Psychology of the Consumer and Its Development

An Introduction

  • Robert C. Webb

Part of the The Plenum Series in Adult Development and Aging book series (SSAD)

Table of contents

  1. Front Matter
    Pages i-xiii
  2. Robert C. Webb
    Pages 1-9
  3. Robert C. Webb
    Pages 11-42
  4. Robert C. Webb
    Pages 43-78
  5. Robert C. Webb
    Pages 79-108
  6. Robert C. Webb
    Pages 109-144
  7. Robert C. Webb
    Pages 145-169
  8. Robert C. Webb
    Pages 171-205
  9. Robert C. Webb
    Pages 207-236
  10. Robert C. Webb
    Pages 237-256
  11. Robert C. Webb
    Pages 257-284
  12. Robert C. Webb
    Pages 285-308
  13. Robert C. Webb
    Pages 309-327
  14. Back Matter
    Pages 329-362

About this book


An unusually understandable survey of the forces or perception and feeling that determine the purchases we make; the roles played by fashion, fads, and status; and the psychological needs that they fulfill. The book discusses how children become consumers and how they change as they age. Research based throughout, it shows how ads use classical conditioning, harnessing psychological motivation to create image and sell products.


Emotion Marketing Memory Motivation Perception Persuasion attention classical conditioning cognition development information processing operant conditioning psychology

Authors and affiliations

  • Robert C. Webb
    • 1
  1. 1.Suffolk UniversityBostonUSA

Bibliographic information

  • DOI
  • Copyright Information Kluwer Academic/Plenum Publishers, New York 1999
  • Publisher Name Springer, Boston, MA
  • eBook Packages Springer Book Archive
  • Print ISBN 978-1-4613-7158-8
  • Online ISBN 978-1-4615-4763-1
  • Series Print ISSN 1566-709X
  • Buy this book on publisher's site
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