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Advanced Introduction to Consumer Behavior Analysis

Gordon Foxall, Distinguished Research Professor, Cardiff Business School, Cardiff University, UK
This concise introduction presents a rigorous analysis of consumer choice from the perspective of consumer behavior analysis. Gordon Foxall provides a deeper understanding of what consumers actually buy and the nature of the utility that shapes and maintains patterns of consumption.
Extent: 160 pp
Hardback Price: $99.95 Web: $89.95
Publication Date: 2017
ISBN: 978 1 78471 692 9
Availability: In Stock
Paperback Price: $29.95 Web: $23.96
Publication Date: 2017
ISBN: 978 1 78471 694 3
Availability: In Stock
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Elgar Advanced Introductions are stimulating and thoughtful introductions to major fields in the social sciences and law, expertly written by the world’s leading scholars. Designed to be accessible yet rigorous, they offer concise and lucid surveys of the substantive and policy issues associated with discrete subject areas.

This concise introduction presents a rigorous analysis of consumer choice from the perspective of consumer behavior analysis. Gordon Foxall provides a deeper understanding of what consumers actually buy and the nature of the utility that shapes and maintains patterns of consumption.

Key features include:

• a revolutionary new approach to understanding consumer behavior

• a novel synthesis of behavioral psychology, behavioral economics, and marketing science

• a new model of consumer choice, the Behavioral Perspective Model, that is comprehensively supported by empirical research

• addresses more extreme behaviors such as compulsive purchasing and addiction.

Unique and authoritative, this work will prove a valuable resource for students and scholars of consumer behavior and marketing, social and behavioral science, micro-economics, economic psychology and behavioral economics. Marketing managers will also be interested in its approach to consumer research, with its innovative consequences for marketing management.

‘Consumer behavior is shaped by its context and consequences. This book is a critical and valuable introduction to recent developments in consumer behavior analysis, written by a leading scholar. Professor Foxall has extended the domain of behavioral psychology and its relevance to marketing science and economics, in an interdisciplinary manner that only he is capable of achieving. The current “technology/data revolution” demands a focus on environmental-behaviour interaction.’
– Valdimar Sigurdsson, Reykjavik University, Iceland

‘Amidst a precise and friendly exposition, Foxall presents his brilliant research program, based upon a behavioral model that integrates the soundest and most promising scientific approaches to consumer behavior, namely, behavioral psychology, marketing science and behavioral economics. The book bestows the reader with conceptual and empirical tools to interpret and explain consumer choices in natural settings, coherently exploring emotions, temporal discounting, demand sensitivity, utility maximization and neurophysiological events. Magnificent intellectual work carried out with rare philosophical and academic consistency.’
– Jorge M. Oliveira-Castro, University of Brasília, Brazil

Contents: Preface 1. What consumer behavior analysis is 2. Consumer choice in behavioral perspective 3. Interpretations of consumer choice 4. Consumer brand choice 5. Matching: choice as behavior 6. Maximizing: the import of pattern of reinforcement 7. The temporal dimension Index