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Consumer Behavior

Author(s): Wayne D. Hoyer | Deborah J. MacInnis | Rik Pieters

ISBN: 9789360537319

7th Edition

Copyright: 2018

India Release: 2024

₹825

Binding: Paperback

Pages: 548

Trim Size: 279 x 216 mm

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CONSUMER BEHAVIOR, 7E draws key concepts from marketing, psychology, sociology, and anthropology to present a strong foundation and highly practical focus on real-world applications for today’s global business environment. With this new edition, you examine the latest research and current business practices with extensive coverage of social media influences, increased consumer power, and emerging neuroscience findings. You also study controversies in consumer decision-making involving money, goals, emotions, charity, health, materialism, and sustainability. This edition increases its emphasis on social responsibility and ethics in marketing, scrutinizing both the dark side and constructive possibilities.

  • Newly Prominent Consumer Behavior Themes: Special attention given to hot topics such as financial decisions, obesity, privacy, social media marketing, and more.
  • Detailed Conceptual Models: Clear models provided in each chapter to help students understand key topics and their connections to other chapters.
  • Marketing Implication Sections: Application of consumer behavior concepts to marketing practice, including market segmentation, target selection, and international marketing.
  • Discussion Questions: End-of-chapter questions encourage students to apply concepts to real-world marketing situations for deeper understanding.
  • Thorough Updates: Highlights contemporary ideas and issues that influence consumer behavior, including materialism, self-control, pricing, social media, sustainability, and more.
  • Extensive Research: Citations to hundreds of academic studies, providing a solid foundation while introducing emerging trends and theories.
  • Ethics and Social Responsibility: Integrated coverage throughout the chapters, exploring the positive and negative aspects of marketing and consumer behavior.
  • Focus on Millennial Consumers: Examines the specific influences on decision-making for this group, including money management, work-life balance, ethics, and the environment.

Part I: AN INTRODUCTION TO CONSUMER BEHAVIOR

1. Understanding Consumer Behavior

Appendix: Developing Information about Consumer Behavior

Part II: THE PSYCHOLOGICAL CORE

2. Motivation, Ability, and Opportunity

3. From Exposure to Comprehension

4. Memory and Knowledge

5. Attitudes Based on High Effort

6. Attitudes Based on Low Effort

Part III: THE PROCESS OF MAKING DECISIONS

7. Problem Recognition and Information Search

8. Judgment and Decision Making Based on High Effort

9. Judgment and Decision Making Based on Low Effort

10. Post-Decision Processes

Part IV: THE CONSUMER’S CULTURE

11. Social Influences on Consumer Behavior

12. Consumer Diversity

13. Household and Social Class Influences

14. Psychographics: Values, Personality, and Lifestyles

Part V: CONSUMER BEHAVIOR OUTCOMES AND ISSUES

15. Innovations: Adoption, Resistance, Diffusion

16. Symbolic Consumer Behavior

17. Marketing, Ethics, and Social Responsibility in Today’s Consumer Society

 

Wayne D. Hoyer

Wayne D. Hoyer holds the James L. Bayless/William S. Farish Fund Chair for Free Enterprise and is Chairman of the Department of Marketing.

Deborah J. MacInnis

Deborah MacInnis is the Charles L. and Ramona I. Hilliard Professor of Business Administration and Professor of Marketing at USC’s Marshall School of Business.

Rik Pieters

Rik Pieters is Professor of Marketing in the Tilburg School of Economics and Management (TISEM) of Tilburg University, the Netherlands.

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