Context And Cognition In Consumer Psychology

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Context and Cognition in Consumer Psychology

Gordon Foxall
Context and Cognition in Consumer Psychology Book PDF

Author : Gordon Foxall
Publisher : Routledge
Page : 174 pages
File Size : 55,9 Mb
Release : 2017-10-16
Category : Business & Economics
ISBN : 9781317677383

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Context and Cognition in Consumer Psychology by Gordon Foxall Pdf

Context and Cognition in Consumer Psychology is concerned with the psychological explanation of consumer choice. It pays particular attention to the roles of perception and emotion in accounting for consumers’ actions and their interaction with the desires and beliefs in terms of which consumer choice is frequently analyzed. In this engaging book, Gordon Foxall extends and elaborates his theory of consumer action, based on the philosophical strategy of Intentional Behaviorism. In doing so, he introduces the concept of contingency-representation to explore the ways in which consumers mentally represent the consequences of past decisions and the likely outcomes of present consumption. The emphasis is on action rather than behavior and the manner in which the intentional consumer-situation, as the immediate precursor of consumer choice, can be reconstructed in order to explain consumer actions in the absence of the environmental stimuli required by behaviorist psychology. The result is a novel reaffirmation of the role of cognition in the determination of consumer choice. Besides the concept of contingency-representation which the author introduces, the analysis draws upon psychoanalytic concepts, theories of cognitive structure and processing, and the philosophy of perception to generate a stimulating synthesis for consumer research. The book will be of interest to students and researchers in consumer behavior and economic psychology and to all who seek a deeper interdisciplinary understanding of the contextual and cognitive interactions that guide choice in the market place.

Context and Cognition in Consumer Psychology

G. R. Foxall
Context and Cognition in Consumer Psychology Book PDF

Author : G. R. Foxall
Publisher : Unknown
Page : 175 pages
File Size : 48,8 Mb
Release : 2017-10-16
Category : Business & Economics
ISBN : 1315772108

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Context and Cognition in Consumer Psychology by G. R. Foxall Pdf

Context and Cognition in Consumer Psychologyis concerned with the psychological explanation of consumer choice. It pays particular attention to the roles of perception and emotion in accounting for consumers' actions and their interaction with the desires and beliefs in terms of which consumer choice is frequently analyzed. In this engaging book, Gordon Foxall extends and elaborates his theory of consumer action, based on the philosophical strategy of Intentional Behaviorism. In doing so, he introduces the concept of contingency-representation to explore the ways in which consumers mentally represent the consequences of past decisions and the likely outcomes of present consumption. The emphasis is on action rather than behavior and the manner in which the intentional consumer-situation, as the immediate precursor of consumer choice, can be reconstructed in order to explain consumer actions in the absence of the environmental stimuli required by behaviorist psychology. The result is a novel reaffirmation of the role of cognition in the determination of consumer choice. Besides the concept of contingency-representation which the author introduces, the analysis draws upon psychoanalytic concepts, theories of cognitive structure and processing, and the philosophy of perception to generate a stimulating synthesis for consumer research. The book will be of interest to students and researchers in consumer behavior and economic psychology and to all who seek a deeper interdisciplinary understanding of the contextual and cognitive interactions that guide choice in the market place. psychology. The result is a novel reaffirmation of the role of cognition in the determination of consumer choice. Besides the concept of contingency-representation which the author introduces, the analysis draws upon psychoanalytic concepts, theories of cognitive structure and processing, and the philosophy of perception to generate a stimulating synthesis for consumer research. The book will be of interest to students and researchers in consumer behavior and economic psychology and to all who seek a deeper interdisciplinary understanding of the contextual and cognitive interactions that guide choice in the market place.

