Explaining Buyer Behavior: Central Concepts and Philosophy of Science Issues / Edition 1

Explaining Buyer Behavior: Central Concepts and Philosophy of Science Issues / Edition 1

by John O'Shaughnessy
     
 

ISBN-10: 0195071085

ISBN-13: 9780195071085

Pub. Date: 06/28/1992

Publisher: Oxford University Press, USA

With the globalization of markets, heightened competition within various market sectors, and more demands on companies to increase profits, it is of great importance to understand the most effective manner in which marketing managers can reach the appropriate consumer. It is also necessary to use effective systems and tools to study the actions and inactivity of…  See more details below

Overview

With the globalization of markets, heightened competition within various market sectors, and more demands on companies to increase profits, it is of great importance to understand the most effective manner in which marketing managers can reach the appropriate consumer. It is also necessary to use effective systems and tools to study the actions and inactivity of potential buyers. Explaining Buyer Behavior provides the fundamentals needed to understand the various explanatory systems and methodologies used in the behavior sciences and to evaluate their findings, in particular the literature and findings on buyer behavior. The work also shows how to evaluate various findings on buyer behavior and how to discuss the strengths and weaknesses, as well as the applicability of these findings to marketing. In clear prose, John O'Shaughnessy discusses the key issues in modern philosophy, psychology, and sociology and their relevance for the student of marketing and buyer behavior. He exploits insights from many disciplines as to the many ways to derive understanding of behavioral phenomena, making it accessible not only to academics and students of marketing, but to professionals as well.

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Product Details

ISBN-13:
9780195071085
Publisher:
Oxford University Press, USA
Publication date:
06/28/1992
Pages:
400
Product dimensions:
6.50(w) x 9.56(h) x 1.51(d)

Related Subjects

Table of Contents

1. Marketing Management and the Behavioral Sciences
2. Explanation
3. Causal Explanation
4. Causal Temporal Modes of Explanation
5. Teleological Explanation: Goal Ascription, Reasons, and the Rationality Principle
6. Teleological Explanation: Function Ascription
7. Explanatory Systems of Psychology
8. Explanatory Systems of Sociology
9. Emotion: A Multidisciplinary Approach
10. Understanding Consumer Actions Using Social Science Sensitizing Concepts
11. Philosophical Controversies Underlying Explanatory Systems and Methodologies
12. Research Methodology
13. Choosing Explanatory Theory: Recent Controversies in the Philosophy of Science
Discussion Questions
Name Index
Subject Index

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