Consumer Behavior Buying Having Being 13th Edition by Michael Solomon 0135225698 9780135225691

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ISBN 10: 0135225698

ISBN 13: 9780135225691

Author: Michael Solomon

Consumer Behavior: Buying, Having, Being (Pearson+)

Consumer Behavior Buying Having Being 13th Table of contents:

Section 1 Foundations of Consumer Behavior

1 Buying, Having, and Being: An Introduction to Consumer Behavior

Chapter Objectives

Consumer Behavior: People in the Marketplace

What Is Consumer Behavior?

Consumer Behavior Is a Process

Consumers’ Impact on Marketing Strategy

Consumers Are Different! How We Divide Them Up

User-Generated Content (UGC)

Marketing’s Impact on Consumers

Popular Culture Is Marketing Is Popular Culture . . .

All the World’s a Stage

What Does It Mean to Consume?

The Global “Always-On” Consumer

The Digital Native: Living a Social [Media] Life

Consumer Behavior as a Field of Study

Where Do We Find Consumer Researchers?

Interdisciplinary Influences on the Study of Consumer Behavior

Two Perspectives on Consumer Research

Consumer Trends: Keep Ahead to Keep Up

Taking It from Here: The Plan of the Book

Chapter Summary

Key Terms

Review

Consumer Behavior Challenge

Discuss

Apply

Notes

2 Consumer Well-Being

Chapter Objectives

Business Ethics and Consumer Rights

Needs and Wants: Do Marketers Manipulate Consumers?

Do Marketers Create Artificial Needs?

A Response.

Is Marketing Necessary?

A Response.

Do Marketers Promise Miracles?

A Response.

Consumers’ Rights and Product Satisfaction

Market Regulation

Consumerism

Corporate Social Responsibility (CSR)

Transformative Consumer Research

Social Marketing

Major Policy Issues Relevant to Consumer Behavior

Data Privacy and Identity Theft

Market Access

Disabilities

Food Deserts

Literacy

Sustainability and Environmental Stewardship

The Dark Side of Consumer Behavior

Consumer Terrorism

Addictive Consumption

Compulsive Consumption

Consumed Consumers

Illegal Acquisition and Product Use

Consumer Theft and Fraud

Anticonsumption

Chapter Summary

Key Terms

Review

Consumer Behavior Challenge

Discuss

Apply

Notes

Background

Your Goal

The Data

Task 1: Correct the Table:

Task 2: Making Inferences about Athletic Shoe Buyers

Task 3: Estimating the Value of the Shoe Buying Segments

Discussion and Debate

Section 2 Internal Influences on Consumer Behavior

3 Perception

Chapter Objectives

Sensation

Sensory Marketing

Vision

Dollars and Scents

Sound

Touch

Taste

Augmented and Virtual Reality

The Stages of Perception

Stage 1: Exposure

Sensory Thresholds

Subliminal Perception

Stage 2: Attention

Multitasking

Personal Selection Factors

Stage 3: Interpretation

Stimulus Organization

Semiotics: The Meaning of Meaning

What’s Your Emoji?

Hyperreality

Perceptual Positioning

Chapter Summary

Key Terms

Review

Consumer Behavior Challenge

Discuss

Apply

Notes

4 Learning and Memory

Chapter Objectives

How Do We Learn?

Behavioral Learning Theories

Classical Conditioning

Stimulus Generalization

Stimulus Discrimination

Marketing Applications of Classical Conditioning Principles

Marketing Applications of Repetition

Marketing Applications of Conditioned Product Associations

Marketing Applications of Stimulus Generalization

Instrumental Conditioning

Marketing Applications of Instrumental Conditioning Principles

Gamification: The New Frontier for Learning Applications

Cognitive Learning Theory

Observational Learning

Is Learning Conscious or Not?

Marketing Applications of Cognitive Learning Principles

How Do We Learn to Be Consumers?

Parents’ Influence

Television and the Internet: Electronic Babysitters

Cognitive Development

Message Comprehension

Memory

How Our Brains Encode Information

Sensory Memory

Short-Term Memory

Long-Term Memory

How Our Memories Store Information

Associative Networks

How We Retrieve Memories When We Decide What to Buy

What Makes Us Forget?

State-Dependent Retrieval

Familiarity and Recall

Salience and Recall

The Viewing Context

Pictorial Versus Verbal Cues

How We Measure Consumers’ Recall of Marketing Messages

Recognition versus Recall

Problems with Memory Measures

Memory Lapses

Bittersweet Memories: The Marketing Power of Nostalgia

Key Terms

Review

Consumer Behavior Challenge

Discuss

Apply

Notes

5 Motivation and Affect

Chapter Objectives

The Motivation Process: Why Ask Why?