Applying Social Cognition to Consumer-Focused Strategy

Frank R. Kardes,Paul M. Herr,Jacques Nantel
Applying Social Cognition to Consumer Focused Strategy Book PDF

Author : Frank R. Kardes,Paul M. Herr,Jacques Nantel
Publisher : Psychology Press
Page : 448 pages
File Size : 48,8 Mb
Release : 2006-04-21
Category : Business & Economics
ISBN : 9781135601805

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Applying Social Cognition to Consumer-Focused Strategy by Frank R. Kardes,Paul M. Herr,Jacques Nantel Pdf

Applying Social Cognition to Consumer-Focused Strategy, a book in the Advertising and Consumer Psychology series sponsored by the Society for Consumer Psychology, focuses on the most important recent developments at the interface of social cognition and marketing, and develops integrative theoretical frameworks with rich practical implications. More specifically, the chapters offer a novel and thought-provoking perspective on consumer-focused strategy--or the effects of marketing stimuli and activities on an integrated system of consumer processes and responses. Divided into four parts, this book: *offers new perspectives on consumer information processing, selective or one sided information processing, and attribution theory; *discusses how asking questions in focus groups, surveys, and experiments leads consumers to create opinions that would not have occurred to them otherwise; *advances a new approach for modeling uncertainty and a new framework for thinking about uncertainty; *summarizes recent developments concerning the Implicit Association Test and their implications for branding strategy; *develops a new approach for analyzing the effects of intention on behavior and unplanned purchase behaviors; *discusses the devaluation effect and shows both how implementation intentions can be used to increase new product consumption and also how promotion versus prevention regulatory focus influences consumer preferences; and *focuses on consumer information processing and persuasion. The text is intended for advanced graduate students, academics, and practitioners who embrace cutting-edge paradigms and methodologies in social-cognitive consumer research.

Handbook of Consumer Psychology

Curtis P. Haugtvedt,Paul M. Herr,Frank R. Kardes
Handbook of Consumer Psychology Book PDF

Author : Curtis P. Haugtvedt,Paul M. Herr,Frank R. Kardes
Publisher : Psychology Press
Page : 1892 pages
File Size : 49,7 Mb
Release : 2018-12-07
Category : Psychology
ISBN : 9781136676208

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Handbook of Consumer Psychology by Curtis P. Haugtvedt,Paul M. Herr,Frank R. Kardes Pdf

This Handbook contains a unique collection of chapters written by the world's leading researchers in the dynamic field of consumer psychology. Although these researchers are housed in different academic departments (ie. marketing, psychology, advertising, communications) all have the common goal of attaining a better scientific understanding of cognitive, affective, and behavioral responses to products and services, the marketing of these products and services, and societal and ethical concerns associated with marketing processes. Consumer psychology is a discipline at the interface of marketing, advertising and psychology. The research in this area focuses on fundamental psychological processes as well as on issues associated with the use of theoretical principles in applied contexts. The Handbook presents state-of-the-art research as well as providing a place for authors to put forward suggestions for future research and practice. The Handbook is most appropriate for graduate level courses in marketing, psychology, communications, consumer behavior and advertising.

Social Psychology of Consumer Behavior

Michaela Wanke
Social Psychology of Consumer Behavior Book PDF

Author : Michaela Wanke
Publisher : Psychology Press
Page : 786 pages
File Size : 55,5 Mb
Release : 2008-12-16
Category : Psychology
ISBN : 9781136642838

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Social Psychology of Consumer Behavior by Michaela Wanke Pdf

The Social Psychology of Consumer Behavior brings together the most promising and theoretically fruitful research developments by internationally renowned scholars, whose work is at the cutting edge of research. Experts from both fields – social psychology and consumer behavior – provide an informed, up-to-date overview, from an original integrative perspective. The aim of this volume is two-fold. On the one hand, the application of social psychology to consumer behavior is meant to broaden the horizon of social psychologists. On the other hand, students and researchers of consumer behavior will be offered an advanced account of relevant theories tailored to their interests. While the range of topics is rather broad – including the construal of judgments and decisions, affective and cognitive feelings, social and media influences, and goals and self-regulation – each chapter is focused on one specific theoretical or methodological perspective and thereby gives a comprehensive and penetrative account of the relevant issues and the respective research. The volume provides an invaluable resource to students, researchers, and instructors in social psychology, consumer psychology, consumer behavior, and marketing.

