Enhanced descriptions from Syndetics:

Informal yet academically rigorous in style, this fun textbook focuses on examples of international consumer behaviour in action, and provides open access online resources to encourage student engagement and understanding.

The book strikes a balance between sociological and psychological aspects of consumer behavior and features coverage of social media, digital consumption and up to date marketing practice.

New to this edition:

Fully updated cases and global examples of consumer behaviour in industries including fashion, travel and technology A new feature exploring the experiential role of brands in consumers' lives today titled 'Brand Experiences' A brand new chapter on sustainable consumption for this era of climate change and sustainability challenges

Online resources complement the book, featuring a range of tools and resources for lecturers and students, including PowerPoint slides, an Instructor manual as well as selected videos to make the examples in each chapter come to life.

Suitable reading for undergraduate marketing students studying consumer behavior, international consumer behaviour and buyer behavior.

Table of contents provided by Syndetics

• List of Figures (p. xi)
• List of Tables (p. xv)
• About the Authors (p. xviii)
• Preface to the Fourth Edition (p. xx)
• Using this Book (p. xxii)
• Part 1 Consumer Behaviour in Context
• 1 Understanding Consumer Behaviour
• Introduction (p. 5)
• Denning consumer behaviour (p. 6)
• Consumer behaviour in context (p. 11)
• Consumer behaviour and the marketing mix (p. 12)
• Consumers, relationship marketing and marketing planning (p. 12)
• Antecedents of consumer behaviour (p. 18)
• Psychology (p. 18)
• Sociology (p. 21)
• Anthropology (p. 22)
• Economics (p. 23)
• Neuroscience (p. 25)
• Summary (p. 26)
• Key points (p. 26)
• How to impress your examiner (p. 27)
• Review questions (p. 27)
• Case study: From prehistoric to pre-Brexit times (p. 27)
• Further reading (p. 30)
• References (p. 30)
• 2 Decisions, Behaviours and Interactions
• Introduction (p. 37)
• Decision-making using goals (p. 38)
• Decision-making models (p. 40)
• Interrupts (p. 45)
• Risk and uncertainty (p. 47)
• Pre-purchase activities (p. 49)
• The search effort (p. 50)
• Factors affecting the external search for information (p. 51)
• Making the choice (p. 55)
• Categorisation of decision rules (p. 56)
• Involvement (p. 58)
• Dimensions of involvement (p. 62)
• Involvement with brands (p. 63)
• Increasing involvement levels (p. 65)
• Loyalty in buyer behaviour (p. 66)
• Unsought goods (p. 67)
• Summary (p. 69)
• Key points (p. 69)
• How to impress your examiner (p. 70)
• Review questions (p. 70)
• Case study: Jaguar Land Rover (p. 71)
• Further reading (p. 74)
• References (p. 74)
• 3 Innovation and Digital Technologies
• Introduction (p. 83)
• The influence of 'product life cycle' in innovation (p. 85)
• Adoption of innovation (p. 89)
• Categories of innovation adopters (p. 92)
• Innovative products (p. 97)
• Marketing approaches to new product launches (p. 99)
• Resistance to innovation (p. 101)
• Summary (p. 105)
• Key points (p. 105)
• How to impress your examiner (p. 105)
• Review questions (p. 106)
• Case study: Dementia-friendly homes (p. 106)
• Further reading (p. 109)
• References (p. 110)
• 4 Consumption in B2C vs. B2B
• Introduction (p. 115)
• The decision-making unit (p. 116)
• Influences on buyers (p. 119)
• Classifying business customers (p. 124)
• Business and commercial organisations (p. 125)
• Reseller organisations (p. 126)
• Government organisations (p. 127)
• Institutional organisations (p. 129)
• Buyers' techniques (p. 130)
• The Buygrid framework (p. 132)
• Value analysis (p. 134)
• Evaluating supplier capability (p. 136)
• Evaluating supplier performance (p. 136)
