Author: Debora Bettiga
Publisher: Frontiers Media SA
ISBN: 2832519571
Category : Science
Languages : en
Pages : 139

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Author: Arjun Chaudhuri
Publisher: Routledge
ISBN: 075067976X
Category : Business & Economics
Languages : en
Pages : 184

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Author: Soares, Ana Maria
Publisher: IGI Global
ISBN: 1799822222
Category : Business & Economics
Languages : en
Pages : 424

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Book Description
Unprecedented changes in consumer shopping habits pose major challenges for retailers who need to consider the multidimensional nature of shopping in order to design and provide engaging consumer experiences. The intersection between in-store and online shopping is also fundamental to meet the fast-changing consumer behavior. Comprehending how environmental and sensory dimensions, leisure, entertainment, and social interactions influence shopper emotions may enhance the shopping experience. Emotional, Sensory, and Social Dimensions of Consumer Buying Behavior is an essential reference source that discusses methods for enhancing the shopping experience in an era of competition among shopping offline- and online-destinations, as well as predicting emerging changes in consumer behavior and shopping destinations and new technologies in retailing. Featuring research on topics such as consumer dynamics, experimental marketing, and retail technology, this book is ideally designed for retail managers, designers, advertisers, marketers, customer service representatives, merchandisers, industry professionals, academicians, researchers, students, and practitioners.

Author: Isabella Soscia
Publisher: Edward Elgar Publishing
ISBN: 0857937979
Category : Business & Economics
Languages : en
Pages : 151

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ÔA structured, scientific approach to the study of emotional responses that is of interest to both managers and consumers. For marketing managers, this book proposes a simple method to understand how individual emotions, such as guilt or happiness, influence specific post-purchase behaviors. For consumers, it illustrates the broader implications of emotions that are routinely experienced while choosing, buying, and consuming products and services. Overall, the author deals with the elusive, complex, but highly fascinating subject of emotions and consumer behaviour in a lucid and coherent manner.Õ Ð Simona Botti, London Business School, UK ÔLiterally and metaphorically, this long-overdue book is full of emotions. While illustrating the role and implications of human emotions on consumption behaviour, the author does it passionately. She comments on the evidence that consumers desire much more than functional utility and material possession of goods. Positive, negative, and mixed emotions are better predictors of the way consumers elaborate meanings of their possessions as well as sounder explanations of the way consumption is used in order to navigate social relations.Õ Ð Luca M. Visconti, ESCP Europe, France This stimulating book scrutinizes how emotions function in consumers, from both a psychological and a managerial perspective. It demonstrates how gratitude, happiness, guilt, anger, pride and sadness determine different post-consumption behaviours such as positive and negative word of mouth, repurchase intention and complaint behaviour. The emotional side of consumption seems to play an essential role in explaining choices made and actions taken by consumers. The book explores the cognitive antecedents and the action tendencies of happiness and unhappiness and social emotions such as guilt and pride, anger and gratitude are analysed. The will equip managers with conceptual tools and managerial guidance either to prevent certain emotions from arising in consumers or to generate desired emotions in consumers and so inhibit or promote appropriate actions. Using empirical examples, Isabella Soscia demonstrates that different emotions predict specific different types of post-consumption behaviours and that cognitive antecedents specified in the psychology literature elicit them. Emotions and Consumption Behaviour will prove invaluable for consumer behaviour scholars and marketing scholars. Students will find the examples and short case-study descriptions that clarify the theoretical content illuminating. As each of the emotions analysed has different managerial implications, marketing managers, brand and product managers as well as advertising managers will find that this book helps them to design marketing strategy.

Author: Richard Bagozzi
Publisher: McGraw-Hill Education (UK)
ISBN: 0335230563
Category : Psychology
Languages : en
Pages : 238

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How do consumers process information? How do they make choices and decisions? How are decisions translated into actions of consumption? How can marketing influence and respond to consumers? The Social Psychology of Consumer Behaviour illuminates an area of intense academic and wider interest, bringing together research and practical insights into how theories in social psychology can be applied to consumer behaviour. Core themes include information processing and social cognition, communication processes, attitude models, emotion, social identity theory, and action theory. Within each of the major areas of social psychology, a historical perspective is provided, current knowledge reviewed, theories and findings critiqued, and directions for future research appraised. The Social Psychology of Consumer Behaviour provides a deeper perspective than standard texts which tend to be either atheoretical, overly encyclopedic, or outdated. It considers why consumers buy what they do, and how they go about making individual and group decisions concerning consumption. The result is essential reading for students, researchers and practitioners in psychology and marketing, as well as for those in related fields such as public policy, public health, health psychology, political science and sociology.

