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.
Table of Contents
Part I: Introduction
- A History of the Study of Consumer Behavior Sidney J. Levy
- Climate, Culture, and Consumption: Connecting the Dots Jagdish N. Sheth
- Materialism: Conceptualizations, Antecedents, and Consequences Nimish Rustagi, L. J. Shrum
- The Therapeutic Utility of Shopping: Retail Therapy, Emotion Regulation, and Well-Being Leonard Lee, Tim M. Böttger
- Drivers, Consequences, and Remedies of Biased Size Perceptions in Marketing Nailya Ordabayeva, Pierre Chandon
- Implications of Product Anthropomorphism Through Design Ana Valenzuela, Rhonda Hadi
- The Recall and Use of Narratives as Declarative and Procedural Consumer Knowledge Robert S. Wyer, Jr. and Tao Tao
- The Lies Consumers Tell: The Opportunities and Challenges of Studying Consumer Deception Christina I. Anthony, Elizabeth Cowley
- The Interplay of the Desired and Undesired Selves in Everyday Consumption Chihling Liu, Margaret K. Hogg
- Gender and the Self: Traversing Feminisms, Masculinities, and Intersectionality Towards Transformative Perspectives Linda Tuncay Zayer, Catherine A. Coleman, Wendy Hein, Birkbeck, Jon Littlefield, Laurel Steinfield
- Social Values in Consumer Psychology: Key Determinants of Human Behavior Wang Suk Suh and Lynn R. Kahle
- The Dynamics of Multiple Goal Pursuit: Situation and Personality as Determinants of Goal Stickiness and Switching Suresh Ramanathan
- Pricing in the Digital Age: Implications for Consumer Behavior Russell S. Winer
- The Quantified Self: Self-Regulation in Cyborg Consumers Rachel Ashman, Julia Wolny, Michael R. Solomon
- How Consumers’ Attitudes Towards Brands Are Shaped Danielle J. Brick, Susan Fournier
- Brand Attitude Structure Frank R. Kardes, Ruth Pogacar, Roseann Hassey, Ruomeng Wu
- The Influence of Marketing Language On Brand Attitudes and Choice Ruth Pogacar, Tina M. Lowrey, L. J. Shrum
- On the Search for the Perfect Brand Name Sascha Topolinski
- How Retailing Cues Influence Shopping Perceptions and Behavior Dhruv Grewal, Anne L. Roggeveen, Lauren S. Beitelspacher
- Using Visual Design to Improve Customer Perceptions of Online Assortments Barbara E. Kahn
- Power and Gender Dynamics in Contemporary Families Gokcen Coskuner-Balli, Samantha N. N. Cross
- Conducting International Consumer Research with Children: Challenges and Potential Solutions Tina M. Lowrey, Lan Nguyen Chaplin, Agnes Nairn, Aysen Bakir, Verolien Cauberghe, Elodie Gentina, Liselot Hudders, Hua Li, Fiona Spotswood, Anna Maria Zawadzka
- Social Media Ashlee Humphreys
- Segmented Clusters versus Social Groupings & Status Games: The Changing Landscape of Luxury Consumers Laurel Steinfield
- Community Lost: The Unrealized Collaborative Market Potential of Credit Unions Hope Jensen Schau and Albert M. Muñiz, Jr.
- Coconstructing institutions one brick at a time: appropriation and deliberation on LEGO Ideas Albert M. Muñiz Jr., Marie Taillard
- The Hidden Hand of Social Class Paul Henry & Marylouise Caldwell
- Impoverished Consumers: What We Know, What We Don’t Know, and What We Should Do Ronald Paul Hill
- Multiple Shades of Culture: Insights from Experimental Consumer Research Zeynep Gürhan-Canli, Gülen Sarial-Abi, Ceren Hayran
- The Case for Exploring Cultural Rituals as Consumption Contexts Cele C. Otnes
- Consumer Behavior in the Marketing Information Ecosystem John Wittenbraker & Norbert Wirth
- Emerging Trends for Consumer Behavior Practitioners Jim Multari
Part II: Well-Being
Part III: Perception
Part IV: Learning & Memory
Part V: Self/Gender
Part VI: Motivation/Values/Personality
Part VII: Decision Making
Part VIII: Attitudes & Branding
Part IX: Language
Part X: Buying/Retailing/Services/Disposal
Part XI: Family
Part XII: Groups/Social Media
Part XIII: Subcultures
Part XIV: Social Class/Power
Part XV: Culture
Part XVI: Applied Consumer Behavior
Michael R. Solomon is Professor of Marketing at Saint Joseph’s University, USA.
Tina M. Lowrey is Professor of Marketing at HEC Paris, France.
"Featuring leading scholars in the field, this book surveys the breadth of consumer behavior research while providing sufficient depth for readers to appreciate both the existing knowledge and knowledge gaps in the domains it covers. It is a must-have reference for anyone wishing to perform research in consumer behavior."
David Gal, University of Illinois at Chicago, USA
"In this new edited volume on consumer behavior, Solomon and Lowrey bring together a broad range of contributions that address many relevant topics in contemporary consumer research. The book not only reports on a broad range of topics, but also provides insights from many of the different scientific disciplines involved in consumer studies, making it a showcase of the multidisciplinary nature of the field."
Arnout Fischer, Wageningen University, the Netherlands
"Bringing together world-class researchers from diversified fields, this book provides a grand tour of the fast-changing area of consumer behavior. It’s up-to-date, easy-to-read, and comprehensive. A must-have for all researchers, graduate students, and practitioners who want to keep up with the research development in this area!"
Yuwei Jiang, The Hong Kong Polytechnic University, China
"This volume is an excellent companion to the study of consumer behavior. It covers the basic components, such as perception, motivation, attitudes, and learning. More importantly, it provides cutting-edge updates and new topics including effects of climate, the quantified self, retail therapy, and poverty. It clearly deepens and broadens our understanding of consumers."
Russell Belk, York University, Canada