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Author: G. R. Foxall
Publisher:
ISBN:
Category : Business & Economics
Languages : en
Pages : 248
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Book Description
The purpose of the thesis is to assess the contribution of the experimental analysis of behaviour (EAB), which is closely associated with the work of B.F. Skinner, to the development of consumer psychology, an applied subdiscipline which is currently dominated by cognitive models of choice. Chapter 1 argues that the predominance of the cognitive model impedes the scientific progress of the psychology of consumer behaviour by inhibiting the development of alternative models. A proliferation of competing explanations is advocated for the clash of explanations which Feyerabend argues is a prerequisite of such progress. The EAB is advanced as a vehicle for the erosion of the dominating paradigm: it not only draws attention to the neglected environmental determinants of behaviour but also provides a philosophical standpoint from which to conduct a critique of the prevailing cognitivism. The EAB is described in detail in Chapter 2: its philosophical foundation is examined in terms of the radical epiphenomenalism upon which its mode of explanation rests, and an account of operant conditioning demonstrates the empirical basis of the paradigm. Skinner's ontological redefinition of behavioural science is outlined through a comparison of classical and operant conditioning. The critical significance of the EAB for consumer psychology is explained in Chapter 3. Attention is drawn to the EAB's emphasis on the critical evaluation of theoretical terms (unobservables); alternative sources of explanation, derived from a behaviourist perspective on choice, are presented; and the more direct route to knowledge provided by a theoretically-based experimental method is discussed. The EAB is itself subjected to criticism in Chapter 4 which examines its limited capacity to explain human behaviour in complex social situations. The verbal control of behaviour, the dualistic function of reinforcement (informational and hedonic), and the disparity between the closed setting of the operant chamber and the relatively open settings ln which purchase and consumption occur, are noted as undermining radical behaviourism's claim to embody a comprehensive explanation of behaviour. Chapter 5 is concerned with the development and evaluation of a model of consumer behaviour derived from the EAB, as reconstructed after the critical examination pursued in Chapter 4. The Behavioural Perspective Model seeks to explain patterns of purchase and consumption by the relative openness of the settings in which they take place, and the patterns of reinforcement which apparently control them. The model's contribution to consumer psychology is discussed ln terms of the relevance of its variables to the outcomes of published behaviour modification experiments concerned with environmental conservation. Chapter 6 summarises the argument and its implications.
Author: G. R. Foxall
Publisher:
ISBN:
Category : Business & Economics
Languages : en
Pages : 248
Get Book Here
Book Description
The purpose of the thesis is to assess the contribution of the experimental analysis of behaviour (EAB), which is closely associated with the work of B.F. Skinner, to the development of consumer psychology, an applied subdiscipline which is currently dominated by cognitive models of choice. Chapter 1 argues that the predominance of the cognitive model impedes the scientific progress of the psychology of consumer behaviour by inhibiting the development of alternative models. A proliferation of competing explanations is advocated for the clash of explanations which Feyerabend argues is a prerequisite of such progress. The EAB is advanced as a vehicle for the erosion of the dominating paradigm: it not only draws attention to the neglected environmental determinants of behaviour but also provides a philosophical standpoint from which to conduct a critique of the prevailing cognitivism. The EAB is described in detail in Chapter 2: its philosophical foundation is examined in terms of the radical epiphenomenalism upon which its mode of explanation rests, and an account of operant conditioning demonstrates the empirical basis of the paradigm. Skinner's ontological redefinition of behavioural science is outlined through a comparison of classical and operant conditioning. The critical significance of the EAB for consumer psychology is explained in Chapter 3. Attention is drawn to the EAB's emphasis on the critical evaluation of theoretical terms (unobservables); alternative sources of explanation, derived from a behaviourist perspective on choice, are presented; and the more direct route to knowledge provided by a theoretically-based experimental method is discussed. The EAB is itself subjected to criticism in Chapter 4 which examines its limited capacity to explain human behaviour in complex social situations. The verbal control of behaviour, the dualistic function of reinforcement (informational and hedonic), and the disparity between the closed setting of the operant chamber and the relatively open settings ln which purchase and consumption occur, are noted as undermining radical behaviourism's claim to embody a comprehensive explanation of behaviour. Chapter 5 is concerned with the development and evaluation of a model of consumer behaviour derived from the EAB, as reconstructed after the critical examination pursued in Chapter 4. The Behavioural Perspective Model seeks to explain patterns of purchase and consumption by the relative openness of the settings in which they take place, and the patterns of reinforcement which apparently control them. The model's contribution to consumer psychology is discussed ln terms of the relevance of its variables to the outcomes of published behaviour modification experiments concerned with environmental conservation. Chapter 6 summarises the argument and its implications.
Author: Gordon Foxall
Publisher: Routledge
ISBN: 1135238081
Category : Business & Economics
Languages : en
Pages : 370
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Book Description
Interpretive consumer research usually proceeds with a minimum of structure and preconceptions. This book presents a more structured approach than is usual, showing how a simple framework that embodies the rewards and costs associated with consumer choice can be used to interpret a wide range of consumer behaviours from everyday purchasing and saving, innovative choice, imitation, ‘green’ consumer behavior, to compulsive behaviors such as addictions (to shopping, to gambling, to alcohol and other drugs, etc). Foxall takes a qualitative approach to interpreting behavior, focusing on the epistemological problems that arise in such research and emphasizing the emotional as well as cognitive aspects of consumption. The author argues that consumer behaviour can be understood with the aid of a very simple model that proposes how the consequences of consumption impact consumers’ subsequent choices. The objective is to show that a basic model can be used to interpret consumer behaviour in general, not in isolation from the marketing influences that shape it, but as a course of human choice that is dynamically linked with managerial concerns.
