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• List of Figures
• List of Tables
• About the Author
• Preface to the Fifth Edition
• Using This Book
• Endorsements
• PART ONE CONSUMER BEHAVIOUR IN CONTEXT
• 1 Understanding Consumer Behaviour
• Introduction
• Defining consumer behaviour
• Consumer behaviour in context
• Consumer behaviour and the marketing mix: A brief insight
• Consumers, relationship marketing and marketing planning
• Antecedents of consumer behaviour
• Psychology
• Sociology
• Anthropology
• Economics
• Neuroscience
• Summary
• More online
• References
• 2 Decisions, Behaviours and Interactions
• Introduction
• Decision-making using goals
• Decision-making models
• Interrupts
• Risk and uncertainty
• Pre-purchase activities
• The search effort
• Factors affecting the external search for information
• Making the choice
• Categorisation of decision rules
• Involvement
• Dimensions of involvement
• Involvement with brands
• Increasing involvement levels
• Loyalty in buyer behaviour
• Unsought goods
• Summary
• More online
• References
• 3 Consumption in B2C vs. B2B
• Introduction
• The decision-making unit
• Influences on buyers
• Classifying business customers
• Business and commercial organisations
• Reseller organisations
• Government organisations
• Institutional organisations
• Buyers’ techniques
• The Buygrid framework
• Value analysis
• Evaluating supplier capability
• Evaluating supplier performance
• Summary
• More online
• References
• 4 Consumer Technology and Innovation
• Introduction
• Artificial intelligence (AI) replaces human interactions
• Metaverse
• Machine learning
• Robotics and unmanned aerial vehicles (UAVs)/drones
• Virtual reality (VR) and augmented reality (AR)
• The Internet of Things (IoT)
• Mobile technologies
• Big data and analytics
• Platforms and blockchains
• Innovation
• Adoption of innovation
• Categories of innovation adopters
• Innovative products
• Marketing approaches to new product launches
• Resistance to innovation
• Summary
• More online
• References
• PART TWO CONSUMERS AS INDIVIDUALS (The Psychological Issues)
• 5 Drive, Motivation and Hedonism
• Introduction
• Drive
• Motivation
• Classifying needs
• Motivational factors
• Individual factors
• Motivational conflict
• Goals
• Heuristics
• Hedonism
• Understanding motivation
• Research into motivation
• Summary
• More online
• References
• 6 The Self and Personality
• Introduction
• Self-concept
• Personality
• Approaches to studying personality
• Type approach
• Traits and factors
• Psychographics
• Summary
• More online
• References
• 7 Perception
• Introduction
• Elements of perception
• Creating a world-view
• How we process data in our head
• Culture and perception
• Environmental influences
• Perception and store atmospherics
• Perception and consumers’ characteristics and behaviour
• Combining factors
• Subliminal perception
• Colour
• Passing off, brandalism and subvertising
• Summary
• More online
• References
• 8 Learning and Knowledge
• Introduction
• Defining learning
• Studying learning
• The need for knowledge
• Sources of consumer knowledge
• Summary
• More online
• References
• 9 Attitude Formation and Change
• Introduction
• Defining attitude
• Dimensions of attitude
• Attitude formation
• Attitude measurement
• Functions of attitudes
• Attitude and behaviour
• The duality of private vs. public attitudes
• Attitude vs. situation
• Attitude towards adverts vs. attitude towards the brand
• General vs. specific attitudes
• Changing attitudes
• Cognitive dissonance
• Summary
• More online
• References
• PART THREE CONSUMERS AS SOCIAL ACTORS (The Sociological Issues)
• 10 Reference Groups
• Introduction
• Formation of reference groups
• Influence of reference groups
• Modelling
• Mechanisms of personal influence and word of mouth
• The emergence of word of mouse
• Summary
• More online
• References
• 11 Age, Gender and Familial Roles
• Introduction
• How old are you? (Cohorts and subcultures developed using age)
• Defining families
• Influence of children on buying decisions
• Changing nature of the family
• Gender roles
• Other functions of the family
• Roles in family consumption
• Summary
• More online
• References
• 12 Culture and Social Mobility
• Introduction
• Culture
• Subcultures
• Social mobility (AKA class)
• Summary
• More online
• References
• 13 Ethical Consumption
• Introduction
• Definitions and categories
• Ethics and the person
• Ethics and the public
• Disposal and recycling
• Summary
• More online
• References
• 14 Sustainable Consumption
• Introduction
• Definitions
• A short look back on recent history
• Principles of sustainable consumption
• Consumption
• Summary
• More online
• References
• Index