UID:
edocfu_9960117253002883
Format:
1 online resource (xxii, 767 pages) :
,
digital, PDF file(s).
Edition:
1st ed.
ISBN:
1-316-41518-X
,
1-316-41659-3
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1-107-70655-6
Series Statement:
Cambridge handbooks in psychology
Content:
Why do consumers make the purchases they do, and which ones make them truly happy? Why are consumers willing to spend huge sums of money to appear high status? This handbook addresses these key questions and many more. It provides a comprehensive overview of consumer psychology, examining cutting-edge research at the individual, interpersonal, and societal levels. Leading scholars summarize past and current findings and consider future lines of inquiry to deepen our understanding of the psychology behind consumers' decision making, their interactions with other consumers, and the effects of societal factors on consumption. The Cambridge Handbook of Consumer Psychology will act as a valuable guide for faculty as well as graduate and undergraduate students in psychology, marketing, management, sociology, and anthropology.
Note:
Title from publisher's bibliographic system (viewed on 05 Oct 2015).
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Cover -- Half-title -- Title page -- Copyright information -- Table of contents -- List of figures -- List of tables -- List of contributors -- Introduction: Understanding Consumers in the Here, the Now, and the Tomorrow -- Part I Individual Consumer Decision Making and Behavior -- 1 Consumer Happiness and Well-Being -- Life Happiness -- Happiness from Money -- Prosocial Spending -- Buying Experiences -- Happiness from Time -- Thinking about Time -- Spending Time -- Effects of Happiness -- Consumption Happiness -- Choice Satisfaction -- Experience Enjoyment -- Where to Go from Here -- Varieties of Well-being -- Well-being from Consumer Behaviors -- Social Networking and Word of Mouth -- Conspicuous Consumption -- Conclusion -- References -- 2 Attitude Change and Persuasion: Past, Present, and Future Directions -- Attitudes -- Persuasion: Source, Message, and Recipient Factors -- Classic Conceptualizations: Who Says What to Whom? -- Source Factors -- Message Factors -- Recipient Factors -- Contextual Factors: When and Why -- Current Developments: A Metacognitive Reconceptualization -- Source Effects on Certainty -- Message Effects on Certainty -- Recipient Effects on Certainty -- Remaining Questions and Future Directions -- Source-Recipient Dynamics -- Recipient (Source) Variables as Source (Recipient) Variables -- Turning Recipients into Sources: Creating Advocacy -- Turning Sources into Recipients: Self-Persuasion -- Coda -- References -- 3 Consumer Prediction: Forecasted Utility, Psychological Distance, and Their Intersection -- I. Dimensions of Prediction -- Utility -- Psychological Distance -- Utility and Distance -- II. Recent Advances -- Utility -- Errors in Prediction -- Errors in Execution -- Psychological Distance -- Confidence -- Probability -- Planning -- Utility and Distance -- III. Open Questions -- Utility -- Distance.
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Seeing into the Future -- Relationships with Different Selves -- Relationships with Uncertainty -- Utility and Distance -- Conclusion -- References -- 4 Consumer Emotions -- Why Consumer Emotions Matter: Prevalence and Power -- What Emotions Mean: Properties and Opportunities -- A Note on Mood -- Consciously Felt States -- Valence -- Arousal -- Cognitive Appraisal and Action Tendency -- What Emotions Do: Sources and Outcomes -- Emotion Sources -- Emotion Outcomes -- The Effect of Emotion on Attention -- The Effect of Emotion on Memory -- The Effect of Emotion on Processing Style -- The Effect of Emotion on Estimates -- The Effect of Emotion on Preferences -- How Emotions Operate: Evaluation and Regulation -- Mechanisms for Valence-Congruent Effects -- Mechanisms for Valence-Incongruent Effects -- An Integrative Framework -- Beyond the WEIRD -- Conclusion -- References -- 5 Evolution and Consumer Behavior -- An Evolutionary Approach to Consumer Behavior -- All Behaviors Include an Evolutionary Explanation -- The Adaptive Function of Behavior -- Implication #1: Behavior Has Proximate and Ultimate Explanations -- Implication #2: Evolution Is Not the Opposite of Learning -- Core Theories and Findings -- Mismatch Theory -- Error Management Theory -- Fundamental Motives Framework -- Ovulatory Shift Hypothesis -- Incorporating an Evolutionary Perspective into Research -- Read beyond Your Discipline -- When Observing Behavior, Ask about Adaptive Function -- Go to the Zoo -- Roadmap for Future Research -- Consumption in Relationships and the Family -- Men's and Women's Consumption across the Lifespan -- Childhood Environment and Personality -- Strengths, Limitations, and Conclusion -- Strengths -- Limitations -- Conclusion -- References -- 6 Consumer Neuroscience: Revealing Meaningful Relationships between Brain and Consumer Behavior -- Introduction.
