Additional Information
Book Details
Abstract
For courses in Consumer Behavior.
Beyond Consumer Behavior: How Buying Habits Shape Identity
Solomon’s Consumer Behavior: Buying, Having, and Being deepens the study of consumer behavior into an investigation of how having (or not having) certain products affects our lives. Solomon looks at how possessions influence how we feel about ourselves and each other, especially in the canon of social media and the digital age.
In the Twelfth Edition, Solomon has revised and updated the content to reflect major marketing trends and changes that impact the study of consumer behavior. Since we are all consumers, many of the topics have both professional and personal relevance to students, making it easy to apply them outside of the classroom. The updated text is rich with up-to-the-minute discussions on a range of topics such as “Dadvertising,” “Meerkating,” and the “Digital Self” to maintain an edge in the fluid and evolving field of consumer behavior.
MyMarketingLab™ not included. Students, if MyMarketingLab is a recommended/mandatory component of the course, please ask your instructor for the correct ISBN and course ID. MyMarketingLab should only be purchased when required by an instructor. Instructors, contact your Pearson representative for more information.
MyMarketingLab is an online homework, tutorial, and assessment product designed to personalize learning and improve results. With a wide range of interactive, engaging, and assignable activities, students are encouraged to actively learn and retain tough course concepts.
Table of Contents
| Section Title | Page | Action | Price |
|---|---|---|---|
| Front Cover | Front Cover | ||
| Brief Contents | 3 | ||
| Contents | 5 | ||
| About the Author | 11 | ||
| New to this Edition! | 13 | ||
| Preface | 15 | ||
| Acknowledgments | 21 | ||
| Section 1: Foundations of Consumer Behavior | 25 | ||
| Chapter 1: Buying, Having, and Being: An Introduction to Consumer Behavior | 26 | ||
| Consumer Behavior: People in the Marketplace | 27 | ||
| What Is Consumer Behavior? | 28 | ||
| Consumer Behavior Is a Process | 29 | ||
| Consumers’ Impact on Marketing Strategy | 30 | ||
| Consumers Are Different! How We Divide Them Up | 30 | ||
| Marketing’s Impact on Consumers | 35 | ||
| Popular Culture Is Marketing Is Popular Culture … | 35 | ||
| All the World’s a Stage | 37 | ||
| What Does It Mean to Consume? | 39 | ||
| What Do We Need—Really? | 40 | ||
| The Global “Always-On” Consumer | 41 | ||
| The Digital Native: Living a Social [Media] Life | 41 | ||
| Consumer Behavior as a Field of Study | 44 | ||
| Where Do We Find Consumer Researchers? | 44 | ||
| Interdisciplinary Influences on the Study of Consumer Behavior | 45 | ||
| Two Perspectives on Consumer Research | 46 | ||
| Should Consumer Research Have an Academic or an Applied Focus? | 48 | ||
| Taking It from Here: The Plan of the Book | 50 | ||
| Chapter Summary | 51 | ||
| Key Terms | 51 | ||
| Review | 52 | ||
| Consumer Behavior Challenge | 52 | ||
| Case Study | 53 | ||
| Notes | 54 | ||
| Chapter 2: Consumer and Social Well-Being | 56 | ||
| Business Ethics and Consumer Rights | 57 | ||
| Needs and Wants: Do Marketers Manipulate Consumers? | 58 | ||
| Consumers’ Rights and Product Satisfaction | 63 | ||