Memory and Cognition in Its Social Context

Robert S. Wyer, Jr.,Thomas K. Srull
Memory and Cognition in Its Social Context Book PDF

Author : Robert S. Wyer, Jr.,Thomas K. Srull
Publisher : Psychology Press
Page : 504 pages
File Size : 44,6 Mb
Release : 2014-02-04
Category : Psychology
ISBN : 9781317784012

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Memory and Cognition in Its Social Context by Robert S. Wyer, Jr.,Thomas K. Srull Pdf

The first comprehensive theoretical formulation of the way people use information they receive about their social environments to make judgments and behavioral decisions, this volume focuses on the cognitive processes that underlie the use of social information. These include initial interpretation, the representations used to make inferences, and the transformation of these subjective inferences into overt judgment and behavior. In addition, it specifies the role of affect and emotion in information processing, and the role of self-knowledge at different stages of processing. The theoretical model presented here is the first to provide a conceptual integration of existing theory and research in all phases of social information processing. It not only accounts for the major portion of existing research findings, but permits several hypotheses to be generated concerning phenomena that have not yet been empirically investigated. Although focused here on the processing of information about people and events, the formulation proposed has implications for other domains such as personnel appraisal, political decision making, and consumer behavior.

The Routledge Companion to Consumer Behavior

Michael R. Solomon,Tina M. Lowrey
The Routledge Companion to Consumer Behavior Book PDF

Author : Michael R. Solomon,Tina M. Lowrey
Publisher : Routledge
Page : 751 pages
File Size : 43,6 Mb
Release : 2017-09-22
Category : Business & Economics
ISBN : 9781315526911

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The Routledge Companion to Consumer Behavior by Michael R. Solomon,Tina M. Lowrey Pdf

The key to marketing is understanding and satisfying consumer needs, thus a knowledge of consumer behavior is essential to any organization dealing with customers, users, or clients. This book promises to be a contemporary classic. It brings together an international set of scholars, many of whom are "household names", to examine the diverse approaches to consumer behavior topics. The editors employ a micro to macro structure, dividing each topic into three parts: one reflecting foundational work, one focused on emerging trends, and one covering practical applications. Each part examines the relationship between consumer behaviour and motivation, including well-being, gender, social class, and more, and concludes with practitioner perspectives on the challenges and opportunities that come with understanding customers. Readers will gain insight into how drives that are constantly in flux relate to other aspects of human cognition and behavior, allowing them to reach customers successfully, and to meet their needs. With contributions from leading scholars, including Sidney Levy and Jagdish Sheth, this volume sets the standard as the most comprehensive, cutting-edge resource on the subject of consumer behavior. Students of consumer behaviour and marketing will find this a useful exploration of a fast-moving field, fundamental to the welfare of companies, government, non-profits, and consumers. It will also benefit new and established academic researchers as well as practitioners who want to stay on top of current knowledge.

Psychological Ownership and Consumer Behavior

Joann Peck,Suzanne B. Shu
Psychological Ownership and Consumer Behavior Book PDF

Author : Joann Peck,Suzanne B. Shu
Publisher : Springer
Page : 263 pages
File Size : 46,8 Mb
Release : 2018-05-02
Category : Psychology
ISBN : 9783319771588

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Psychological Ownership and Consumer Behavior by Joann Peck,Suzanne B. Shu Pdf

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.

Handbook of Culture and Consumer Behavior

Sharon Ng,Angela Y. Lee
Handbook of Culture and Consumer Behavior Book PDF

Author : Sharon Ng,Angela Y. Lee
Publisher : Oxford University Press
Page : 288 pages
File Size : 47,6 Mb
Release : 2015-03-10
Category : Psychology
ISBN : 9780199388530

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Handbook of Culture and Consumer Behavior by Sharon Ng,Angela Y. Lee Pdf