Author: Richard L. Oliver
Publisher: Routledge
ISBN: 1317460227
Category : Business & Economics
Languages : en
Pages : 544
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Book Description
Designed for advanced MBA and doctoral courses in Consumer Behavior and Customer Satisfaction, this is the definitive text on the meaning, causes, and consequences of customer satisfaction. It covers every psychological aspect of satisfaction formation, and the contents are applicable to all consumables - product or service.Author Richard L. Oliver traces the history of consumer satisfaction from its earliest roots, and brings together the very latest thinking on the consequences of satisfying (or not satisfying) a firm's customers. He describes today's best practices in business, and broadens the determinants of satisfaction to include needs, quality, fairness, and regret ('what might have been').The book culminates in Oliver's detailed model of consumption processing and his satisfaction measurement scale. The text concludes with a section on the long-term effects of satisfaction, and why an understanding of satisfaction psychology is vitally important to top management.
Author: Michaela Wanke
Publisher: Psychology Press
ISBN: 1136642846
Category : Business & Economics
Languages : en
Pages : 407
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Book Description
This volume provides coverage of the latest social-psychological research into consumer behavior, including cognitive and affective processes, media influences, and self-regulation.
Author: Gordon R. Foxall
Publisher:
ISBN: 9780415196420
Category : Consumer behavior
Languages : en
Pages : 504
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Book Description
Author: Donald A. Hantula
Publisher: Routledge
ISBN: 1317850750
Category : Business & Economics
Languages : en
Pages : 305
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Book Description
Consumption is the primary economic activity in our post-industrial society. We are consumers, not producers. Consumer behavior analysis is leading heterodox marketing scholarship and innovative applied behavioral work, with much to offer both constituencies. This volume shows how consumer behavior analysis fits within a larger-scale approach to marketing, consumer psychology, behavior analysis and organizational behavior management. Describing both theoretical analyses and empirical studies including laboratory experiments in e-commerce, in-store experiments in grocery shopping, and an analysis of the counterfeit goods market, this book is a working example of translational research. It contains tools and studies to help understand contemporary consumer behavior, particularly for those in marketing. Scholars will appreciate the theory and real-world applications evident in each chapter when considering their own research direction. All students of marketing theory, behavior analysis and consumer choice will find this collection a thought-provoking tool for further understanding of a new behavioral approach to marketing strategy, consumer decisions and marketing firms. This book comprises articles originally published in the Journal of Organizational Behavior Management.
Author: Gordon Foxall
Publisher: Beard Books
ISBN: 1587982404
Category : Psychology
Languages : en
Pages : 246
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Book Description
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.
Author: Dominika Maison
Publisher: Springer
ISBN: 3030105709
Category : Business & Economics
Languages : en
Pages : 242
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Book Description
This book stresses the psychological perspective in explaining financial behavior. Traditionally, financial behaviors such as saving, spending, and investing have been explained using demographic and economic factors such as income and product pricing. The consequence of this way of thinking is that financial institutions view their clients mostly from the perspective of their income. By taking a psychological approach, this book stresses the perspective of consumers confronted with a quickly changing financial world: the changing of financial offers and products (savings, investments, loans), the changing of payment methods (from cash to cheques, cards and mobile payments), the accessibility and temptation of goods, and the changing of insurance and pension systems. The Psychology of Financial Consumer Behavior provides insight into the thought processes of consumers in a variety of financial topics. Coverage includes perceptions of wealth, the pleasure or pain of spending, cashless transactions, saving and investing, loans, planning for the future, taxes, and financial education. The book holds appeal for researchers, professionals, and students in economics, psychology, economic psychology, marketing and consumer science, or anyone interested in financial behaviors.
Author: George P. Moschis
Publisher: Springer
ISBN: 3030050084
Category : Business & Economics
Languages : en
Pages : 213
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Book Description
This book examines consumer behavior using the “life course” paradigm, a multidisciplinary framework for studying people's lives, structural contexts, and social change. It contributes to marketing research by providing new insights into the study of consumer behavior and illustrating how to apply the life course paradigm’s concepts and theoretical perspectives to study consumer topics in an innovative way. Although a growing number of marketing researchers, either implicitly or explicitly, subscribe to life course perspectives for studying a variety of consumer behaviors, their efforts have been limited due to a lack of theories and methods that would help them study consumers over the lifecycle. When studying consumers over their lifespan, researchers examine differences in the consumer behaviors of various age groups (e.g., children, baby boomers, elderly, etc.) or family life stages (e.g., bachelors, full nesters, empty nesters, etc.), inferring that consumer behavior changes over time or linking consumption behaviors to previous experiences and future expectations. Such efforts, however, have yet to benefit from an interdisciplinary research approach. This book fills this gap in consumer research by informing readers about the differences between some of the most commonly used models for studying consumers over their lifespan and the life course paradigm, and providing implications for research, public policy, and marketing practice. Presenting applications of the life course approach in such research topics as decision making, maladaptive behaviors (e.g., compulsive buying, binge eating), consumer well-being, and cognitive decline, this book is beneficial for students, scholars, professors, practitioners, and policy makers in consumer behavior, consumer research, consumer psychology, and marketing research.
Author: Curtis P. Haugtvedt
Publisher: Psychology Press
ISBN: 1136676201
Category : Psychology
Languages : en
Pages : 1784
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Book Description
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.