| Market Regulation | 66 | ||
| Consumerism | 66 | ||
| Transformative Consumer Research | 68 | ||
| Social Marketing and Corporate Social Responsibility (CSR) | 68 | ||
| Major Policy Issues Relevant to Consumer Behavior | 70 | ||
| Data Privacy and Identity Theft | 70 | ||
| Market Access | 72 | ||
| Sustainability and Environmental Stewardship | 73 | ||
| The Dark Side of Consumer Behavior | 78 | ||
| Consumer Terrorism | 78 | ||
| Addictive Consumption | 79 | ||
| Consumed Consumers | 81 | ||
| Illegal Acquisition and Product Use | 82 | ||
| Chapter Summary | 83 | ||
| Key Terms | 84 | ||
| Review | 84 | ||
| Consumer Behavior Challenge | 84 | ||
| Case Study | 85 | ||
| Notes | 87 | ||
| Section 1 Data Case | 91 | ||
| Section 2: Internal Influences on Consumer Behavior | 95 | ||
| Chapter 3: Perception | 96 | ||
| Sensation | 96 | ||
| Hedonic Consumption | 98 | ||
| Sensory Marketing | 99 | ||
| The Stages of Perception | 108 | ||
| Stage 1: Exposure | 108 | ||
| Stage 2: Attention | 113 | ||
| Stage 3: Interpretation | 117 | ||
| Chapter Summary | 124 | ||
| Key Terms | 125 | ||
| Review | 125 | ||
| Consumer Behavior Challenge | 125 | ||
| Case Study | 126 | ||
| Notes | 127 | ||
| Chapter 4: Learning and Memory | 130 | ||
| How Do We Learn? | 130 | ||
| Behavioral Learning Theories | 131 | ||
| Marketing Applications of Classical Conditioning Principles | 133 | ||
| Marketing Applications of Instrumental Conditioning Principles | 140 | ||
| Gamification: The New Frontier for Learning Applications | 140 | ||
| Cognitive Learning Theory | 142 | ||
| How Do We Learn to Be Consumers? | 144 | ||
| Memory | 150 | ||
| How Our Brains Encode Information | 151 | ||
| Memory Systems | 152 | ||
| How Our Memories Store Information | 152 | ||
| How We Retrieve Memories When We Decide What to Buy | 156 | ||
| What Makes Us Forget? | 157 | ||
| How We Measure Consumers’ Recall of Marketing Messages | 159 | ||
| Bittersweet Memories: The Marketing Power of Nostalgia | 161 | ||
| Chapter Summary | 163 | ||
| Key Terms | 164 | ||
| Review | 164 | ||
| Consumer Behavior Challenge | 165 | ||
| Case Study | 166 | ||
| Notes | 167 | ||
| Chapter 5: Motivation and Affect | 172 | ||
| The Motivation Process: Why Ask Why? | 172 | ||
| Motivational Strength | 173 | ||
| Motivational Direction | 174 | ||
| How We Classify Consumer Needs | 177 | ||
| Affect | 180 | ||
| Types of Affective Responses | 180 | ||
| Positive Affect | 181 | ||
| Negative Affect | 183 | ||
| How Social Media Tap into Our Emotions | 185 | ||
| Consumer Involvement | 185 | ||
| Types of Involvement | 187 | ||
| Chapter Summary | 194 | ||
| Key Terms | 194 | ||
| Review | 194 | ||
| Consumer Behavior Challenge | 195 | ||
| Case Study | 196 | ||
| Notes | 197 | ||
| Chapter 6: The Self: Mind, Gender, and Body | 200 | ||
| The Self | 200 | ||
| Does the Self Exist? | 201 | ||
| Self-Concept | 201 | ||
| Are We What We Buy? | 205 | ||
| The Extended Self | 208 | ||
| Embodied Cognition | 210 | ||
| The Digital Self | 211 | ||
| Gender Identity | 212 | ||
| Sex Role Socialization | 213 | ||
| Gender Identity Versus Sexual Identity | 214 | ||
| Sex-Typed Products | 215 | ||
| The Body | 221 | ||
| Ideals of Beauty | 222 | ||
