The psychology of consumer behavior
This book provides an expansive, accessible presentation of current psychological theory and research as it illuminates fundamental issues regarding the psychology of consumer behavior.
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| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
Hillsdale, N.J. :
L. Erlbaum
1990.
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| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009628692906719 |
Tabla de Contenidos:
- Cover; THE PSYCHOLOGY of CONSUMER BEHAVIOR; Copyright; Contents; Preface; 1 Introduction; A GENERAL MODEL OF CONSUMER BEHAVIOR; OTHER MODELS OF CONSUMER BEHAVIOR; OPERATIONALIZATION, RESEARCH, AND LOCA-COLA; 2 Perception; MEASUREMENT OF AWARENESS; CHARACTERISTICS OF THE STIMULUS SITUATION: ""PERCEPTION BY EXCEPTION""; CHARACTERISTICS OF THE HUMAN PERCEPTION PROCESS: GESTALT PRINCIPLES; EFFECTS OF THE OTHER INTERNAL PROCESSES ON PERCEPTION; SUBLIMINAL PERCEPTION; CONCLUSION: IF A TREE FALLS IN THE FOREST, AND NO ONE IS THERE TO HEAR IT ...; 3 Cognition and Memory; MEASUREMENT OF RETENTION
- SITUATIONAL DETERMINANTS OF MEMORYTHE MEASUREMENT OF BELIEF; PRICE; EFFECTS OF THE OTHER INTERNAL PROCESSES ON COGNITION AND MEMORY; CONCLUSION: DO YOU SEE WHAT I SEE?; 4 Cognition and Persuasion; CONTENT; FORM; COGNITIVE THEORIES OF PERSUASION; CONCLUSION: A ROSE BY ANY OTHER NAME ...; 5 Learning; CLASSICAl CONDITIONING; INSTRUMENTAL CONDITIONING; ASSOCIATIONAL LEARNING: THE INTEGRATION OF CLASSICAL CONDITIONING AND INSTRUMENTAL CONDITIONING; EFFECTS OF THE OTHER INTERNAL PROCESSES ON LEARNING; CONCLUSION: 'CENTS OFF' OR 'SENSE OFF'?; 6 Emotion; MEASUREMENT OF FEELING
- DETERMINANTS OF EMOTIONAL RESPONSES TOWARD PRODUCTSEFFECTS OF THE OTHER INTERNAL PROCESSES ON EMOTION; CONCLUSION: A QUESTION OF ETHICS; 7 Motivation; MEASUREMENT OF NEEDS; APPEALING TO MOTIVES; CREATING MOTIVES; EFFECTS OF THE OTHER INTERNAL PROCESSES ON MOTIVATION; CONCLUSION: A TRANSITION; 8 Intention and Behavior; INTENTION AND BEHAVIOR AS CONSEQUENTS OF THE INTERNAL PROCESSES; BEHAVIOR AS A CONSEQUENT OF INTENTION; AN INTEGRATION: THE THEORY OF REASONED ACTION; PSYCHOGRAPHICS; CONCLUSION: ACTIONS SPEAK LOUDER THAN WORDS; 9 Behavioral Feedback and Product Life Cycle
- FEEDBACK: BEHAVIOR AS AN ANTECEDENT OF THE INTERNAL PROCESSESTHE PRODUCT LIFE CYCLE; CONCLUSION: FASHIONS; 10 The Social Context; EFFECTS OF THE SOCIAL CONTEXT; INDIVIDUAl DIFFERENCES RELEVANT TO THE SOCIAL CONTEXT; OPINION LEADERS; FAMILY MEMBER INTERACTIONS; CONCLUSION: WHO ARE YOU GOING TO LISTEN TO: THE TELEVISION OR YOUR MOTHER?; 11 The Cultural Context; EFFECT OF THE CULTURAL CONTEXT ON CONSUMERS; CONCLUSION: PSYCHOLOGICAL GEOGRAPHY; 12 Sales Interactions; CHARACTERISTICS OF EFFECTIVE SALESPERSONS; SIMILARITY BETWEEN SALESPERSON AND CONSUMER; INFLUENCE TECHNIQUES
- CONCLUSION: ""THE SALES EDGE""13 Applications to Nonprofit Settings; RELIGION; CRIMINAL JUSTICE; ENERGY CONSERVATION; POLITICAL CAMPAIGNS; CONCLUSION; Afterword; Glossary; References; Credits; Author Index; Subject Index