Author: Johnny Ch LOK
Publisher:
ISBN:
Category :
Languages : en
Pages : 59

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Consumer behavior refers to the behavior that consumers display in searching for purchasing , using , evaluating and disposing of products and services that who expect will satisfy their needs and it's behaviors that are directly involved in the action of obtaining, consuming and spending products or services, including the decision processes that precede and follow these actions.It seems ethnographic research can helps the marketer to understand how consumer think, feel and select from alternative like products, brands and the like and how the consumers' buying behaviors are influenced by their environment, the reference group, family and salespersons. Consumer buying behavior includes that: Attitude itself is a learning experience and can lead to a change in attitude before buyers enter the buying process. Thus, attitude don't automatically guarantee all types of behavior. Attitudes based on behavioral learning follow beliefs, behaviors and effect sequence. A consumer who is high involved with a product or service category and who perceives a high level of product or service differentiation between alternatives with follow the cognitive hierarchy ( belief affect behavior). From the ethnographic research marketers perspective the sequence of attitude formation is from a communication point of views from a strategic point of view, such as it has proved useful in specifying the different elements that work to influence buyers' evaluations of attitude, product or services may be composed of attributes or qualities, some of which may be more important than others to particular people. So consumer's individual decision is to act on whose attitudes is affected by other factors, such as whether it is felt other factors, such as whether it is felt that buying a product or service would be met with approval by friends and family. According to this approach, ethnographic research marketers must concentrate an assessing the characteristics of the environment, such as the physical surroundings and product or service placement, that influence members of that target market. Such as point of purchase ( such as selling the sport shoe brand's some sample of design style shoes ) are particularly useful in predicting to find reasons why individual consumer choose to buy these styles. Hence, I recommend ethnographic research marketers can focus on measuring consumers' effective emotion response to products or services and develop offering that elicit appropriate subjective reactions and employ effective symbolism to predict how the different brand products to be designed which kind of style, to be used what kinds of colors and what kinds of materials to be produced. To decide which is the most acceptance to satisfy consumers' taste. Such as the above sport shoe brand company case showed that it attempted to use ethnographic method to research whether what the external or internal factors are influenced to the footwear brand Dr martens' other consumers to choose the Nike or Baseball brands sport shoes to buy. It discovered that what youth people whose daily wearing clothing colors, designs and materials external factors which can influence them to choose to buy which kinds of design styles, colors and materials made of sport shoes to buy. It seems famous brands of sport shoes and cheaper price and durability internal factors are not the important factors to influence them to choose to buy these brands. Otherwise, the youth people whose wearing clothing colors, design styles and material made external factors can influence their feeling to choose the most adaptable style of sport shoes to be accepted to adapt to accept to their wearing clothing fashion.

Author: Avinash Kapoor
Publisher: Business Expert Press
ISBN: 1606496476
Category : Business & Economics
Languages : en
Pages : 119

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Book Description
Emotions can organize cognitive processes or disorganize them, be active or passive, lead to adaptation, or maladaptation. Consumers may be conscious of their emotions or may be motivated by unconscious emotions. The emotions in combined form with different intensities have an adaptive significance in consumers’ life. Further, the challenges that marketers and researchers face in today’s global markets are to understand the expression of the emotions or consumer emotional experience. The purpose of this book is to emphasize the value of emotions and explore mental behavioral and emotional dimensions that affect consumers of all age groups, societies, and cultures. This book is an excellent reference for students, executives, marketers, researchers, and trainers. It includes the different elements of emotion, evidence of how emotions govern and organize consumer life, and emotion and individual functioning, including psychological disorders and well being.

Author: Cathrine V. Jansson-Boyd
Publisher: Taylor & Francis
ISBN: 131753994X
Category : Business & Economics
Languages : en
Pages : 749

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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.

Author: Giovanni Mattia
Publisher: Springer Nature
ISBN: 3030659232
Category : Business & Economics
Languages : en
Pages : 99

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Book Description
Consumers’ beliefs and attitudes towards online sales significantly influence buying behavior on the internet. However, the impact of these thoughts and beliefs on the decision to make an online purchase is not direct. It can be moderated by the emotions experienced while browsing an e-commerce website. Impulse buying in particular is influenced by a number of factors, for example how stimulating the e-shopping platform is, and how easy it is to click on the cart a certain product, for instance a smartphone. But what happens after an online impulse buy is made? Often the customer can regret the purchase and in the throes of anxiety, look for reasons to justify the choices made. Consumer behaviour scholars and pyschologists call this phenomenon cognitive dissonance, and certain individuals are more sensitive than others in developing this than others. This book offers a deep investigation around online impulse buying and subsequent cognitive dissonance. Specifically, the authors present a research case study of a group of millenials who are shopping for smartphones to study whether an initial positive state can reduce the onset of cognitive dissonance in consumers. Based on substantial research and a sample of 212 impulsive millennial buyers, the book provides a comprehensive, but simple and synthetic framework of impulse buying, cognitive dissonance and positive affect state, highlighting their relationships.

Author: Flemming Hansen
Publisher: Copenhagen Business School Press DK
ISBN: 9788763001984
Category : Business & Economics
Languages : en
Pages : 474

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"Emotions, Advertising and Consumer Choice focuses on recent neurological and psychological insights - originating from brain scanning or neurological experiments - on basic emotional processes in the brain and their role in controlling human behaviour. These insights are translated by the authors to cover the behaviour of ordinary individuals in everyday life. The book looks at these developments in the light of traditional cognitive theories of consumer choice and it discusses the implications for advertising and other communication testing."--Jacket.