Efnisyfirlit

• Table of Contents and Preface
  • Half title
  • Title Page
  • Copyright Page
  • About the Authors
  • Preface
  • Connect
    • Instructors
    • Students
  • Acknowledgments
  • Brief Contents
  • Contents
• Chapter 1: Consumer Behavior and Marketing Strategy
  • Part I: Introduction
  • Introduction
  • Applications of Consumer Behavior
    • Marketing Strategy
    • Regulatory Policy
    • Social Marketing
    • Informed Individuals
  • Marketing Strategy and Consumer Behavior
  • Market Analysis Components
    • The Consumers
    • The Company
    • The Competitors
    • The Conditions
  • Market Segmentation
    • Product-Related Need Sets
    • Customers with Similar Need Sets
    • Description of Each Group
    • Attractive Segment(s) to Serve
  • Marketing Strategy
    • The Product
    • Communications
    • Price
    • Distribution
    • Service
  • Consumer Decisions
  • Outcomes
    • Firm Outcomes
    • Individual Outcomes
    • Society Outcomes
  • The Nature of Consumer Behavior
    • External Influences (Part II)
    • Internal Influences (Part III)
    • Self-Concept and Lifestyle
    • Consumer Decision Process (Part IV)
    • Organizations (Part V) and Regulation (Part VI)
  • The Meaning of Consumption
  • Summary
  • Key Terms
  • Review Questions
  • Discussion Questions
  • Application Activities
  • References
• Chapter 2: Cross-Cultural Variations in Consumer Behavior
  • Introduction
  • Introduction
  • The Concept of Culture
  • Variations In Cultural Values
    • Other-Oriented Values
    • Environment-Oriented Values
    • Self-Oriented Values
  • Cultural Variations In Nonverbal Communications
    • Time
    • Space
    • Symbols
    • Relationships
    • Agreements
    • Things
    • Etiquette
    • Conclusions on Nonverbal Communications
  • Global Cultures
    • A Global Youth Culture?
  • Global Demographics
  • Cross-Cultural Marketing Strategy
    • Considerations in Approaching a Foreign Market
  • Summary
  • Key Terms
  • Review Questions
  • Discussion Questions
  • Application Activities
  • References
• Chapter 3: The Changing American Society: Values
  • Introduction
  • Changes in American Cultural Values
    • Self-Oriented Values
    • Environment-Oriented Values
    • Other-Oriented Values
  • Marketing Strategy And Values
    • Green Marketing
    • Cause-Related Marketing
    • Marketing to LGBTQ+ Consumers
    • Gender-Based Marketing
  • Summary
  • Key Terms
  • Review Questions
  • Discussion Questions
  • Application Activities
  • References
• Chapter 4: The Changing American Society: Demographics and Social Stratification
  • Introduction
  • Demographics
    • Population Size and Distribution
    • Occupation
    • Education
    • Income
    • Age
  • Understanding American Generations
    • Pre-Depression Generation
    • Depression Generation
    • Baby Boom Generation
    • Generation X
    • Generation Y
    • Generation Z
    • Generation Alpha
  • Social Stratification
  • Social Structure in the United States
    • Upper Americans
    • Middle Americans
    • Lower Americans
  • The Measurement of Social Class
  • Social Stratification and Marketing Strategy
  • Summary
  • Key Terms
  • Review Questions
  • Discussion Questions
  • Application Activities
  • References
• Chapter 5: The Changing American Society: Subcultures
  • Introduction
  • The Nature of Subcultures
  • Ethnic Subcultures
  • Black Americans
    • Consumer Segments and Characteristics
    • Media Usage
    • Marketing to Black Consumers
  • Hispanic Americans
    • Acculturation, Language, and Generational Influences
    • Marketing to Hispanic Consumers
  • Asian Americans
    • Consumer Segments and Characteristics
    • Marketing to Asian Americans
  • American Indians
  • Asian Indian Americans
  • Arab Americans
  • Religious Subcultures
    • Christian Subcultures
    • Non-Christian Subcultures
