The Psychology of Consumer Behavior

by Brian Mullen, Craig Johnson

Overview

After years of study in the area of consumer behavior, Mullen and Johnson bring together a broad survey of small answers to a big question: "Why do consumers do what they do?" This book provides an expansive, accessible presentation of current psychological theory and research as it illuminates fundamental issues regarding the psychology of consumer behavior. The authors hypothesize that an improved understanding of consumer behavior could be employed to more successfully influence consumers' use of products, goods, and services. At the same time, an improved understanding of consumer behavior might be used to serve as an advocate for consumers in their interactions in the marketplace.

Product Details

ISBN-13:	9781134932894
Publisher:	Taylor & Francis
Publication date:	06/17/2013
Sold by:	Barnes & Noble
Format:	eBook
Pages:	232
File size:	7 MB

About the Author

Mullen, Brian; Johnson, Craig

Table of Contents

Contents: Preface. Introduction. Perception. Cognition and Memory. Cognition and Persuasion. Learning. Emotion. Motivation. Intention and Behavior. Behavioral Feedback and Product Life Cycle. The Social Context. The Cultural Context. Sales Interactions. Applications to Nonprofit Settings.

Editorial Reviews

"...a good foundation for further exploration of the psychology of consumer behavior."
—Contemporary Psychology

"...the book is richly illustrated with examples....[and its] value...lies in providing an elementary introduction to the area."
—European Work and Organizational Psychologist

From the Publisher