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The Consumer Neuroscience Toolkit -- Foundations of Consumer Neuroscience Research -- Promise 1: Dissociating Competing Theories about Information Processing -- Promise 2: Confirming or Refining Existing Theories about Mechanisms Underlying Decision Making -- Promise 3: Identifying New Processes in Consumer Decision Making -- Neural Prediction of Preferences and Choice -- Individual-Level Choice Prediction -- Population Choice Prediction -- Predictions of Communication Efficacy -- New Developments and Directions -- Improving Understanding of Demographic Differences -- Improving Understanding of Individual Differences with Biological Markers -- Improving Understanding of ''State-dependent'' Differences -- Inferring Psychological Processes from Brain Imaging Data -- A Probabilistic Framework for Reverse Inference: Meta-Analysis -- A Formal Framework for Reverse Inference: Brain Decoding -- Conclusions -- References -- 7 Developmental Consumer Psychology: Children in the Twenty-First Century -- Are Twenty-First-Century Children Savvy Consumers? -- Effects of Advertising on Children -- Television Advertising -- New Media Advertising -- Children's Understanding of Money -- Summary and Future Research -- Recent Advances in Children's Consumer Psychology: Materialism and Risky Behaviors -- Materialism -- Health-Related Risky Behavior -- Online Risky Behavior -- Summary and Future Research -- Self-Esteem -- Gratitude -- Prospection (Acting with the Future in Mind) -- Building Self-Esteem and Encouraging Prospection through Free Play and Failure -- Free Play -- Failure -- Future Research -- Conclusion -- References -- 8 Consuming Brands -- Introduction -- Consuming Brands, Consuming Meaning -- Brands as Cognitive Psychological Phenomena -- Brands as Social-Psychological Phenomena -- Brands as Sociocultural Phenomena.
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Brand Meaning and the Self: Brands as Identity Markers -- Brand Meaning in Consumer-Brand Relationships: Brands as Relational Partners -- Communal Brand Meaning Making: Brands as Social Glue -- Managing Brands as Meaning-Based Assets -- Imbuing a Brand with Meaning -- Changing the Meaning of a Brand -- Promoting Meaningful and Relevant Branding Research -- An Interdisciplinary Multimethod Approach to Branding Research -- Understanding the Consumption of Brands within Social and Competitive Context -- References -- 9 User Design through Self-Customization -- Introduction -- What Is Self-Customization? -- What We Know -- Why and When Does Self-Customization Create Value? -- Greater Likelihood of Preference Matching -- Preference Identification, Transfer, Forecasting, and Usage -- Preference Identification and Transfer -- Preference Forecasting -- Sense of Enjoyment and Accomplishment -- Signaling to Self and Others -- Signal of Uniqueness -- Signal of Competency -- What We Don't Know -- Call for Action 1: How to Maximize Process and Outcome Satisfaction in the Structured Choice-Based Paradigm -- Variety Perceptions and Choice Overload -- Sequential Choice -- Call for Action 2: How to Design the Interface in the Ill-Structured Open Paradigm -- Call for Action 3: When Do People Self-Select to Customize? -- Call for Action 4: How Customization Relates to Branding -- Call for Action 5: What Happens after the Design Process -- Outlook: Co-creation -- Summary -- References -- Part II Interpersonal and Social Consumer Psychology -- 10 Identity-Signaling Behavior -- Drivers of Identity-Signaling Behavior -- Need for Belonging -- Need for Self-Expression -- Do People Have a Need to Self-Express? -- Why Do People Have a Need to Self-Express? -- Need for Self-Enhancement -- Social Approval -- Social Proof -- Response to Threat.
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Unintended Consequences of Identity Signaling -- Future Directions -- Disentangling Identity-Signaling Motives -- The Role of Culture -- Unexamined Forms of Identity-Signaling Behavior -- Other Motives for Identity-Signaling Behavior -- Conclusion -- References -- 11 Coping Research in the Broader Perspective: Emotions, Threats, Mindsets, and More -- Coping: An Introduction -- The Definition of Coping and the Transactional Model of Appraisal -- Dimensional Structure of Coping: Problem-Focused Coping versus Emotion-Focused Coping -- Antecedents of Particular Coping Strategies: Dispositional Coping and Situation-Induced Coping -- Other Personality-Based Factors -- Other Situation-Induced Factors -- Consequences of the Use of the Particular Coping Strategies -- Recent Consumer Coping Research -- Antecedents of the Use of the Particular Coping Strategies -- Psychological Threats -- Emotion -- Mental Depletion -- Consequences of the Use of the Particular Coping Strategies -- Stress Reduction in Negative Service Environments -- Product Beliefs -- Psychological Construal Mindsets -- Effectiveness of Health Messaging -- Efficacy -- An Agenda for Future Research: Unanswered Questions -- Coping as a Causal Factor -- Sequence of the Use of Specific Coping Strategies -- Long-Term Effects of Coping -- Goal Failure and Subsequent Coping Strategies -- Consumption as Coping -- Additional Appraisals -- Individual Differences -- Cultural Differences -- Summary -- References -- 12 Power and Consumer Behavior -- Power: An Introduction -- Power as a Structural Difference -- Power as a Psychological Experience -- What We Know: Power and Consumer Behavior -- Power Affects How Consumers Think: The Approach-Inhibition Model -- Power Affects What Consumers Value: The Compensatory Hypothesis -- Desire for Status Products -- Response to Money -- Size Preferences.
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Assortment Size.
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English
Additional Edition:
ISBN 1-107-64142-X
Additional Edition:
ISBN 1-107-06920-3
Language:
English
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