Consumer Behavior and Managerial Decision Making / Edition 1

Consumer Behavior and Managerial Decision Making / Edition 1

by Frank R. Kardes
     
 

This scientific, sophisticated, yet readable book approaches the subject of consumer behavior by using a rigorous scientific orientation, and presenting material in three overlapping sections: basic concepts, persuasion, and managerial decision making. It discusses the principles and scientific investigation of consumer behavior and demonstrates how companies and… See more details below

Overview

This scientific, sophisticated, yet readable book approaches the subject of consumer behavior by using a rigorous scientific orientation, and presenting material in three overlapping sections: basic concepts, persuasion, and managerial decision making. It discusses the principles and scientific investigation of consumer behavior and demonstrates how companies and organizations use them strategically every day.

Chapter topics include consumer attention and comprehension; consumer memory, judgment, and choice; the message-learning approach to persuasion; affective and motivational approaches to persuasion; self-persuasion and social influence principles; online consumer behavior; new product development; product management; and strategies for improving managerial decision making.

For individuals concerned with the attitudes and activities of today's buyer in the marketplace.

Product Details

ISBN-13:
9780321001993
Publisher:
Addison-Wesley
Publication date:
08/06/1998
Edition description:
Older Edition
Pages:
460
Product dimensions:
7.53(w) x 9.36(h) x 0.98(d)

Related Subjects

Table of Contents

Preface
Ch. 1The Scientific Study of Consumer Behavior1
Sect. IHow Consumers Acquire, Remember, and Use Product Knowledge23
Ch. 2Consumer Attention and Comprehension24
Ch. 3Consumer Memory50
Ch. 4Consumer Judgment79
Ch. 5Consumer Choice107
Sect. IIPersuasion and Influence133
Ch. 6The Message-Learning Approach to Persuasion134
Ch. 7Cognitive Approaches to Persuasion158
Ch. 8Affective and Motivational Approaches to Persuasion181
Ch. 9Self-Persuasion Principles210
Ch. 10Social Influence Principles235
Sect. IIIManagerial Decision Making265
Ch. 11Online Consumer Behavior266
Ch. 12Segmentation and International Marketing282
Ch. 13New Product Development304
Ch. 14Product Management331
Ch. 15Biases in Managerial Decision Making359
Ch. 16Strategies for Improving Managerial Decision Making384
Glossary405
References417
Name Index441
Subject Index447

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