  • Regional Subcultures
  • Summary
  • Key Terms
  • Review Questions
  • Discussion Questions
  • Application Activities
  • References
• Chapter 6: The American Society: Families and Households
  • Introduction
  • The Nature and Influence of American Households
    • The Influence of Households
    • Types of Households
  • The Household Life Cycle
  • Marketing Strategy Based on the Household Life Cycle
  • Family Decision Making
    • The Nature of Family Purchase Roles
    • Determinants of Family Purchase Roles
    • Conflict Resolution
  • Marketing Strategy and Family Decision Making
  • Consumer Socialization
    • The Ability of Children to Learn
    • The Content of Consumer Socialization
    • The Process of Consumer Socialization
    • The Supermarket as a Classroom
  • Marketing to Children
  • Summary
  • Key Terms
  • Review Questions
  • Discussion Questions
  • Application Activities
  • References
• Chapter 7: Group Influences on Consumer Behavior
  • Introduction
  • Types of Groups
    • Consumption Subcultures
    • Brand Communities
    • Online Communities and Social Networks
  • Reference Group Influences on the Consumption Process
    • The Nature of Reference Group Influence
    • Degree of Reference Group Influence
  • Marketing Strategies Based on Reference Group Influences
    • Personal Sales Strategies
    • Advertising Strategies
  • Communications Within Groups and Opinion Leadership
    • Situations in Which WOM and Opinion Leadership Occur
    • Characteristics of Opinion Leaders
    • Marketing Strategy, WOM, and Opinion Leadership
  • Diffusion of Innovations
    • Categories of Innovations
    • Diffusion Process
    • Marketing Strategies and the Diffusion Process
  • Summary
  • Key Terms
  • Review Questions
  • Discussion Questions
  • Application Activities
  • References
• Part Two Cases
  • 2-1 IKEA Uses Market Research to Adapt for Global Markets
    • 2-1 IKEA USES MARKET RESEARCH TO ADAPT FOR GLOBAL MARKETS
  • 2-2 Something Crafty is Brewing in the Beer Industry
  • 2-3 Moviepass Transforms “the Movies” Before Receiving a “Pass”
  • 2-4 How Social Media Nearly Brought Down United Airlines
  • 2-5 Grace and Frankie: The Invisibility of Baby Boomer Women
  • 2-6 Gillette: The Best A Man Can (Get) Be
  • 2-7 Tide Goes After Green with New Pods
  • 2-8 Hispanic Marketing in Online and Mobile Formats
• Chapter 8: Perception
  • Introduction
  • Introduction
  • The Nature of Perception
  • Exposure
    • Selective Exposure
    • Voluntary Exposure
  • Attention
    • Stimulus Factors
    • Individual Factors
    • Situational Factors
    • Nonfocused Attention
  • Interpretation
    • Individual Characteristics
    • Situational Characteristics
    • Stimulus Characteristics
    • Consumer Inferences
  • Perception and Marketing Strategy
    • Retail Strategy
    • Brand Name and Logo Development
    • Media Strategy
    • Advertisements
    • Package Design and Labeling
  • Summary
  • Key Terms
  • Review Questions
  • Discussion Questions
  • Application Activities
  • References
• Chapter 9: Learning, Memory, and Product Positioning
  • Introduction
  • Nature of Learning and Memory
  • Memory’s Role in Learning
    • Short-Term Memory
    • Long-Term Memory
  • Learning Under High and Low Involvement
    • Conditioning
    • Cognitive Learning
    • Learning to Generalize and Differentiate
    • Summary of Learning Theories
  • Learning, Memory, and Retrieval
    • Strength of Learning
    • Memory Interference
    • Response Environment
  • Brand Image and Product Positioning
    • Brand Image
    • Product Positioning
    • Product Repositioning
  • Brand Equity and Brand Leverage
  • Summary
  • Key Terms
  • Review Questions
  • Discussion Questions
  • Application Activities
  • References
• Chapter 10: Motivation, Personality, and Emotion
  • Introduction
  • The Nature of Motivation
    • Maslow’s Hierarchy of Needs
