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Author : Stavros A. Drakopoulos
Publisher :
ISBN 13 :
Total Pages : pages
Book Rating : 4.:/5 (181 download)
Download or read book The Implicit Psychology of the Rational Consumer written by Stavros A. Drakopoulos and published by . This book was released on 1989 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Stavros A. Drakopoulos
Publisher :
ISBN 13 :
Total Pages : 25 pages
Book Rating : 4.:/5 (753 download)
Download or read book The Implicit Psychology of the Theory of Rational Consumer written by Stavros A. Drakopoulos and published by . This book was released on 1989 with total page 25 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : John O'Shaughnessy
Publisher : Routledge
ISBN 13 : 1135978263
Total Pages : 284 pages
Book Rating : 4.1/5 (359 download)
Download or read book The Undermining of Beliefs in the Autonomy and Rationality of Consumers written by John O'Shaughnessy and published by Routledge. This book was released on 2007-11-08 with total page 284 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book examines modern consumption, focusing on concepts of autonomy and rationality. In recent years, conventional ideas of 'free will' have come under attack in the context of consumer choice and similarly, postmodernists have sabotaged the very notion of consumer rationality. O Shaughnessy and O'Shaughnessy adopt a moderating perspective, rev
Author : Moran Cerf
Publisher : MIT Press
ISBN 13 : 0262036592
Total Pages : 362 pages
Book Rating : 4.2/5 (62 download)
Download or read book Consumer Neuroscience written by Moran Cerf and published by MIT Press. This book was released on 2017-11-16 with total page 362 pages. Available in PDF, EPUB and Kindle. Book excerpt: A comprehensive introduction to using the tools and techniques of neuroscience to understand how consumers make decisions about purchasing goods and services. Contrary to the assumptions of economists, consumers are not always rational actors who make decisions in their own best interests. The new field of behavioral economics draws on the insights of psychology to study non-rational decision making. The newer field of consumer neuroscience draws on the findings, tools, and techniques of neuroscience to understand how consumers make judgments and decisions. This book is the first comprehensive treatment of consumer neuroscience, suitable for classroom use or as a reference for business and marketing practitioners. After an overview of the field, the text offers the background on the brain and physiological systems necessary for understanding how they work in the context of decision making and reviews the sensory and perceptual mechanisms that govern our perception and experience. Chapters by experts in the field investigate tools for studying the brain, including fMRI, EEG, eye-tracking, and biometrics, and their possible use in marketing. The book examines the relation of attention, memory, and emotion to consumer behavior; cognitive factors in decision making; and the brain's reward system. It describes how consumers develop implicit associations with a brand, perceptions of pricing, and how consumer neuroscience can encourage healthy behaviors. Finally, the book considers ethical issues raised by the application of neuroscience tools to marketing. Contributors Fabio Babiloni, Davide Baldo, David Brandt, Moran Cerf, Yuping Chen, Patrizia Cherubino, Kimberly Rose Clark, Maria Cordero-Merecuana, William A. Cunningham, Manuel Garcia-Garcia, Ming Hsu, Ana Iorga, Philip Kotler, Carl Marci, Hans Melo, Kai-Markus Müller, Brendan Murray, Ingrid L. C. Nieuwenhuis, Graham Page, Hirak Parikh, Dante M. Pirouz, Martin Reimann, Neal J. Roese, Irit Shapira-Lichter, Daniela Somarriba, Julia Trabulsi, Arianna Trettel, Giovanni Vecchiato, Thalia Vrantsidis, Sarah Walker
Author : Vladislav Tsekov
Publisher : GRIN Verlag
ISBN 13 : 3668827648
Total Pages : 14 pages
Book Rating : 4.6/5 (688 download)
Download or read book Which psychological processes are involved in intentional buying and how rational is the buyer? written by Vladislav Tsekov and published by GRIN Verlag. This book was released on 2018-11-02 with total page 14 pages. Available in PDF, EPUB and Kindle. Book excerpt: Essay from the year 2018 in the subject Psychology - Work, Business, Organisational and Economic Psychology, grade: A, University College London, language: English, abstract: Each day we face numerous decisions that determine the outcome of our life to a great extent. Whether we are rich or poor, happy or sad, good or bad - it all comes down to the decisions we make. It is therefore logical to assume that human beings have evolved to be experts in decision making. For decades, Economists, Psychologists and Philosophers have struggled to answer this question by conceptualizing the way people make decision and by coming up with models that explain judgment and decision making. Over the last few centuries, models of rationality have been constantly changing and evolving. In 1654, Blaise Pascal and Pierre Fermat had a prolonged discussion about human rationale in gambling scenarios, giving birth to the rational choice theory. Its main assumption is that humans take into consideration every available information, cost and benefit associated with a decision and proceed to select the best choice amongst all available alternatives - the one that maximizes Expected Utility. This model, however, is inherently flawed, as it ignores elements such as cognitive biases and mental shortcuts (also known as heuristics) that could lead to deviations from the assumption of perfectly rational decisions. In response to the limitations of the rational choice theory, Herbert Simon proposed the notion of bounded rationality to compensate for flaws in human thinking and to take into consideration environmental constraints when making a decision. Bounded rationality suggests that humans act as satisficers rather than maximizers, aimed at finding a decision that is good enough, taken the amount of information and time that were available for making the decision. This framework applies to any decision making process – including consumer behaviour. Therefore, this essay will argue that consumers are not perfectly rational agents, aimed at maximizing expected utility with each transaction. Rather, humans have inherent limitations to their information processing abilities leading to the development of cognitive biases and heuristics, which help them make decision faster and more efficient. This ability, however, comes at the cost of making suboptimal decision. To illustrate the point and to compare and contrast both models of rationality, we will use a practical example of a car purchase throughout the essay.