Motivational Strength

Drive Theory

Expectancy Theory

Motivational Direction

Needs versus Wants

Motivational Conflicts

Approach–Approach Conflict

Approach-Avoidance Conflict

Avoidance-Avoidance Conflict

How We Classify Consumer Needs

Murray’s Psychogenic Needs

Specific Needs and Buying Behavior

Maslow’s Hierarchy of Needs

Affect

Types of Affective Responses

Mood Congruency

Positive Affect

Happiness

Negative Affect

Disgust

Envy

Guilt

Embarrassment

How Social Media Tap into Our Emotions

Consumer Involvement

Types of Involvement

Product Involvement

Strategies to Increase Product Involvement

Message Involvement

Strategies to Increase Message Involvement

Situational Involvement

Strategies to Increase Situational Involvement

Chapter Summary

Key Terms

Review

Consumer Behavior Challenge

Discuss

Apply

Notes

6 The Self: Mind, Gender, and Body

Chapter Objectives

The Self

Does the Self Exist?

Self-Concept

Self-Esteem

Real and Ideal Selves

Fantasy: Bridging the Gap Between the Selves

Multiple Selves

The Looking-Glass Self

Self-Consciousness

Are We What We Buy?

The Extended Self

Embodied Cognition

Wearable Computing

Gender Identity

Sex Role Socialization

Gender Identity versus Sexual Identity

Sex-Typed Products

Female Sex Roles

Male Sex Roles

Androgyny

Lesbian, Gay, Bisexual, and Transgender (LGBT) Consumers

The Body as Product

Ideals of Beauty

Is Beauty Universal?

Ideals of Female Beauty Evolve over Time

The Western Ideal of Female Beauty

What Is Today’s Ideal of Female Beauty?

Fattism and Body Positivity

Ideals of Male Beauty

Body Decoration and Mutilation

Body Anxiety

Cosmetic Surgery

Tattoos

Body Piercing

Chapter Summary

Key Terms

Review

Consumer Behavior Challenge

Discuss

Apply

Notes

7 Personality, Lifestyles, and Values

Chapter Objectives

Personality

Consumer Behavior on the Couch: Freudian Theory

Freudian Systems

“Sometimes a Cigar Is Just a Cigar”: Products as Sexual Symbols

Motivational Research

Neo-Freudian Theories

Karen Horney

Carl Jung

Trait Theory

The Big Five Personality Traits

Problems with Trait Theory in Consumer Research

Brand Personality

Lifestyles and Consumer Identity

Product Complementarity and Co-Branding Strategies

Psychographics

Values

Core Values

The Value of Materialism: Are You What You Own?

How Do Values Link to Consumer Behavior?

The Rokeach Value Survey

The List of Values (LOV)

The Means–End Chain Model

Syndicated Surveys

Chapter Summary

Key Terms

Review

Consumer Behavior Challenge

Discuss

Apply

Notes

Section 3 Choosing and Using Products

8 Attitudes and Persuasive Communications

Chapter Objectives

The Power of Attitudes

The ABC Model of Attitudes

Hierarchies of Effects

The High-Involvement Hierarchy:

The Low-Involvement Hierarchy:

The Experiential Hierarchy:

How Do We Form Attitudes?

Attitude Models

Multiattribute Attitude Models

Marketing Applications of the Multiattribute Model

Capitalize on Relative Advantage.

Do Attitudes Predict Behavior?

Intentions Versus Behavior

Obstacles to Predicting Behavior in the Theory of Reasoned Action

Persuasion: How Do Marketers Change Attitudes?

Decisions, Decisions: Tactical Communications Options

The Elements of Communication

An Updated View: Interactive Communications

The Source

Source Credibility

Source Attractiveness: “What Is Beautiful Is Good”

Star Power: Celebrities As Communications Sources

Nonhuman Endorsers

The Message

Should We Use Pictures or Words?

Should We Repeat the Message?

How Do We Structure the Argument?

Should We Compare Our Product to Our Competitors’?

New Message Formats: The Social Media Revolution

Reality Engineering

Product Placement

Advergaming

Types of Message Appeals

Emotional Versus Rational Appeals

Sex Appeals

Humor Appeals

Fear Appeals

The Message as Art Form: Metaphors Be with You

The Source Versus the Message: Do We Sell the Steak or the Sizzle?

The Central Route to Persuasion

The Peripheral Route to Persuasion

Chapter Summary

Key Terms

Review

Consumer Behavior Challenge

Discuss

Apply

Notes

9 Decision Making

Chapter Objectives

What’s Your Problem?

Hyperchoice: Too Much of a Good Thing!

Self-Regulation

Cognitive Decision Making

Steps in the Cognitive Decision-Making Process

Step 1: Problem Recognition

Step 2: Information Search

Step 3: Evaluate Alternatives

Step 4: Product Choice

Step 5: Postpurchase Evaluation

Neuromarketing

Online Decision Making

How Do We Put Products into Categories?