    • McGuire’s Psychological Motives
  • Motivation Theory and Marketing Strategy
    • Discovering Purchase Motives
    • Marketing Strategies Based on Multiple Motives
    • Motivation and Consumer Involvement
    • Marketing Strategies Based on Motivation Conflict
    • Marketing Strategies Based on Regulatory Focus
  • Personality
    • Multitrait Approach
    • Single-Trait Approach
  • The Use of Personality in Marketing Practice
    • Communicating Brand Personality
  • Emotion
    • Types of Emotions
  • Emotions and Marketing Strategy
    • Emotion Arousal as a Product and Retail Benefit
    • Emotion Reduction as a Product and Retail Benefit
    • Consumer Coping in Product and Service Encounters
    • Emotion in Advertising
  • Summary
  • Key Terms
  • Review Questions
  • Discussion Questions
  • Application Activities
  • References
• Chapter 11: Attitudes and Influencing Attitudes
  • Introduction
  • Attitude Components
    • Cognitive Component
    • Affective Component
    • Behavioral Component
    • Component Consistency
  • Attitude Change Strategies
    • Change the Cognitive Component
    • Change the Affective Component
    • Change the Behavioral Component
  • Individual and Situational Characteristics that Influence Attitude Change
    • Cue Relevance and Competitive Situation
    • Consumer Resistance to Persuasion
  • Communication Characteristics that Influence Attitude Formation and Change
    • Source Characteristics
    • Appeal Characteristics
    • Message Structure Characteristics
  • Market Segmentation and Product Development Strategies Based on Attitudes
    • Market Segmentation
    • Product Development
  • Summary
  • Key Terms
  • Review Questions
  • Discussion Questions
  • Application Activities
  • References
• Chapter 12: Self-Concept and Lifestyle
  • Introduction
  • Self-Concept
    • Interdependent/Independent Self-Concepts
    • Possessions and the Extended Self
    • Measuring Self-Concept
    • Using Self-Concept to Position Products
    • Marketing Ethics and the Self-Concept
  • The Nature of Lifestyle
    • Measurement of Lifestyle
    • General versus Specific Lifestyle Schemes
  • The Vals™ System
    • The VALS™ Segments
  • Geo-Lifestyle Analysis (Claritas Prizm®)
    • Claritas PRIZM® Premier: Social and Lifestage Groups
    • Sample PRIZM® Segments
    • An Application of PRIZM®
  • International Lifestyles
  • Summary
  • Key Terms
  • Review Questions
  • Discussion Questions
  • Application Activities
  • References
• Part Three Cases
  • 3-1 Patagonia’s Eco-Fashion Push
    • 3-1 PATAGONIA’S ECO-FASHION PUSH
  • 3-2 Repositioning Mcdonald’s
  • 3-3 Let’s Move! Campaign Celebrities Endorsing Soda?!
  • 3-4 Attention, Millennials! Automobile Manufacturers Adapt for You
  • 3-5 Meal Kits are Shifting How Consumers Shop for Food
  • 3-6 Stickiness of COVID-19 Pandemic Shifts in Consumer Behavior
  • 3-7 It is Past Time to Ax the Pink Tax
  • 3-8 The Tale of Two Emotional Ads
  • 3-9 The World Shares a Coke
• Chapter 13: Situational Influences
  • Introduction
  • Introduction
  • The Nature of Situational Influence
    • The Communications Situation
    • The Purchase Situation
    • The Usage Situation
    • The Disposition Situation
  • Situational Characteristics And Consumption Behavior
    • Physical Surroundings
    • Social Surroundings
    • Temporal Perspectives
    • Task Definition
    • Antecedent States
  • Ritual Situations
  • Situational Influences And Marketing Strategy
  • Summary
  • Key Terms
  • Review Questions
  • Discussion Questions
  • Application Activities
  • References
• Chapter 14: Consumer Decision Process and Problem Recognition
  • Introduction
  • Types of Consumer Decisions
    • Nominal Decision Making
    • Limited Decision Making
    • Extended Decision Making
  • The Process of Problem Recognition
    • The Nature of Problem Recognition