Author : Dan Ariely
Publisher : Harper Collins
ISBN 13 : 006135323X
Total Pages : 310 pages
Book Rating : 4.0/5 (613 download)
Download or read book Predictably Irrational written by Dan Ariely and published by Harper Collins. This book was released on 2008-02 with total page 310 pages. Available in PDF, EPUB and Kindle. Book excerpt: Intelligent, lively, humorous, and thoroughly engaging, "The Predictably Irrational" explains why people often make bad decisions and what can be done about it.
Author : Jacob Jacoby
Publisher :
ISBN 13 :
Total Pages : 0 pages
Book Rating : 4.:/5 (137 download)
Download or read book Is it Rational to Assume Consumer Rationality? Some Consumer Psychological Perspectives on Rational Choice Theory written by Jacob Jacoby and published by . This book was released on 2008 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Law-and-economics, an influential perspective among some in law (and possibly a few in economics), seeks to apply the basic assumption of economics? that people are rational maximizers (i.e., will try to get the most out of what they have)? to law. Rational Choice Theory provides the conceptual core of Law-and-economics. After briefly discussing the intellectual heritage of Rational Choice Theory, we address three things. Operating from a consumer psychological perspective, first we examine fundamental assumptions underlying Rational Choice Theory and conclude that many either are, or approach being, untenable. Next, we comment upon arguments raised by Judge Richard Posner (one of the leading proponents of this theory) in defense and elucidation of Rational Choice Theory. We conclude by offering some suggestions which, if adopted, we believe will advance the empirical assessment of Rational Choice Theory.
Author : Curtis P. Haugtvedt
Publisher : Psychology Press
ISBN 13 : 1136676201
Total Pages : 1892 pages
Book Rating : 4.1/5 (366 download)
Download or read book Handbook of Consumer Psychology written by Curtis P. Haugtvedt and published by Psychology Press. This book was released on 2018-12-07 with total page 1892 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Author : Michaela Wanke
Publisher : Psychology Press
ISBN 13 : 1136642846
Total Pages : 407 pages
Book Rating : 4.1/5 (366 download)
Download or read book Social Psychology of Consumer Behavior written by Michaela Wanke and published by Psychology Press. This book was released on 2008-12-16 with total page 407 pages. Available in PDF, EPUB and Kindle. Book excerpt: This volume provides coverage of the latest social-psychological research into consumer behavior, including cognitive and affective processes, media influences, and self-regulation.