Research on the influence of culture on consumer decision-making and consumption behavior has witnessed tremendous growth in the last decade. With increasing globalization, managers are becoming increasingly aware that operating in multiple markets is crucial for firms' survival and growth. As the world's growth engine shifts from Europe and North America to Asia and Latin America, it has become apparent that an inward-looking and domestic focus strategy will not be sustainable in the long run. And success in foreign markets requires marketers to understand not just what consumers in these markets need but also how they think, behave, consume, and purchase. Numerous studies have documented cultural differences in values and beliefs, motivational orientations, emotions, self-regulation, and information-processing styles, and the effects of these cultural variations on consumer behavior such as brand evaluation, materialism, and impulsive consumption. In this volume, experts from a variety of disciplines and perspectives trace the historical development of culture research in consumer psychology and examine the theoretical underpinnings that account for these findings and the current state of the field. Collectively, the chapters provide a forum for researchers to engage in thoughtful debates and stimulating conversations and offer directions for future research.

Consumers in Context

Gordon Foxall
Consumers in Context Book PDF

Author : Gordon Foxall
Publisher : Routledge
Page : 573 pages
File Size : 47,8 Mb
Release : 2016-01-29
Category : Business & Economics
ISBN : 9781317332954

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Consumers in Context by Gordon Foxall Pdf

This book, first published in 1996, presents a collection of papers by Gordon Foxall charting the development of the Behavioural Perspective Model (BPM) which he devised in the early 1980s and subsequently developed. The model offers a unique and original behaviour-based theory of consumer choice. In seeking to answer the question ‘where does consumer choice take place?’ by drawing upon behavioural psychology, Foxall presents an exciting challenge to previous theories whose emphasis has been on the internal working of the consumer’s mind in reaching rational decisions and choices. Bringing alive the important subject of economic consumption, this seminal volume will be of great interest to students and researchers in consumer research.

Routledge International Handbook of Consumer Psychology

Cathrine V. Jansson-Boyd,Magdalena J. Zawisza
Routledge International Handbook of Consumer Psychology Book PDF

Author : Cathrine V. Jansson-Boyd,Magdalena J. Zawisza
Publisher : Routledge
Page : 730 pages
File Size : 46,7 Mb
Release : 2016-11-18
Category : Business & Economics
ISBN : 9781317539933

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Routledge International Handbook of Consumer Psychology by Cathrine V. Jansson-Boyd,Magdalena J. Zawisza Pdf

This unique handbook maps the growing field of consumer psychology in its increasingly global context. With contributions from over 70 scholars across four continents, the book reflects the cross-cultural and multidisciplinary character of the field. Chapters relate the key consumer concepts to the progressive globalization of markets in which consumers act and consumption takes place. The book is divided into seven sections, offering a truly comprehensive reference work that covers: The historical foundations of the discipline and the rise of globalization The role of cognition and multisensory perception in consumers’ judgements The social self, identity and well-being, including their relation to advertising Social and cultural influences on consumption, including politics and religion Decision making, attitudes and behaviorally based research Sustainable consumption and the role of branding The particularities of online settings in framing and affecting behavior The Routledge International Handbook of Consumer Psychology will be essential reading for anyone interested in how the perceptions, feelings and values of consumers interact with the decisions they make in relation to products and services in a global context. It will also be key reading for students and researchers across psychology and marketing, as well as professionals interested in a deeper understanding of the field.

The Social Psychology of Consumer Behaviour

Richard Bagozzi,Zynep Gurhan-Canli,Joseph Priester
The Social Psychology of Consumer Behaviour Book PDF

Author : Richard Bagozzi,Zynep Gurhan-Canli,Joseph Priester
Publisher : McGraw-Hill Education (UK)
Page : 238 pages
File Size : 55,9 Mb
Release : 2002-08-16
Category : Psychology
ISBN : 9780335230563

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The Social Psychology of Consumer Behaviour by Richard Bagozzi,Zynep Gurhan-Canli,Joseph Priester Pdf

How do consumers process information? How do they make choices and decisions? How are decisions translated into actions of consumption? How can marketing influence and respond to consumers? The Social Psychology of Consumer Behaviour illuminates an area of intense academic and wider interest, bringing together research and practical insights into how theories in social psychology can be applied to consumer behaviour. Core themes include information processing and social cognition, communication processes, attitude models, emotion, social identity theory, and action theory. Within each of the major areas of social psychology, a historical perspective is provided, current knowledge reviewed, theories and findings critiqued, and directions for future research appraised. The Social Psychology of Consumer Behaviour provides a deeper perspective than standard texts which tend to be either atheoretical, overly encyclopedic, or outdated. It considers why consumers buy what they do, and how they go about making individual and group decisions concerning consumption. The result is essential reading for students, researchers and practitioners in psychology and marketing, as well as for those in related fields such as public policy, public health, health psychology, political science and sociology.

