Cover image for Consumer behavior analysis : (A) rational approach to consumer choice
Title:
Consumer behavior analysis : (A) rational approach to consumer choice
Author:
Hantula, Donald A.
ISBN:
9780415519205
Publication Information:
London : Routledge, 2013.
Physical Description:
ix, 255 pages : illustrations ; 25 cm.
General Note:
Formerly CIP.
Contents:
Machine generated contents note: 1.Introduction: The Analysis of Consumer Behavior / Donald A. Hantula -- pt. I Theoretical and Conceptual Issues in Consumer Behavior Analysis -- 2.Invitation to Consumer Behavior Analysis / Gordon R. Foxall -- 3.Implications of Motivating Operations for the Functional Analysis of Consumer Choice / Erik Amtzen -- 4.On the Evolutionary Bases of Consumer Reinforcement / Sarah Hong Xiao -- 5.Organizational Performance and Customer Value / Scott A. Herbst -- pt. II Empirical Research in Consumer Behavior Analysis -- 6.A Prompting Procedure for Increasing Sales in a Small Pet Store / Donald A. Hantula -- 7.Substitutability and Independence: Matching Analyses of Brands and Products / Jorge M. Oliveira-Castro -- 8.Consumer Brand Choice: Money Allocation as a Function of Brand Reinforcing Attributes / Victoria K. Wells -- 9.Market Segmentation From a Behavioral Perspective / John Pallister --

Contents note continued: 10.The Motivating Effect of Antecedent Stimuli on the Web Shop: A Conjoint Analysis of the Impact of Antecedent Stimuli at the Point of Online Purchase / Asle Fagerstmm -- 11.The Effects of a Point-of-Purchase Display on Relative Sales: An In-Store Experimental Evaluation / Gordon R. Foxall -- 12.In-Store Experimental Approach to Pricing and Consumer Behavior / Hugi Saevarsson -- 13.Trick or Treat? An Examination of Marketing Relationships in a Nondeceptive Counterfeit Market / Michael Nicholson -- 14.From Job Analysis to Performance Management: A Synergistic Rapprochement to Organizational Effectiveness / Kari L. McArthur -- 15.From Producers to Consumers: A Research Agenda for Consumer Behavior Analysis / Donald A. Flantula.
Abstract:
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.
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