| Judul Buku | : | Consumer Behavior – Buying, Having, and Being – Eleventh Edition |
| Pengarang | : | Michael R. Solomon |
| Penerbit | : | PEARSON |
| Cetakan | : | Eleventh Edition |
| Tahun Terbit | : | 2015 | |
| Bahasa | : | Inggris | |
| Jumlah Halaman | : | 604 | |
| Kertas Isi | : | HVS | |
| Cover | : | Soft | |
| Ukuran | : | 22 x 28 | |
| Berat | : | 1200 | |
| Kondisi | : | Baru | |
| Harga | : | Rp 458,000 | |
| Bayar | : | | |
| Stock | : | 1 | |
Consumer Behavior – Buying, Having, and Being – Eleventh Edition
Pengarang : Michael R. Solomon
Penerbit : PEARSON
CONTENTS
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
Segmenting by Behavior: Welcome to Big Data 33
Marketing’s Impact on Consumers 35
Popular Culture Is Marketing Is Popular Culture … 36
All the World’s a Stage 37
What Does It Mean to Consume? 38
What Do We Need—Really? 41
How We Classify Consumer Needs 42
The Global “Always On” Consumer 45
The Digital Native: Living a Social [Media] Life 45
Consumer Behavior as a Field of Study 48
Where Do We Find Consumer Researchers? 48
Interdisciplinary Influences on the Study of Consumer Behavior 48
Two Perspectives on Consumer Research 51
Should Consumer Research Have an Academic or an Applied Focus? 52
Taking It from Here: The Plan of the Book 52
Chapter Summary 53
Key Terms 53
Review 54
Consumer Behavior Challenge 54
Case Study 55
Notes 56
Chapter 2 – Decision Making and Consumer Behavior 58
What’s Your Problem? 59
Consumer Involvement 61
Types of Involvement 63
Cognitive Decision Making 69
Steps in the Cognitive Decision-Making Process 69
Habitual Decision’Making 80
Priming and Nudging 81
Decision-Making Biases and Shortcuts 81
Heuristics: Mental Shortcuts 84
Affective Decision Making 85
Emotions and Consumption 86
Positive Affect 88
Negative Affect 88
How Social Media Tap into Our Emotions 89
Chapter Summary 90
Key Terms 91
Review 92
Consumer Behavior Challenge 92
Case Study 94
Notes 95
Chapter 3 Cultural Influences on Consumer Decision Making 100
Cultural Systems 102
Cultural Values 102
Core Values 103
How Do Values Link to Consumer Behavior? 105
The Yin and Yang of Marketing and Culture 107
Cultural Movement 108
High and Low Culture 112
Cultural Formulae 113
Reality Engineering 115
Product Placement 117
Advergaming 118
Cultural Stories and Ceremonies 119
Myths 120
Rituals 124
Sacred and Profane Consumption 131
Sacralization 131
Domains of Sacred Consumption 133
From Sacred to Profane, and Back Again 134
Global Consumer Culture 135
It’s a BRAND New World 136
Adopt a Standardized Strategy 138
Adopt a Localized Strategy 138
Cross-Cultural Differences Relevant to Marketers 140
Does Global Marketing Work? 140
Chapter Summary 141
Key Terms 142
Review 143
Consumer Behavior Challenge 143
Case Study 145
Notes 146
Chapter 4 Consumer and Social Well-Being 152
Business Ethics and Consumer Rights 153
Needs and Wants: Do Marketers Manipulate Consumers? 154
Consumers’ Rights and Product Satisfaction 158
Market Regulation 160
Consumerism 162
Social Marketing and Corporate Social Responsibility (CSR) 164
Major Policy Issues Relevant to Consumer Behavior 165
Data Privacy and Identity Theft 165
Market Access 167
Sustainability and Environmental Stewardship 169
The Dark Side of Consumer Behavior 177
Consumer Terrorism 178
Addictive Consumption 179
Consumed Consumers 181
Illegal Acquisition and Product Use 182
Chapter Summary 184
Key Terms 184
Review 184
Consumer Behavior Challenge 185
Case Study 186
Notes 187
Nielsen Nugget 191
Section 2 Internal Influences on Consumer Behavior 193
Chapter 5 Perception 194
Sensation 195
Vision 197
Dollars and Scents 200
Sound 202
Touch 203
Taste 204
The Stages of Perception 206
Stage 1: Exposure 206
Stage 2: Attention 209
Stage 3: Interpretation 215
Chapter Summary 222
Key Terms 223
Review 223
Consumer Behavior Challenge 223
Case Study 224
Notes 225
Chapter 6 Learning and Memory 228
Learning 229
Behavioral Learning Theories 230
Marketing Applications of Classical Conditioning Principles 233
Marketing Applications of Instrumental Conditioning Principles 238
Gamification 238
Cognitive Learning Theory 240
How Do We Learn to Be Consumers? 243
Cognitive Development 245
Memory 247
How Our Brains Encode Information 248
Memory Systems 250
How Our Memories Store Information 250
How We Retrieve Memories When We Decide What to Buy 253
What Makes Us Forget? 255
How We Measure Consumers’ Recall of Marketing Messages 258
Bittersweet Memories: The Marketing Power of Nostalgia 259
Chapter Summary 262
Key Terms 263
Review 263
Consumer Behavior Challenge 263
Case Study 264
Notes 265
Chapter 7 The Self 270
The Self 271
Does the SeIfExist? 271
Self-Concept 272