• Summary (p. 137)
• Key points (p. 137)
• How to impress your examiner (p. 138)
• Review questions (p. 138)
• Case study: Facebook and (p. 139)
• Consumption by its suppliers Further reading (p. 140)
• References (p. 141)
• 5 Consumer Journeys through the World of Technology
• Introduction (p. 145)
• Marketing places of interest 1: The City of Post-Purchase Behaviour (p. 146)
• Quality (p. 146)
• Evaluation (p. 149)
• Consequences of post-purchase evaluation (p. 151)
• Journeys that face crossroads (p. 161)
• Marketing places of interest 2: World of Technology (p. 164)
• AI replaces human interaction with Machine Learning (p. 165)
• Robotics and unmanned aerial vehicles (UAVs/drones) (p. 166)
• Virtual reality (VR) and augmented reality (AR) (p. 167)
• The Internet of Things (IoT) (p. 168)
• Mobile (p. 169)
• Big data and analytics (p. 170)
• Platforms and blockchains (p. 170)
• Summary (p. 172)
• Key points (p. 173)
• How to impress your examiner (p. 173)
• Review questions (p. 174)
• Case study: Ministry of Supply (p. 174)
• Further reading (p. 176)
• References (p. 177)
• Part 2 Consumers as Individuals (The Psychological Issues) (p. 185)
• 6 Drive, Motivation and Hedonism
• Introduction (p. 189)
• Drive (p. 190)
• Motivation (p. 193)
• Classifying needs (p. 193)
• Motivational factors (p. 202)
• Individual factors (p. 204)
• Motivational conflict (p. 206)
• Goals (p. 208)
• Heuristics (p. 211)
• Hedonism (p. 213)
• Understanding motivation (p. 217)
• Research into motivation (p. 218)
• Summary (p. 218)
• Key points (p. 219)
• How to impress your examiner (p. 219)
• Review questions (p. 219)
• Case study: Is it better to give than to receive? (p. 220)
• Further reading (p. 223)
• References (p. 223)
• 7 The Self and Personality
• Introduction (p. 229)
• Self-concept (p. 229)
• Personality (p. 239)
• Approaches to studying personality (p. 240)
• Type approach (p. 242)
• Traits and factors (p. 245)
• Psychographics (p. 247)
• Summary (p. 250)
• Key points (p. 250)
• How to impress your examiner (p. 250)
• Review questions (p. 250)
• Case study: LDN_HYPE: Feeding the personality of streetwear around the world (p. 251)
• Further reading (p. 254)
• References (p. 254)
• 8 Perception
• Introduction (p. 261)
• Elements of perception (p. 262)
• Creating a world-view (p. 264)
• How we process data in our head (p. 268)
• Culture and perception (p. 269)
• Using our ears to eat (p. 271)
• Environmental influences (p. 272)
• Perception and store atmospherics (p. 273)
• Perception and consumers' characteristics and behaviour (p. 279)
• Combining factors (p. 280)
• Subliminal perception (p. 283)
• Colour (p. 285)
• Passing off, brandalism and subvertising (p. 287)
• Summary (p. 288)
• Key points (p. 288)
• How to impress your examiner (p. 288)
• Review questions (p. 289)
• Case study: How I became a fake fashion designer (p. 289)
• Further reading (p. 291)
• References (p. 292)
• 9 Learning and Knowledge
• Introduction (p. 299)
• Defining learning (p. 300)
• Studying learning (p. 301)
• The need for knowledge (p. 316)
• Sources of consumer knowledge (p. 327)
• Summary (p. 328)
• Key points (p. 328)
• How to impress your examiner (p. 329)
• Review questions (p. 329)
• Case study: Entrepreneurial marketing and the 4S model (p. 329)
• Further reading (p. 333)
• References (p. 334)
• 10 Attitude Formation and Change
• Introduction (p. 339)
• Defining attitude (p. 340)
• Dimensions of attitude (p. 342)
• Attitude formation (p. 345)
• Attitude measurement (p. 347)
• Functions of attitudes (p. 348)
• Attitude and behaviour (p. 350)
• The duality of private vs. public attitudes (p. 354)
• Attitude vs. situation (p. 354)
• Attitude towards adverts vs. attitude towards the brand (p. 355)
• General vs. specific attitudes (p. 356)
• Changing attitudes (p. 357)
