Consumer Behaviour Second Edition Martin Evans Ahmad Jamal Gordon Foxall )WILEY A John Wiley and Sons, Ltd., Publication
PART 1 INDIVIDUAL ASPECTS OF CONSUMER BEHAVIOUR 1 CHAPTER 1 Consumer Motives and Values 3 Introduction 3 Motivation 6 Maslow's Hierarchy of Needs 11 Freudian Theory of Motivation 15 Jungian Motivation 22 Memetics 23 Cognitive Dissonance as Motivator 23 Motivation and Shopping / 24 Values 28 Motivation Research 31 Means-End Chain Analysis and Laddering 33 TNS Case Study - Understanding Consumer Needs - Racing Past the Barriers: The Success of the Apache Motorcycle in India 35 Summary 43 Questions 43 Further Reading 44 CHAPTER 2 Consumer Response to Marketing Actions: 1 Exposure, Attention, Perception 45 Introduction 45 Exposure 47 Attention 51 Perception and Interpretation 64 Symbolism in Perceptual Interpretation 86 Summary 87 Questions 87 Further Reading 88
VIII DETAILED CONTENTS CHAPTER 3 Consumer Response to Marketing Actions: 2 Learning and Attitudes 89 Introduction 89 Learning 90 Knowledge and Expertise 104 Attitudes 105 Summary 123 Questions 123 Further Reading 124 CHAPTER 4 Consumer Response to Marketing Actions: 3 Action, Post-Purchase Dissonance, Consumer Involvement 125 Introduction 125 Action 125 Post-Purchase 129 Involvement 141 TNS Case Study - Information Processing and Memory Limitations - So What Does the Scottish Executive Do Anyway? - Brand Development in Government Communications 150 Summary 151 Questions 152 Further Reading 153 CHAPTER 5 Consumer Demographics 154 Introduction. 154 Age and Generational Cohorts 156 Gender 170 Sexuality 180 Social Grade 183 Income 188 Summary 188 Questions 189 Further Reading 189 CHAPTER 6 Consumer Psychographics 190 Introduction 190 Lifestyle 191 Lifestyle, Values and Demand Mapping 196 Summary 224 Questions 224 Further Reading 227 D Smeesters and N Mandel (2006) Positive and Negative Media Image Effects on the Self. Journal of Consumer Research, Vol 32, pp 576-582 228
IX PART 2 SOCIAL AWD GROUP ASPECTS OF CONSUMER BEHAVIOUR 239 CHAPTER 7 Social Group, Tribal and Household Buying Influences 241 Introduction 241 Social Groups 242 Tribal, Virtual Groups and Postmodern Consumer Behaviour 253 Virtual Groups 260 Family Influences on Consumer Behaviour 266 Summary 281 Questions 282 Further Reading 282 CHAPTER8 Culture and Subculture 284 Introduction 284 Culture 285 Values 290 Cultural Differences and Similarities 291 Use of Humour 298 Spanning Cultures 298 Subcultures 300 TNS Case Study - The Apache Motorcycle Advertising Campaign in India 315 Summary 317 Questions 318 Further Reading 319 S McKechnie and C Tynan (2006) Social Meanings in Christmas Consumption: An Exploratory Study of UK Celebrants' Consumption Rituals. Journal of Consumer Behaviour, Vol 5, pp 130-144 320 PART 3 INTEGRATED APPROACHES TO CONSUMER BEHAVIOUR 337 CHAPTER 9 New Product Buying 339 Introduction 339 Foundation Theory 340 Adapters vs Innovators 349 Two- and Multi-Step Flows of Communications 352 Summary 366 Questions 367 Further Reading 367 CHAPTER 10 Repeat, Loyal and Relational Buying 369 Introduction 369 Repeat Purchasing Behaviour 370
Beyond Repeat Purchasing: Loyalty 374 Loyalty 381 TNS Case Study - A Marketing Research Model by TNS to Measure Loyalty 384 Beyond Loyalty: Relational Consumption 392 Summary 402 Questions 403 Further Reading 403 CHAPTER 11 Data-Based Consumer Behaviour 404 Introduction 404 Understanding Consumer Behaviour from Personalized Behavioural Data 405 Understanding Consumer Behaviour via Personalized Profile Data 416 Biographies and Individualism 428 Consumer Reaction to Individualized Consumer-Organization Interaction 429 Summary 432 Questions 433 Further Reading 433 CHAPTER 12 Consumer Misbehaviour 435 Introduction 435 Consumer Misbehaviour Typologies 437 Idealistic Rationale for Misbehaviour 440 Consumer Misbehaviour with Respect to Marketing Activities 445 Behaviour Balances 454 Summary 456 Questions 456 Further Reading 457 CHAPTER 13 Organizational Buying Behaviour 458 Introduction 458 Characteristics of Organizational Markets and Organizational Buying 460 The Decision-Making Process 463 Buying Classes and Phases 467 The Buying Centre: Roles and Complexity 470 Major Influences on Organizational Buying Behaviour 471 Summary 478 Questions 479 Further Reading 480 PA Norberg and D R Home (2007) Privacy Attitudes and Privacy-Related Behavior. Psychology & Marketing, Vol. 24(10): 829-847 481