1st Edition

The Routledge Companion to Consumer Behavior Analysis

Edited By Gordon Foxall Copyright 2016
    470 Pages 76 B/W Illustrations
    by Routledge

    470 Pages 76 B/W Illustrations
    by Routledge

    The Routledge Companion to Consumer Behavior Analysis provides a unique and eclectic combination of behavioral, cognitive and environmental perspectives to illuminate the real-world complexities of consumer choice in a marketing-oriented economy. Edited by a leading authority in the field, the contributing authors have created a unique anthology for understanding consumer preference by bringing together the very latest research and thinking in consumer behavior analysis.

    This comprehensive and innovative volume ranges over a broad multi-disciplinary perspective from economic psychology, behavioral psychology and experimental economics, but its chief focus is on the critical evaluation of consumer choice in the natural settings of affluent, marketing-oriented economies. By focussing on human economic and social choices, which involve social exchange, it explores and reveals the enormous potential of consumer behavior analysis to illuminate the role of modern marketing-oriented business organizations in shaping and responding to consumer choice.

    This will be of particular interest to academics, researchers and advanced students in marketing, consumer behavior, behavior analysis, social psychology, behavioral economics and behavioral psychology.

    Part I. Introduction 1. Consumer Behavior Analysis Comes of Age (Gordon R. Foxall) Part II. Behavioral Economics Meets Marketing Science 2. Experimental Analysis of Consumer Choice (Asle Fagerstrøm and Valdimar Sigurdsson) 3. Behavior Analysis of In-Store Consumer Behavior (Valdimar Sigurdsson, Nils Magne Larsen and Asle Fagerstrøm) 4. Behavior Analysis of On-Line Consumer Behavior (Valdimar Sigurdsson, Nils Magne Larsen and R. G. Vishnu Menon) 5. Equivalence Classes and Preferences in Consumer Choice (Erik Arntzen, Asle Fagerstrøm and Gordon R. Foxall) 6. Experimental Analyses of Choice and Matching: From the animal laboratory to the marketplace (Valdimar Sigurdsson and Gordon R. Foxall) 7. Consumer Store Choice: A matching analysis (Nguyen Bui Huynh and Gordon R. Foxall) 8. Dimensions of Demand Elasticity (Jorge M. Oliveira-Castro and Gordon R Foxall) 9. The BPM and Essential value (Ji Yan and Gordon R. Foxall) 10. Triple Jeopardy in Behavioral Perspective (Andrew Rogers, Peter Morgan and Gordon R. Foxall) 11. Consumer Purchase and Brand Performance: The basis of brand market structure (Rafael Porto and Jorge M. Oliveira-Castro) 12. What Do Consumers Maximize? The analysis of utility functions in light of the behavioral perspective model (Jorge M. Oliveira-Castro, Paulo Cavalcanti, and Gordon R. Foxall) 13. The BPM in a Latin-American Context (Marithza Sandoval-Escobar and Iván Felipe Medina) Part III. Behavioral Interpretation of Consumer Choice 14. Gambling Behavior (Mark Dixon and Jordan Belisle) 15. When Loss Rewards: The near-miss effect in slot machine gambling (Gordon R. Foxall and Valdimar Sigurdsson) 16. A Functional Analysis of Corruption from a Behavioral-Economic Perspective (Patricia Luque and Jorge M. Oliveira-Castro) 17. From Consumer Response to Corporate Response (Kevin J. Vella) 18. Motivating Operations and Consumer Choice (Asle Fagerstrøm and Erik Arntzen) 19. Consumers as Inforagers (Wooyang Kim and Donald A. Hantula) 20. Decision-"Making" or How Decisions Emerge in a Cyclic Automatic Process, Parsimoniously Modulated by Reason (José Paulo, Marques dos Santos and Luiz Moutinho) 21. Consumer Behavior Analysis: A view from psychoanalysis (John Desmond) 22. Ethnographical Interpretation of Consumer Behavior (Paul M. W. Hackett) 23. Collective Intentionality and Symbolic Reinforcement: The case of Thai car-consumer clubs (Sumana Laparojkit and Gordon R. Foxall) 24. Consumer Confusion: a BPM perspective (Ioanna Aninou, John G. Pallister and Gordon R. Foxall) 25. Consumer Heterophenomenology (Gordon R. Foxall)


    Gordon R. Foxall is Distinguished Research Professor at Cardiff Business School, Cardiff University, where he directs the Consumer Behavior Analysis Research Group (CBAR), and he is also Visiting Professor in Economic Psychology at the University of Durham, UK.

    'This book highlights one of the most important trends in understanding consumer behavior, and from some of the leading international scholars in the field. They explore the concept of consumer behavior analysis from different perspectives, this is a must read if you want to truly understand consumer behavior.' - Sir Cary Cooper, CBE, 50th Anniversary Professor of Organizational Psychology and Health at Manchester Business School, University of Manchester, UK and President of the British Academy of Management

    'I highly recommend this book to academics, researchers, organizational leaders and policy makers whose goals are to predict and influence consumer behavior. Most consumer research disregards the effect of the consumer setting on behavior and is often not grounded in empirically demonstrated principles. Fortunately, emerging ideas offered by Foxall et al. lay substantial groundwork for an advanced analysis of consumer behavior with workable implications for changing consumptive behaviors.' - Ramona Houmanfar, Editor of the Journal of Organizational Behavior Management and Associate Professor & Director, The University of Nevada, USA

    'This book presents a comprehensive coverage of consumer behavior analysis. It will introduce behaviour analysts to how the science of behavior can be applied in this area and to the Behavioral Perspective model of consumer choice (BPM). Among the many topics it offers an excellent and readable introduction to operant behavioral economics and how this can be applied to consumer behavior. The writing is supported throughout by examples from the research and it addresses the application of laboratory research findings to consumer behavior. It will be useful book and I recommend it.' - T. Mary Foster, Professor, University of Waikato, New Zealand

    'Store choice, in-store behaviour, on-line; preferences and decision-making; experimental analysis, ethnographics, consumers as inforagers, symbolic consumption, brand performance; corporate responses and consumer heterophenomenology; with gambling and corruption adding additional intrigues. This book is an insightful, well-crafted and highly topical resource, edited by one of the leading authorities on consumer behaviour… not to be missed!' - Sally Dibb, Professor, The Open University, UK