• Cognitive dissonance (p. 361)
• Summary (p. 363)
• Key points (p. 363)
• How to impress your examiner (p. 364)
• Review questions (p. 364)
• Case study: #FabulousFinn (p. 365)
• Further reading (p. 369)
• References (p. 369)
• Part 3 Consumers as Social Actors (The Sociological Issues) (p. 375)
• 11 Reference Groups
• Introduction (p. 379)
• Formation of reference groups (p. 380)
• Influence of reference groups (p. 385)
• Modelling (p. 389)
• Mechanisms of personal influence and word of mouth (p. 391)
• The emergence of word of mouse (p. 398)
• Summary (p. 401)
• Key points (p. 401)
• How to impress your examiner (p. 401)
• Review questions (p. 402)
• Case study: One tattoo buys 10,000 pizzas (p. 402)
• Further reading (p. 404)
• References (p. 404)
• 12 Age, Gender and Familial Roles
• Introduction (p. 411)
• How old are you? (Cohorts and subcultures developed using age) (p. 412)
• Defining families (p. 415)
• Influence of children on buying decisions (p. 420)
• Changing nature of the family (p. 427)
• Gender roles (p. 431)
• Other functions of the family (p. 434)
• Roles in family consumption (p. 436)
• Summary (p. 438)
• Key points (p. 439)
• How to impress your examiner (p. 439)
• Review questions (p. 439)
• Case study: Recycled Teenagers (p. 440)
• Further reading (p. 442)
• References (p. 443)
• 13 Culture and Social Mobility
• Introduction (p. 451)
• Culture (p. 452)
• Subcultures (p. 461)
• Social mobility (aka class) (p. 469)
• Summary (p. 474)
• Key points (p. 474)
• How to impress your examiner (p. 475)
• Review questions (p. 475)
• Case study: Bird scoots around SF (p. 475)
• Further reading (p. 477)
• References (p. 478)
• 14 Ethical Consumption
• Introduction (p. 485)
• Definitions and categories (p. 486)
• Ethics and the person (p. 491)
• Ethics and the public (p. 497)
• Disposal and recycling (p. 498)
• Summary (p. 504)
• Key points (p. 505)
• How to impress your examiner (p. 505)
• Review questions (p. 506)
• Case study: Ethical Consumer (p. 506)
• Further reading (p. 508)
• References (p. 508)
• 15 Sustainable Consumption
• Introduction (p. 515)
• Definitions (p. 517)
• A short look back in recent history (p. 519)
• Principles of sustainable consumption (p. 521)
• Consumption (p. 525)
• Summary (p. 530)
• Key points (p. 530)
• How to impress your examiner (p. 530)
• Review questions (p. 531)
• Case study: Growing barley in the desert (p. 531)
• Further reading (p. 533)
• References (p. 533)
• Index (p. 539)

Reviews provided by Syndetics

CHOICE Review

This is the third edition of an undergraduate text intended as a basic introduction to the consumer behavior field. The book is written from a uniquely European standpoint, offering numerous current examples from industry (e.g., Under Armour, Airbnb). The volume's organization mirrors the typical consumer decision-making process--setting the context for the subject, addressing the customary topics in applied behavioral science, and concluding with a discussion of post-purchase behavior. A significant advantage is the abundance of study aids provided, including a companion website. Presented in a relaxed yet informative style, the book examines variations in consumer behavior across the world, incorporating the expected cultural differences. Each chapter features color-coded sections to enhance understanding. Updates on areas that have gained relevance in the last decade are interwoven throughout, among them the move toward globalization and the increasing use of technology, particularly the rise in social media and accompanying mobile mind-set of modern consumers. Overall, the text is excellent for business students, especially upper-level marketing majors. Summing Up: Highly recommended. Upper-division undergraduates through faculty. --Sylvia D. Clark, St. John's University (NY)