Author : Robert Ernest Hall
Publisher : MIT Press
ISBN 13 : 9780262081979
Total Pages : 212 pages
Book Rating : 4.0/5 (819 download)
Download or read book The Rational Consumer written by Robert Ernest Hall and published by MIT Press. This book was released on 1990 with total page 212 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Rational Consumer brings together eight articles that represent key points in the development of Robert Hall's ideas on consumption over the past two decades. Since the late 1960s, Robert Hall's research has had a significant impact on the macroeconomic study of consumer behavior. The Rational Consumer brings together eight articles that represent key points in the development of Hall's ideas on consumption over the past two decades. In his introduction, Hall puts this work into perspective, tying together his ideas and pointing to how consumer behavior should work in the future given what he has discovered.Working within the standard intertemporal models of consumption - the overlapping generations model and the infinite lifetime model - Hall's contributions to methodology have been especially important. Particularly noteworthy was his challenge to the prevalent model in which current consumption was seen as deriving from expected future income. Hall argued that consumption was, instead, based upon the actual present discounted value of future income.ContentsIntroduction - The Allocation of Wealth among the Generations of a Family that Lasts Forever - A Theory of Inheritance - The Dynamic Effects of Fiscal Policy in an Economy with Foresight - Consumption Taxes versus Income Taxes: Implications for Economic Growth - Stochastic Implications of the Life Cycle-Permanent Income Hypothesis: Theory and Evidence - The Sensitivity of Consumption to Transitory Income: Estimates from Panel Data on Households (with Frederic S. Mishkin) - Intertemporal Substitution in Consumption - Survey of Research on the Random Walk of Consumption - The Role of Consumption in Economic Fluctuations
Author : Max Mittelstaedt
Publisher :
ISBN 13 :
Total Pages : 226 pages
Book Rating : 4.6/5 (384 download)
Download or read book Consumer Psychology and Consumer Behavior written by Max Mittelstaedt and published by . This book was released on 2020-04-20 with total page 226 pages. Available in PDF, EPUB and Kindle. Book excerpt: You no longer have to read boring, complicated textbooks or badly written E-Books to learn about business psychology and consumer behavior. In this book, everything you need to know about behavioral psychology, among other similar topics, is summarized in 220 pages without sacrificing important content. The success or failure of the company is largely decided by a customer's purchase decision. Those who know what to look out for in terms of human psychology and behavior is in a clear position to better understand the consumer's decision-making process. The psychology of perception and advertising deals with the human errors of perception and explains how products and advertisements should be designed. Marketing Psychology looks at the errors of thought that the customer makes when making a purchase decision. After all, a purchase decision is less rational than you think. Those who succeed in applying consumer psychology can have a direct influence on the customer's buying decision. Recognize the mistakes you make in your personal decisions. In this book, you will find all the topics you need to know about business psychology: ▶️ Psychology of Advertising ▶️ Basics of Critical Thinking ▶️ Marketing Psychology ▶️ Buyer Psychology ▶️ Psychology of Decision Making ▶️ Behavioral Marketing ▶️ Pricing Psychology The book is already very successful in Germany and was ranked among the Top 100 Marketing books as well as the Top 20 in Market Research books. The book has: ✔️ Simple and comprehensive Business Psychology explanations ✔️ Over 75 illustrations and examples of advertisements ✔️ Case studies, tips and summaries ✔️ More than 90 scientific Sources ✔️ Suitable levels for beginners and advanced users Start now with a perfect introduction to the world of business psychology. Understand your decisions and apply the knowledge to improve your mental processes. Buy the book and benefit from the latest scientific findings in behavioral psychology.
Author : Brian Mullen
Publisher : Psychology Press
ISBN 13 : 1134932820
Total Pages : 231 pages
Book Rating : 4.1/5 (349 download)
Download or read book The Psychology of Consumer Behavior written by Brian Mullen and published by Psychology Press. This book was released on 2013-06-17 with total page 231 pages. Available in PDF, EPUB and Kindle. Book excerpt: After years of study in the area of consumer behavior, Mullen and Johnson bring together a broad survey of small answers to a big question: "Why do consumers do what they do?" This book provides an expansive, accessible presentation of current psychological theory and research as it illuminates fundamental issues regarding the psychology of consumer behavior. The authors hypothesize that an improved understanding of consumer behavior could be employed to more successfully influence consumers' use of products, goods, and services. At the same time, an improved understanding of consumer behavior might be used to serve as an advocate for consumers in their interactions in the marketplace.