| Body Decoration and Mutilation | 228 | ||
| Chapter Summary | 232 | ||
| Key Terms | 232 | ||
| Review | 233 | ||
| Consumer Behavior Challenge | 233 | ||
| Case Study | 235 | ||
| Notes | 236 | ||
| Chapter 7: Personality, Lifestyles, and Values | 242 | ||
| Personality | 243 | ||
| Consumer Behavior on the Couch: Freudian Theory | 243 | ||
| Neo-Freudian Theories | 246 | ||
| Trait Theory | 249 | ||
| Brand Personality | 253 | ||
| Lifestyles and Consumer Identity | 258 | ||
| Product Complementarity and Co-Branding Strategies | 261 | ||
| Psychographics | 262 | ||
| Values | 267 | ||
| Core Values | 268 | ||
| How Do Values Link to Consumer Behavior? | 271 | ||
| Chapter Summary | 274 | ||
| Key Terms | 274 | ||
| Review | 275 | ||
| Consumer Behavior Challenge | 275 | ||
| Case Study | 276 | ||
| Notes | 277 | ||
| Section 2 Data Case | 280 | ||
| Section 3: Choosing and Using Products | 283 | ||
| Chapter 8: Attitudes and Persuasive Communications | 284 | ||
| The Power of Attitudes | 285 | ||
| The ABC Model of Attitudes | 286 | ||
| Hierarchies of Effects | 286 | ||
| How Do We Form Attitudes? | 289 | ||
| All Attitudes Are Not Created Equal | 289 | ||
| The Consistency Principle | 290 | ||
| Self-Perception Theory | 291 | ||
| Social Judgment Theory | 292 | ||
| Balance Theory | 292 | ||
| Attitude Models | 296 | ||
| Do Attitudes Predict Behavior? | 298 | ||
| Trying to Consume | 302 | ||
| Persuasion: How Do Marketers Change Attitudes? | 302 | ||
| Decisions, Decisions: Tactical Communications Options | 303 | ||
| The Elements of Communication | 304 | ||
| The Source | 306 | ||
| The Message | 311 | ||
| New Message Formats: The Social Media Revolution | 315 | ||
| Reality Engineering | 317 | ||
| Types of Message Appeals | 319 | ||
| The Source Versus the Message: Do We Sell the Steak or the Sizzle? | 322 | ||
| Chapter Summary | 324 | ||
| Key Terms | 325 | ||
| Review | 326 | ||
| Consumer Behavior Challenge | 326 | ||
| Case Study | 328 | ||
| Notes | 329 | ||
| Chapter 9: Decision Making | 334 | ||
| What’s Your Problem? | 335 | ||
| Hyperchoice | 335 | ||
| Self-Regulation | 336 | ||
| Cognitive Decision Making | 339 | ||
| Steps in the Cognitive Decision-Making Process | 339 | ||
| Neuromarketing | 343 | ||
| Online Decision Making | 346 | ||
| How Do We Put Products into Categories? | 347 | ||
| Habitual Decision Making | 352 | ||
| Priming and Nudging | 353 | ||
| Heuristics: Mental Shortcuts | 354 | ||
| Collective Decision Making | 356 | ||
| B2B Decision Making | 357 | ||
| How Does B2B Decision Making Compare to Consumer Decision Making? | 358 | ||
| B2B E-Commerce | 360 | ||
| The Intimate Corporation: Family Decision Making | 361 | ||
| How Families Decide | 362 | ||
| The Wife | 365 | ||
| The Husband | 366 | ||
| Chapter Summary | 368 | ||
| Key Terms | 369 | ||
| Review | 370 | ||
| Consumer Behavior Challenge | 370 | ||
| Case Study | 373 | ||
| Notes | 375 | ||
| Chapter 10: Buying, Using, and Disposing | 380 | ||
| Situational Effects on Consumer Behavior | 381 | ||
| The Consumption Situation | 381 | ||
| Temporal Factors | 382 | ||
| The Shopping Experience | 385 | ||
| E-Commerce: Clicks Versus Bricks | 388 | ||
| Retailing as Theater | 389 | ||
| In-Store Decision Making | 392 | ||