    • Types of Consumer Problems
  • Uncontrollable Determinants of Problem Recognition
  • Marketing Strategy and Problem Recognition
    • Discovering Consumer Problems
    • Responding to Consumer Problems
    • Helping Consumers Recognize Problems
    • Suppressing Problem Recognition
  • Summary
  • Key Terms
  • Review Questions
  • Discussion Questions
  • Application Activities
  • References
• Chapter 15: Information Search
  • Introduction
  • The Nature of Information Search
  • Types of Information Sought
    • Evaluative Criteria
    • Appropriate Alternatives
    • Alternative Characteristics
  • Sources of Information
    • Online Search
    • Mobile Search
    • Marketing Strategy and Mobile Search
  • Amount of External Information Search
  • Costs Versus Benefits of External Search
    • Market Characteristics
    • Product Characteristics
    • Consumer Characteristics
    • Situation Characteristics
  • Marketing Strategies Based On Information Search Patterns
    • Maintenance Strategy
    • Disrupt Strategy
    • Capture Strategy
    • Intercept Strategy
    • Preference Strategy
    • Acceptance Strategy
  • Summary
  • Key Terms
  • Review Questions
  • Discussion Questions
  • Application Activities
  • References
• Chapter 16: Alternative Evaluation and Selection
  • Introduction
  • Consumer Choice and Types of Choice Process
    • Types of Consumer Choice Processes
  • Evaluative Criteria
    • Nature of Evaluative Criteria
    • Measurement of Evaluative Criteria
  • Individual Judgment and Evaluative Criteria
    • Accuracy of Individual Judgments
    • Use of Surrogate Indicators
    • The Relative Importance and Influence of Evaluative Criteria
    • Evaluative Criteria, Individual Judgments, and Marketing Strategy
  • Decision Rules for Attribute-Based Choices
    • Conjunctive Decision Rule
    • Disjunctive Decision Rule
    • Elimination-by-Aspects Decision Rule
    • Lexicographic Decision Rule
    • Compensatory Decision Rule
    • Summary of Decision Rules
  • Summary
  • Key Terms
  • Review Questions
  • Discussion Questions
  • Application Activities
  • References
• Chapter 17: Outlet Selection and Purchase
  • Introduction
  • The Evolving Retail Scene
    • Online Retailing
    • Mobile Retailing
    • Store-Based Retailing
    • Omni-Channel Retailing for the Omni-Channel Shopper
  • Attributes Affecting Retail Outlet Selection
    • Outlet Image
    • Retailer Brands
    • Retail Advertising
    • Outlet Location and Size
  • Consumer Characteristics and Outlet Choice
    • Perceived Risk
    • Shopping Orientation
  • In-Store And Online Influences On Brand Choices
    • The Nature of Unplanned Purchases
    • Point-of-Purchase Materials
    • Price Reductions and Promotional Deals
    • Outlet Atmosphere
    • Stockouts
    • Website Functioning and Requirements
    • Mobile and Mobile Apps
    • Sales Personnel
  • Purchase
  • Summary
  • Key Terms
  • Review Questions
  • Discussion Questions
  • Application Activities
  • References
• Chapter 18: Postpurchase Processes, Customer Satisfaction, and Customer Commitment
  • Introduction
  • Postpurchase Dissonance
  • Product Use and Nonuse
    • Product Use
    • Product Nonuse
  • Disposition
    • Product Disposition and Marketing Strategy
  • Purchase Evaluation and Customer Satisfaction
    • The Evaluation Process
  • Dissatisfaction Responses
    • Marketing Strategy and Dissatisfied Consumers
  • Customer Satisfaction, Repeat Purchases, and Customer Commitment
    • Repeat Purchasers, Committed Customers, and Profits
    • Repeat Purchasers, Committed Customers, and Marketing Strategy
  • Summary
  • Key Terms
  • Review Questions
  • Discussion Questions
  • Application Activities
  • References
• Part Four Cases
  • 4-1 Scent Marketing Reaches Consumers’ Emotions
    • 4-1 SCENT MARKETING REACHES CONSUMERS’ EMOTIONS
  • 4-2 Carvana’s Vending Machines and Growth of E-Commerce for Used Vehicles
