Social psychology of consumer behavior / edited by Michaela Wänke.

Format:

Book

Contributor:

Wänke, Michaela.

Series:

Frontiers of social psychology

Language:

English

Subjects (All):

Consumer behavior.

Consumer behavior--Psychological aspects.

Consumers--Psychology.

Consumers.

Social psychology.

Physical Description:

ix, 396 pages : illustrations ; 24 cm.

Place of Publication:

New York : Psychology Press, [2009]

Summary:

The Social Psychology of Consumer Behavior brings together the most promising and theoretically fruitful research developments by internationally renowned scholars, whose work is at the cutting edge of research. Experts from both fields - social psychology and consumer behavior - provide an informed, up-to-date overview, from an original integrative perspective.

The aim of this volume is two-fold. On the one hand, the application of social psychology to consumer behavior is meant to broaden the horizon of social psychologists. On the other hand, students and researchers of consumer behavior will be offered an advanced account of relevant theories tailored to their interests. While the range of topics is rather broad - including the construal of judgments and decisions, affective and cognitive feelings, social and media influences, and goals and self-regulation - each chapter is focused on one specific theoretical or methodological perspective and thereby gives a comprehensive and penetrative account of the relevant issues and the respective research.

The volume provides an invaluable resource to students, researchers, and instructors in social psychology, consumer psychology, consumer behavior, and marketing.

Contents:

Section I Introduction: A Tale of Two Disciplines

1 What's Social about Consumer Behavior? / Michaela Wanke 3

2 Social Psychology and Consumer Psychology: An Unexplored Interface / Robert S. Wyer, Jr., Rashmi Adaval 19

Section II The Construal of Consumer Judgments and Decisions

3 Psychological Distance and Consumer Behavior: A Construal Level Theory Perspective / Tal Eyal, Nira Liberman, Yaacov Trope 65

4 The Rational Unconscious: Conscious versus Unconscious Thought in Complex Consumer Choice / Ap Dijksterhuis, Rick B. van Baaren, Karin C. A. Bongers, Maarten W. Bos, Matthijs L. van Leeuwen, Andries van der Leij 89

5 Brands and Successful Brand Extensions: A Social Psychology Perspective on Economic Questions / Herbert Bless, Rainer Greifeneder 109

6 Compensatory Reasoning in Choice / Alexander Chernev, Ryan Hamilton 131

Section III Affective and Cognitive Feelings in Consumer Judgment

7 Conditioning as a Source of Liking: There Is Nothing Simple about It / Jan De Houwer 151

8 The Lexion and Grammar of Affect as Information in Consumer Decision Making: The GAIM / Michel Tuan Pham 167

9 When Thinking Is Difficult: Metacognitive Experiences as Information / Norbert Schwarz, Hyunjin Song, Jing Xu 201

Section IV Social and Media Influences on Judgment and Behavior

10 Cross-Cultural Issues in Consumer Behavior / Sharon Shavitt, Angela Y. Lee, Carlos J. Torelli 227

11 Television Viewing and Social Reality: Effects and Underlying Processes / L. J. Shrum 251

12 Normative Influences on Consumption and Conservation Behaviors / Noah J. Goldstein, Robert B. Cialdini 273

13 Taking the Target's Perspective: The Persuasion Knowledge Model / Amna Kirmani, Margaret C. Campbell 297

Section V Goals and Self-Regulation

14 The Persuasive Power of Regulatory Fit / Angela Y. Lee, E. Tory Higgins 319

15 The Impulsive Consumer: Predicting Consumer Behavior with Implicit Reaction Time Measures / Malte Friese, Wihelm Hofmann, Michaela Wanke 335

16 The Dynamics of Self-Regulation: When Goals Commit versus Liberate / Ayelet Fishbach, Ying Zhang 365.

Notes:

Includes bibliographical references and index.

ISBN:

9781841694986

1841694983

OCLC:

271105293