| The Salesperson: A Lead Role in the Play | 395 | ||
| Ownership and the Sharing Economy | 395 | ||
| Postpurchase Satisfaction and Disposal | 397 | ||
| Postpurchase Satisfaction | 397 | ||
| Product Disposal | 398 | ||
| Chapter Summary | 401 | ||
| Key Terms | 402 | ||
| Review | 402 | ||
| Consumer Behavior Challenge | 403 | ||
| Case Study | 404 | ||
| Notes | 405 | ||
| Section 3 Data Case | 409 | ||
| Section 4: Consumers in Their Social and Cultural Settings | 413 | ||
| Chapter 11: Groups and Social Media | 414 | ||
| Groups | 415 | ||
| Social Power | 415 | ||
| Reference Groups | 416 | ||
| Conformity | 418 | ||
| Brand Communities | 420 | ||
| Word-of-Mouth Communication | 421 | ||
| Buzz Building | 424 | ||
| Negative WOM | 425 | ||
| Opinion Leadership | 426 | ||
| How Influential Is an Opinion Leader? | 427 | ||
| Types of Opinion Leaders | 427 | ||
| How Do We Find Opinion Leaders? | 428 | ||
| The Social Media Revolution | 430 | ||
| Online Social Networks and Brand Communities | 432 | ||
| Social Games | 433 | ||
| Digital Word-of-Mouth | 434 | ||
| Digital Opinion Leaders | 437 | ||
| Chapter Summary | 438 | ||
| Key Terms | 439 | ||
| Review | 439 | ||
| Consumer Behavior Challenge | 440 | ||
| Case Study | 441 | ||
| Notes | 442 | ||
| Chapter 12: Income and Social Class | 446 | ||
| Income and Consumer Identity | 447 | ||
| To Spend or Not to Spend, That Is the Question | 447 | ||
| Income-Based Marketing | 451 | ||
| Social Class and Consumer Identity | 454 | ||
| Pick a Pecking Order | 455 | ||
| Income versus Social Class | 457 | ||
| How Do We Measure Social Class? | 457 | ||
| Social Class Around the World | 459 | ||
| Status Symbols and Social Capital | 462 | ||
| “What Do You Use That Fork For?” Taste Cultures, Codes, and Cultural Capital | 462 | ||
| Social and Cultural Capital | 465 | ||
| Online Social Capital | 466 | ||
| Status Symbols | 467 | ||
| Chapter Summary | 472 | ||
| Key Terms | 472 | ||
| Review | 472 | ||
| Consumer Behavior Challenge | 473 | ||
| Case Study | 473 | ||
| Notes | 475 | ||
| Chapter 13: Subcultures | 478 | ||
| Ethnic and Racial Subcultures | 479 | ||
| Subcultural Stereotypes | 480 | ||
| Ethnicity and Acculturation | 480 | ||
| The “Big Three” American Ethnic Subcultures | 482 | ||
| Religious Subcultures | 486 | ||
| Organized Religion and Consumption | 489 | ||
| Born Again Consumers | 489 | ||
| Islamic Marketing | 490 | ||
| The Family Unit and Age Subcultures | 492 | ||
| Family Structure | 492 | ||
| Age Cohorts | 495 | ||
| Children: Consumers-in-Training | 495 | ||
| Gen Y and Gen Z | 496 | ||
| Gen X | 500 | ||
| The Mature Market | 500 | ||
| Place-Based Subcultures | 504 | ||
| Chapter Summary | 505 | ||
| Key Terms | 506 | ||
| Review | 506 | ||
| Consumer Behavior Challenge | 506 | ||
| Case Study | 508 | ||
| Notes | 510 | ||
| Chapter 14: Culture | 514 | ||
| Appendix I: Sources of Secondary Data | 566 | ||
| Commercial Sources | 566 | ||
| Academic, Industry, and Nonprofit Sources | 567 | ||
| International Sources | 567 | ||
| Major Websites | 567 | ||
| Appendix II: Career in Consumer Research | 569 | ||
| Career Paths | 569 | ||
| The Industry Route | 569 | ||
| The Academic Route | 570 | ||
| Glossary | 571 | ||
| Index | 587 | ||
| Back Cover | Back Cover |