Consumer Behaviour: A European Perspective [6 ed.] 9781292116723, 9781292063423, 9781292144184, 2822822832, 1292116722

Table of contents :
Cover......Page 1
Half Title Page......Page 2
Title Page......Page 4
Copyright Page......Page 5
Brief Contents......Page 6
Contents......Page 8
List of case studies......Page 14
Preface......Page 16
About the authors......Page 18
Author's acknowledgements......Page 20
Publisher's acknowledgements......Page 21
Part A Consumers in the Marketplace......Page 28
Chapter objectives......Page 29
Consumption in Europe? The European consumer......Page 30
Consumers’ impact on marketing strategy......Page 35
Marketing’s impact on consumers......Page 40
Do marketers manipulate consumers?......Page 48
Consumer behaviour as a field of study......Page 51
Taking it from here: the plan of the book......Page 55
Chapter summary......Page 57
Consumer behaviour challenge......Page 58
Notes......Page 59
Chapter objectives......Page 62
Consumer culture......Page 63
The meaning of things......Page 64
A branded world......Page 69
Global consumer culture......Page 74
The politics of consumption......Page 79
Chapter summary......Page 88
Key terms......Page 89
Notes......Page 90
Chapter objectives......Page 96
Introduction......Page 97
Consumers’ choices......Page 98
Antecedent states......Page 99
Purchase environment......Page 108
E-commerce: clicks vs bricks......Page 112
Servicescapes: retailing as theatre......Page 121
Net profit......Page 128
Product disposal......Page 131
Key terms......Page 139
Consumer behaviour challenge......Page 140
Notes......Page 142
Part B How Consumers See the World and Themselves......Page 150
Chapter objectives......Page 151
The perceptual process......Page 152
Sensory systems......Page 155
Sensory thresholds......Page 164
Perceptual selection......Page 167
Interpretation: deciding what things mean......Page 171
Chapter summary......Page 178
Key terms......Page 179
Notes......Page 180
Chapter objectives......Page 184
Perspectives on the self......Page 185
Products that shape the self: you are what you consume......Page 191
Gender roles......Page 198
Body image......Page 205
Chapter summary......Page 215
Key terms......Page 216
Notes......Page 217
Chapter objectives......Page 224
The motivation process: why ask why?......Page 225
Motivational strength......Page 226
Motivational direction......Page 228
Motivational conflicts......Page 229
Some classifications of consumer needs......Page 232
Consumer involvement......Page 235
Lifestyles, consumer identity and consumption choices......Page 241
Lifestyle marketing......Page 243
Psychographics......Page 245
Values......Page 250
The means-end chain model......Page 259
Sustainability: a new core value?......Page 261
Chapter summary......Page 263
Key terms......Page 265
Consumer behaviour challenge......Page 266
Notes......Page 267
Part C Consumers as Decision-Makers......Page 274
Chapter objectives......Page 275
Behavioural learning theories......Page 276
Marketing applications of learning principles......Page 283
The role of learning in memory......Page 289
Chapter summary......Page 302
Key terms......Page 303
Notes......Page 304
Chapter objectives......Page 309
The power of attitudes......Page 310
The function of attitudes......Page 311
How do we form attitudes?......Page 319
Attitude models......Page 325
Do attitudes predict behaviour?......Page 328
How do marketers change attitudes?......Page 331
Chapter summary......Page 342
Key terms......Page 343
Notes......Page 344
Chapter objectives......Page 350
What’s your problem? Perspectives on decision-making......Page 351
Cognitive decision-making......Page 357
Step 1: Problem recognition......Page 358
Step 2: Information search......Page 359
Step 3: Evaluation of alternatives......Page 365
Step 4: Product choice......Page 377
Step 5: Post-purchase evaluation......Page 379
Habitual decision-making......Page 381
Chapter summary......Page 395
Key terms......Page 396
Consumer behaviour challenge......Page 397
Notes......Page 399
Part D European Consumers and Their Social Groups......Page 408
Chapter objectives......Page 409
Introduction......Page 410
The social power of groups......Page 411
Reference groups......Page 413
Conformity......Page 420
Word-of-mouth communication......Page 428
Opinion leadership......Page 435
The social media revolution......Page 443
Digital word of mouth......Page 447
Chapter summary......Page 450
Key terms......Page 451
Consumer behaviour challenge......Page 453
Notes......Page 454
Chapter objectives......Page 462
The family......Page 463
The intimate corporation: family decision-making......Page 471
Children as decision-makers: consumers-in-training......Page 474
Age and consumer identity......Page 478
The teen market: it totally rules......Page 479
Baby busters: ‘Generation X’......Page 481
Baby boomers......Page 482
The grey market......Page 484
Chapter summary......Page 488
Key terms......Page 489
Consumer behaviour challenge......Page 490
Notes......Page 491
Chapter objectives......Page 495
Consumer spending and economic behaviour......Page 496
Social class......Page 502
How social class affects purchase decisions......Page 514
Status symbols......Page 522
Capital and practices: class-based lifestyles......Page 526
Key terms......Page 530
Notes......Page 531
Part E Culture and European Consumers......Page 536
Chapter objectives......Page 537
Culture and consumption......Page 538
Magic, myths and rituals......Page 543
Sacred and profane consumption......Page 560
Chapter summary......Page 567
Key terms......Page 568
Notes......Page 569
Chapter objectives......Page 575
Introduction......Page 576
The diffusion of innovations......Page 592
The fashion system......Page 599
Chapter summary......Page 610
Consumer behaviour challenge......Page 611
Notes......Page 612
Chapter objectives......Page 617
Subcultures and consumer identity......Page 618
The acculturation process......Page 625
Ethnicity, religion and marketing strategies......Page 629
Euro-consumers......Page 636
Chapter summary......Page 644
Consumer behaviour challenge......Page 645
Notes......Page 646
Case studies......Page 650
Glossary......Page 694
Indexes......Page 714