Consumer Psychology in Behavioral Perspective

Gordon Foxall
Consumer Psychology in Behavioral Perspective Book PDF

Author : Gordon Foxall
Publisher : Beard Books
Page : 246 pages
File Size : 46,5 Mb
Release : 2004-12
Category : Psychology
ISBN : 9781587982408

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Consumer Psychology in Behavioral Perspective by Gordon Foxall Pdf

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.

The Salience of Marketing Stimuli

Gianluigi Guido
The Salience of Marketing Stimuli Book PDF

Author : Gianluigi Guido
Publisher : Springer Science & Business Media
Page : 308 pages
File Size : 45,6 Mb
Release : 2012-12-06
Category : Business & Economics
ISBN : 9781461516217

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The Salience of Marketing Stimuli by Gianluigi Guido Pdf

In consumer and social psychology, salience has been generally treated as an attribute of a stimulus, which allows it to stand out and be noticed. Researchers, however, have only vaguely articulated the theoretical underpinnings of this term, thus impeding a thorough understanding of the perceptual processes behind its use in complex marketing communications. This book presents a theoretical approach for enhancing consumer processing and memory of marketing communication. Using schema theory and an information processing approach, the model introduced here - briefly referred to as the In-salience hypothesis emphasizes the nature of prominence which is intrinsic to any salience construct reviewed in literature. This model is part of wider Dichotic theory of salience, according to which a stimulus is salient either when it is incongruent in a certain context to a perceiver's schema, or when it is congruent in a certain context to a perceiver's goal. According to the four propositions of the model, in-salient stimuli are better recalled, affect both attention and interpretation, and are moderated by the degree of perceivers' comprehension (i.e., activation, accessibility, and availability of schemata), and involvement (i.e., personal relevance of the stimuli). Results of two empirical studies on print advertisements show that in-salient ad messages have the strongest impact in triggering ad processing which, in turn, leads to consumer awareness. The reading of this book is therefore recommended not only to academic scholars, but also to marketers especially planning ad campaigns and launches of new products.

The Psychology of Advertising

Bob M. Fennis,Wolfgang Stroebe
The Psychology of Advertising Book PDF

Author : Bob M. Fennis,Wolfgang Stroebe
Publisher : Psychology Press
Page : 451 pages
File Size : 45,7 Mb
Release : 2015-12-22
Category : Psychology
ISBN : 9781317398950

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The Psychology of Advertising by Bob M. Fennis,Wolfgang Stroebe Pdf

Advertising is a ubiquitous and powerful force, seducing us into buying wanted and sometimes unwanted products and services, donating to charitable causes, voting for political candidates, and changing our health-related lifestyles for better or worse. The impact of advertising is often subtle and implicit, but sometimes blatant and impossible to overlook. This revised and fully updated new edition of The Psychology of Advertising offers a comprehensive and state-of-the-art overview of the psychological findings on the impact of advertising, and discusses the research in the context of recent developments in the fields of social and consumer psychology. Key questions covered in the volume include: What impact does advertising have on consumer behavior? What causes this impact? What are the psychological processes responsible for the effectiveness of advertising? How do consumers make sense of advertising messages? Which messages "get across" successfully and when, and why? How do new online and digital technologies affect consumer judgement and choice? Engagingly written, and including a comprehensive glossary of frequently used concepts, The Psychology of Advertising is a unique and invaluable resource for advanced undergraduate and graduate students, and for researchers and lecturers in social psychology, marketing, and communications. It is also a valuable guide for professionals working in advertising, public health, public services and political communication.