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Consumer Psychology in Behavioral Perspective Demonstrates a thorough understanding of behavioral principles and an insightful application to consumer behavior. Publisher Comments
What makes people choose the products they buy? Is it advertising, sales promotions, attractive packaging, rewards, reinforcements, word-of-mouth communication or a host of other factors? Written by a leading expert in the area, this well-researched book provides a major new contribution to our understanding of consumer decision-making, as valid today as it was when first written in 1990. Here for the first time the uses of behaviorism receive a thorough, critical appraisal as compared with other models of consumer choice. The outcome is a new model, the Behavior Perspective Model, which elucidates and clarifies the nature of purchase, consumption, and marketing. From the back cover blurb: There is increased interest among economists, businessmen, and psychologists in behaviorism as it influences marketing and consumer choices. In this book for the first time the uses of behaviorism receive a thorough, critical appraisal as compared with other models of consumer choice. The outcome is a new model, the Behavior Perspective Model, which elucidates and clarifies the nature of purchase, consumption, and marketing. The book makes a major new contribution to our understanding of consumer decision-making.
From J. Paul Peter, James R. McManus, Bascom Professor in Marketing, University of Wisconsin:
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Gordon Foxall is a Distinguished Research Professor at Cardiff University in Wales. His chief research interests lie in psychological theories of consumer choice and consumer innovativeness and their relationships to marketing management and strategy. He has published some 16 books and over 250 articles and papers on these and related themes. He is a graduate of the Universities of Birmingham (PhD industrial economics and business studies) and Strathclyde (PhD psychology). In addition, he holds a higher doctorate of the University of Birmingham (DsocSC). He is a Fellow of both the British Psychological Society (FBPsS) and the British Academy of Management (FBAM) and was recently elected an Academician by the Academy of Learned Societies for the Social Sciences (AcSS).