  • 4-3 Nissan Goes After the Dog Lover Niche
  • 4-4 Wawa Dominates with its Mobile App
  • 4-5 Artificial Intelligence: The New Electricity
  • 4-6 Tesla’s Novel and Environmental Approach Drives Amazing Brand Loyalty
  • 4-7 The Rise Of Subscription Commerce Economy
  • 4-8 Albertsons Ditches Self-Checkout Only to Bring It Back
• Chapter 19: Organizational Buyer Behavior
  • Introduction
  • Introduction
  • Organizational Purchase Process
    • Decision-Making Unit
    • Purchase Situation
    • Steps in the Organizational Decision Process
    • The Role of the Internet and Mobile in the Organizational Decision Process
  • Organizational Culture
  • External Factors Influencing Organizational Culture
    • Firmographics
    • Culture/Government
    • Reference Groups
  • Internal Factors Influencing Organizational Culture
    • Organizational Values
    • Perception
    • Learning
    • Motives and Emotions
  • Organizational Buyer Segments and Marketing Strategy
  • Summary
  • Key Terms
  • Review Questions
  • Discussion Questions
  • Application Activities
  • References
• Part Five Cases
  • 5-1 Cuties: How Commodity Fruits Became a Branded Sensation
    • 5-1 CUTIES: HOW COMMODITY FRUITS BECAME A BRANDED SENSATION
  • 5-2 Farmers’ Brand Loyalty for Heavy Farm Equipment Machinery
• Chapter 20: Marketing Regulation and Consumer Behavior
  • Introduction
  • Introduction
  • Regulation and Marketing to Children
    • Concerns about the Ability of Children to Comprehend Commercial Messages
    • Concerns about the Effects of the Content of Commercial Messages on Children
    • Controversial Marketing Activities Aimed at Children
    • Children’s Online Privacy Issues
  • Regulation and Marketing to Adults
    • Consumer Privacy
    • Marketing Communications
    • Product Issues
    • Pricing Issues
  • Summary
  • Key Terms
  • Review Questions
  • Discussion Questions
  • Application Activities
  • References
• Part Six Cases
  • 6-1 Is Crude Puppet Movie Hitting a Dead End on Sesame Street?
    • 6-1 IS CRUDE PUPPET MOVIE HITTING A DEAD END ON SESAME STREET?
  • 6-2 Coppa Evolves, But Technology Industries Evolve Faster
• Appendix A: Consumer Research Methods
  • Appendix A: Consumer Research Methods
    • SECONDARY DATA
    • PRIMARY DATA COLLECTION: ISSUES AND METHODS
    • DATA COLLECTION METHODS
    • EVALUATING ADVERTISING EFFECTS
• Appendix B: Consumer Behavior Audit
  • Appendix B: Consumer Behavior Audit
    • MARKET SEGMENTATION
    • PRODUCT POSITION
    • PRICING
    • DISTRIBUTION STRATEGY
    • PROMOTION STRATEGY
    • PRODUCT
    • CUSTOMER SATISFACTION AND COMMITMENT
• Name Index
  • Name Index
• Case Index
  • Case Index
• Subject Index
  • Subject Index
• Accessibility Content: Text Alternatives for Images
  • Part I Introduction_Text Alternative (Chapter 1)
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  • Part II External Influences_Text Alternative (Chapter 2)
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  • Part III Internal Influences_Text Alternative (Chapter 8)
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  • Part III Internal Influences_Text Alternative (Chapter 13)
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  • Context Effects on Consumer Choice Text Alternative (Chapter 16)
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  • Part V Organizations as Consumers_Text Alternative
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  • FIGURE A Push versus Pull Supply Chain Strategies Text Alternative (Chapter 19)
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  • Part VI Consumer Behavior and Marketing Regulation_Text Alternative
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  • Figure A-1 Text Alternative (Appendix A)
  • Figure B-1 Text Alternative (Appendix B)
  • Part Five Figure A Text Alternative

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