummaryMore onlineReferences13 Ethical ConsumptionIntroductionDefinitions and categoriesEthics and the personEthics and the publicDisposal and recyclingSummaryMore onlineReferences14 Sustainable ConsumptionIntroductionDefinitionsA short look back on recent historyPrinciples of sustainable consumptionConsumptionSummaryMore onlineReferencesIndex