1st Edition

Routledge International Handbook of Consumer Psychology

    748 Pages 16 B/W Illustrations
    by Routledge

    748 Pages 16 B/W Illustrations
    by Routledge

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    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.

    Part I: Introduction and cross-cultural research  1. The history of consumer psychology Cathrine V. Jansson-Boyd and Nigel Marlow  2. Cross-cultural consumption Susan Forquer Gupta  3. Globalization, branding and multicultural consumer behaviour Carlos J. Torelli and María Rodas  Part II: Consumer cognition and perception  4. Visual attention in consumer settings J. Wesley Hutchinson, Joy Lu and Evan Weingarten  5. Perception and consumption: Touch, multisensory integration and congruency Cathrine V. Jansson-Boyd  6. The role of procedural knowledge in consumer judgement and decision making Robert S. Wyer, Jr.  7. Unconscious cognition effects in consumer research Claudiu V. Dimofte  8. Capturing the consumer’s unconscious: Applying the implicit association test in consumer research Dominika Maison and Aiden Gregg  Part III: Social perception, self, identity and well-being  9. The self in consumption Russell Belk  10. Revisiting self-congruity theory in consumer behaviour: Making sense of the research so far M. Joseph Sirgy, Dong-Jin Lee, and Grace B. Yu  11. Social comparison processes in advertisement: On the relative sales-value of beauty Michael Häfner  12. Applying universal dimensions of social perception to consumer context: An extension of the SCM/BIAF models with the relevance principle Magdalena J. Zawisza  13. Does size matter? Media influences and body image Megan Hurst, Helga Dittmar, Emma Halliwell and Phillippa C. Diedrichs  14. The psychology of healthy eating Lara Spiteri-Cornish  Part IV: Social and cultural influences  15. Political marketing: Theory and practice Wojciech Cwalina, Andrzej Falkowski and Bruce I. Newman  16. Religion and consumer behaviour Elizabeth A. Minton and Lynn R. Kahle  17. The psychological consequences of money for economic and social relationships Tomasz Zaleskiewicz and Agata Gasiorowska  18. Young children as consumers: Their vulnerability to persuasion and its effect on their choices Dick Mizerski, Shasha Wang, Alvin Lee and Claire Lambert  Part V: Decision making, attitudes and behavioural research  19. Framing effects in consumer judgement and decision making Tobias Krüger, Tobias Vogel and Michaela Wänke  20. Enhancing consumer behaviour with implementation intentions Peter M. Gollwitzer, Maik Bieleke and Paschal Sheeran  21. The elaboration likelihood model: Understanding consumer attitude change Jacob Teeny, Pablo Briñol and Richard E. Petty  22. Transactions as tradeoffs between costs and benefits Bernadette Kamleitner and Ruta Ruzeviciute  23. Naïve theories about marketing and consumption in consumer inference Hélène Deval, Maria L. Cronley, Susan Powell Mantel and Frank R. Kardes  24. What makes tomorrow’s gain worth today’s pain? Cognitive, motivational, and affective influences in consumers’ self-control dilemmas Aparna A. Labroo and Anastasiya Pocheptsova  25. Sex drive and consumer decision making Rui Chen and Maggie Wenjing Liu  26. Ageing and consumer behaviour: Challenges and opportunities Stephanie M. Carpenter and Carolyn Yoon  Part VI: Products, branding preferences and sustainability  27. Sustainability and consumer psychology Eda Gurel-Atay, Lynn R. Kahle and Elizabeth A. Minton  28. Moving towards sustainable consumption: A psychological perspective on improvement of public transport Margareta Friman and Tommy Gärling  29. The psychology of branding Arnd Florack and Johanna Palcu  30. Aesthetics: Antecedents, underlying processes and behavioural consequences Martin Reimann and C. Clark Cao  31. Anthropomorphism Pankaj Aggarwal and Ann L. McGill  Part VII: Internet and electronic media  32. Novel phenomena, evolving frameworks: Exploring social influence in the online world Rebecca Walker Reczek and Cait Lamberton  33. Representations of race, gender, and sexual orientation in gaming content Melody A. Stotler and Karen E. Dill-Shackleford  34. Personality-customized advertising in the digital environment Sandra Matz


      Cathrine V. Jansson-Boyd is a reader in consumer psychology at Anglia Ruskin University, Cambridge, UK. Her areas of research include tactile perception, aesthetics and sustainability. She has conducted research for many large organizations to further the understanding of various aspects of consumer perception. Her work has been published in both books and journals.

      Magdalena J. Zawisza is a senior lecturer in psychology at Anglia Ruskin University, Cambridge, UK. She obtained her PhD from Royal Holloway, University of London, UK and MSc from Gdansk University, Poland. Her main research interests include consumer, gender and social psychology. She employs quantitative methodology in her research and consultancy.