Strategic Implications of Product Categorization

Position a Product.

Identify Competitors.

Create an Exemplar Product.

Locate Products in a Store.

Evaluative Criteria

The Power of Authenticity

Decision Rules

Habitual Decision Making

Heuristics: Mental Shortcuts

Covariation

Country of Origin

Familiar Brand Names

Higher Prices

AI: Who’s Calling the Shots?

Priming and Nudging

Chapter Summary

Key Terms

Review

Consumer Behavior Challenge

Discuss

Apply

Notes

10 Buying, Using, and Disposing

Chapter Objectives

Situational Effects on Consumer Behavior

The Consumption Situation

Temporal Factors

The Shopping Experience

Mood

When the Going Gets Tough, the Tough Go Shopping

E-Commerce: Clicks versus Bricks

From Bricks to Clicks

From Clicks Back to Bricks

Digital Currency

Retailing As Theater

Store Image

Atmospherics

In-Store Decision Making

Shopping Apps and In-Store Tech

Spontaneous Shopping

Point-of-Purchase Stimuli

The Salesperson: A Lead Role in the Play

Ownership and the Sharing Economy

Postpurchase Satisfaction and Disposal

Postpurchase Satisfaction

Product Disposal

Recycling and the Underground Economy

Chapter Summary

Key Terms

Review

Consumer Behavior Challenge

Discuss

Apply

Notes

Section 4 Consumers in Their Social and Cultural Settings

11 Group Influences and Social Media

Chapter Objectives

Groups

Social Power

Reference Groups

Conformity

Brand Communities

Collective Decision Making: How Groups Influence What We Buy

B2B Decision Making

How Does B2B Decision Making Compare with Consumer Decision Making?

B2B E-Commerce

Agile Marketing: B2B at High Speed

The Intimate Corporation: Family Decision Making

How Families Decide

Word-of-Mouth Communication

Buzz Building

Negative WOM

Opinion Leadership

How Influential Is an Opinion Leader?

Types of Opinion Leaders

The Market Maven

The Surrogate Consumer

Product Curators

How Do We Find Opinion Leaders?

Self-Designation

Sociometry: The Kevin Bacon Phenomenon

Social Media: The Horizontal Revolution

Online Social Networks and Brand Communities

Social Games

Digital Word-of-Mouth

Why Do We Post?

Influencer Marketing

Chapter Summary

Key Terms

Review

Consumer Behavior Challenge

Discuss

Apply

Notes

12 Income and Social Class

Chapter Objectives

Income and Consumer Identity

To Spend or Not to Spend, That Is the Question

Consumer Confidence

Income Inequality and Social Mobility

The Great Recession and Materialism

Income-Based Marketing

Targeting the Top of the Pyramid: High-Income Consumers

Targeting the Bottom of the Pyramid: Low-Income Consumers

Social Class and Consumer Identity

Pick a Pecking Order

Social Stratification

Income versus Social Class

How Do We Measure Social Class?

Status Symbols and Social Capital

Status Symbols

“What Do You Use That Fork For?” Taste Cultures and Codes

Social and Cultural Capital

Online Social Capital

Social Class Around the World

China

Japan

The Middle East

The United Kingdom

India

Brazil

Status Signaling

Chapter Summary

Key Terms

Review

Consumer Behavior Challenge

Discuss

Apply

Notes

13 Subcultures

Chapter Objectives

Ethnic and Racial Subcultures

Subcultural Stereotypes

Ethnicity and Acculturation

The “Big Three” American Ethnic Subcultures

African Americans

Hispanic Americans

Asian Americans

Religious Subcultures

Organized Religion and Consumption

Born Again Consumers

Islamic Marketing

The Family Unit and Age Subcultures

Family Structure

Age Cohort

Children: Consumers-in-Training

Gen Y and Gen Z

Gen Z

Gen Y

Gen X

The Mature Market

Baby Boomers

Seniors

Place-Based Subcultures

Chapter Summary

Key Terms

Review

Consumer Behavior Challenge

Discuss

Apply

Notes

14 Culture

Chapter Objectives

Cultural Systems

Dimensions of Culture

The Yin and Yang of Marketing and Culture

Cultural Movement

High and Low Culture

Cultural Formulae

Cultural Stories and Ceremonies

Myths

Rituals

Gift-Giving Ritual

Holiday Rituals

Rites of Passage

Sacred and Profane Consumption

Sacralization

Domains of Sacred Consumption

Sacred Places

Sacred People

Sacred Events

From Sacred to Profane, and Back Again

The Diffusion of Innovations

How Do We Decide to Adopt an Innovation?

Behavioral Demands of Innovations

What Determines If an Innovation Will Diffuse?

The Fashion System

Behavioral Science Perspectives on Fashion

Psychological Models of Fashion

Economic Models of Fashion

Sociological Models of Fashion

A Medical Model of Fashion

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