Fantasy: Bridging the Gap Between the Selves 274
Symbolic Interactionism 275
The Extended Self 276
The Digital Self 279
Personality 280
Consumer Behavior on the Couch: Freudian Theory 282
Neo-Freudian Theories 285
Trait Theory 286
Brand Personality 294
Socializing with Brands 296
Are We What We Buy? 297
Body Image 301
Ideals of Beauty 301
Working on the Body 308
Body Image Distortions 311
Chapter Summary 314
Key Terms 315
Review 315
Consumer Behavior Challenge 315
Case Study 316
Notes 317
Chapter 8 Attitudes and Persuasion 322
The Power of Attitudes 323
The ABC Model of Attitudes 324
Hierarchies of Effects 325
How Do We Form Attitudes? 327
All Attitudes Are Not Created Equal 327
7he Consistency Principle 328
Motivational Conflicts 329
Self-Perception Theory 330
Social Judgment Theory 331
Balance Theory 331
Attitude Models 333
Do Attitudes Predict Behavior? 336
Trying to Consume 339
How Do Marketers Change Attitudes? 340
Decisions, Decisions: Tactical Communications Options 340
The Elements of Communication 341
An Updated View: Interactive Communications 341
New Message Formats 342
The Source 343
The Message 349
Types of Message Appeals 353
The Source versus the Message: Do We Sell the Steak or the Sizzle? 358
Chapter Summary 359
Key Terms 360
Review 361
Consumer Behavior Challenge 361
Case Study 363
Notes 364
Nielsen Nugget 369
Section 3 External Influences on Consumer Behavior 371
Chapter 9 Group and Situational Effects on Consumer Behavior 372
Situational Effects on Consumer Behavior 374
Our Social and Physical Surroundings 376
Temporal Factors 376
Waiting Time 378
The Shopping Experience 379
When the Going Gets Tough, the Tough Go Shopping 379
E-Commerce: Clicks Versus Bricks 380
Retailing as Theater 383
Store Image 384
In-Store Decision-Making 385
The Salesperson: A Lead Role in the Play 388
The Social Power of Groups 389
Reference Groups Aren’t Just Any Groups 390
Conformity 396
Collective Decision-Making 397
B2B Decision-Making 397
Family Decision-Making 402
Animals Are People Too! Nonhuman Family Members 406
Me Family Life Cycle 407
7he Intimate Corporation: Family Decision-Making 408
Sex Roles and Family Decision-Making
Responsibilities 410
Chapter Summary 413
Key Terms 415
Review 415
Consumer Behavior Challenge 416
Case Study 419
Notes 420
Chapter 10 Consumer Identity I: Sex Roles and Subcultures 426
Consumer Identity 427
Gender Identity 428
Sex Role Socialization 429
Gender Identity Versus Sexual Identity 431
Sex-Typed Products 432
Ethnic and Racial Subcultures 438
Ethnic and Racial Stereotypes 439
Ethnicity and Acculturation 440
The “Big Three” American Ethnic Subcultures 442
Religious Subcultures 446
Organized Religion and Consumption 447
Born-Again Consumers 447
Islamic Marketing 448
Age Subcultures 449
Children as Decision-Makers: Consumers-in-Training 450
The Youth Market 451
Gen Y 453 Gen X 457
7he Mature Market 457
Place-Based Subcultures 463
Chapter Summary 465
Key Terms 466
Review 467
Consumer Behavior Challenge 467
Case Study 470
Notes 471
Chapter 11 Consumer Identity II: Social Class and Lifestyles 476
Income and Consumer Identity 477
Income Patterns 477
To Spend or Not to Spend, That Is the Question 478
The Great Recession and Its Aftermath 479
Materialism and Economic Conditions 481
Social Class and Consumer Identity 481
Pick a Pecking Order 481
Components of Social Class 484
Social Class in the United States 491
Social Class Around the World 491
How Do We Measure Social Class? 495
Status Symbols and Social Capital 497
“What Do You Use That Fork For?” Taste Cultures, Codes, and Cultural Capital 499
Social Capital 500
Status Symbols 502
Lifestyles and Consumer Identity 506
Product Complementarity and Co-Branding Strategies 509
Psychographics 510
Chapter Summary 515
Key Terms 516
Review 516
Consumer Behavior Challenge 517
Case Study 518
Notes 519
Chapter 12 Networked Consumer Behavior: Word-of-Mouth, Social Media, and Fashion 522
Word-of-Mouth Communication 523
Buzz Building 526
Negative WOM: The Power of Rumors 527
Opinion Leadership 529
How Influential Is an Opinion Leader? 530
Types of Opinion Leaders 531
How Do We Find Opinion Leaders? 532
The Social Media Revolution 535
Social Media and Community 536
The Structure of Social Networks 539
The Power of Online Communities 540
Online Opinion Leaders 543
The Diffusion of Innovations 547
How Do We Decide to Adopt an Innovation? 547
Behavioral Demands of Innovations 548
What Determines If an Innovation Will Diffuse? 549
The Fashion System 550
Chapter Summary 556
Key Terms 557
Review 557
Consumer Behavior Challenge 558
Case Study 559
Notes 560
Nielsen Nugget 563
Glossary 565
Index 579
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