Author : Arjun Chaudhuri
Publisher : Routledge
ISBN 13 : 075067976X
Total Pages : 184 pages
Book Rating : 4.7/5 (56 download)
Download or read book Emotion and Reason in Consumer Behavior written by Arjun Chaudhuri and published by Routledge. This book was released on 2006 with total page 184 pages. Available in PDF, EPUB and Kindle. Book excerpt: Publisher Description
Author : Gordon Foxall
Publisher : Routledge
ISBN 13 : 1317677382
Total Pages : 302 pages
Book Rating : 4.3/5 (176 download)
Download or read book Context and Cognition in Consumer Psychology written by Gordon Foxall and published by Routledge. This book was released on 2017-10-16 with total page 302 pages. Available in PDF, EPUB and Kindle. Book excerpt: Context and Cognition in Consumer Psychology is concerned with the psychological explanation of consumer choice. It pays particular attention to the roles of perception and emotion in accounting for consumers’ actions and their interaction with the desires and beliefs in terms of which consumer choice is frequently analyzed. In this engaging book, Gordon Foxall extends and elaborates his theory of consumer action, based on the philosophical strategy of Intentional Behaviorism. In doing so, he introduces the concept of contingency-representation to explore the ways in which consumers mentally represent the consequences of past decisions and the likely outcomes of present consumption. The emphasis is on action rather than behavior and the manner in which the intentional consumer-situation, as the immediate precursor of consumer choice, can be reconstructed in order to explain consumer actions in the absence of the environmental stimuli required by behaviorist psychology. The result is a novel reaffirmation of the role of cognition in the determination of consumer choice. Besides the concept of contingency-representation which the author introduces, the analysis draws upon psychoanalytic concepts, theories of cognitive structure and processing, and the philosophy of perception to generate a stimulating synthesis for consumer research. The book will be of interest to students and researchers in consumer behavior and economic psychology and to all who seek a deeper interdisciplinary understanding of the contextual and cognitive interactions that guide choice in the market place.
Author : Frank R. Kardes
Publisher : Psychology Press
ISBN 13 : 113560181X
Total Pages : 415 pages
Book Rating : 4.1/5 (356 download)
Download or read book Applying Social Cognition to Consumer-Focused Strategy written by Frank R. Kardes and published by Psychology Press. This book was released on 2006-04-21 with total page 415 pages. Available in PDF, EPUB and Kindle. Book excerpt: Applying Social Cognition to Consumer-Focused Strategy, a book in the Advertising and Consumer Psychology series sponsored by the Society for Consumer Psychology, focuses on the most important recent developments at the interface of social cognition and marketing, and develops integrative theoretical frameworks with rich practical implications. More specifically, the chapters offer a novel and thought-provoking perspective on consumer-focused strategy--or the effects of marketing stimuli and activities on an integrated system of consumer processes and responses. Divided into four parts, this book: *offers new perspectives on consumer information processing, selective or one sided information processing, and attribution theory; *discusses how asking questions in focus groups, surveys, and experiments leads consumers to create opinions that would not have occurred to them otherwise; *advances a new approach for modeling uncertainty and a new framework for thinking about uncertainty; *summarizes recent developments concerning the Implicit Association Test and their implications for branding strategy; *develops a new approach for analyzing the effects of intention on behavior and unplanned purchase behaviors; *discusses the devaluation effect and shows both how implementation intentions can be used to increase new product consumption and also how promotion versus prevention regulatory focus influences consumer preferences; and *focuses on consumer information processing and persuasion. The text is intended for advanced graduate students, academics, and practitioners who embrace cutting-edge paradigms and methodologies in social-cognitive consumer research.
Author : Cait Lamberton
Publisher : Cambridge University Press
ISBN 13 : 1009243942
Total Pages : 873 pages
Book Rating : 4.0/5 (92 download)
Download or read book The Cambridge Handbook of Consumer Psychology written by Cait Lamberton and published by Cambridge University Press. This book was released on 2023-04-06 with total page 873 pages. Available in PDF, EPUB and Kindle. Book excerpt: In the last two years, consumers have experienced massive changes in consumption – whether due to shifts in habits; the changing information landscape; challenges to their identity, or new economic experiences of scarcity or abundance. What can we expect from these experiences? How are the world's leading thinkers applying both foundational knowledge and novel insights as we seek to understand consumer psychology in a constantly changing landscape? And how can informed readers both contribute to and evaluate our knowledge? This handbook offers a critical overview of both fundamental topics in consumer psychology and those that are of prominence in the contemporary marketplace, beginning with an examination of individual psychology and broadening to topics related to wider cultural and marketplace systems. The Cambridge Handbook of Consumer Psychology, 2nd edition, will act as a valuable guide for teachers and graduate and undergraduate students in psychology, marketing, management, economics, sociology, and anthropology.
Author : Richard Bagozzi
Publisher : McGraw-Hill Education (UK)
ISBN 13 : 0335230563
Total Pages : 238 pages
Book Rating : 4.3/5 (352 download)
Download or read book The Social Psychology of Consumer Behaviour written by Richard Bagozzi and published by McGraw-Hill Education (UK). This book was released on 2002-08-16 with total page 238 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
