Skip to main content
Book cover

Marketing pp 55–81Cite as

Consumer behaviour

  • Chapter
  • 93 Accesses

Part of the book series: Macmillan Studies in Marketing Management ((STMM))

Abstract

A republic made up of many states, each with its own culture and tongue, federated to achieve a common purpose. So might one describe consumer behaviour, with its foundation of contributions from the diverse sources of psychology, economics, sociology, statistics, anthropology and cybernetics. While this melange may offer a fertile ground for theoretical exploration, the marketing practitioner can be forgiven for querying the relevance of such an apparent miscellany of ideas and concepts to the attainment of corporate goals.

This is a preview of subscription content, log in via an institution.

Preview

Unable to display preview. Download preview PDF.

Unable to display preview. Download preview PDF.

Notes and references

  1. George Katona, The Powerful Consumer (New York: McGraw-Hill, 1960).

    Google Scholar 

  2. George Katona, The Mass Consumption Society (New York: McGraw-Hill, 1964).

    Google Scholar 

  3. G. W. Allport, The Nature of Prejudice (Reading, Mass: Addison-Wesley, 1954).

    Google Scholar 

  4. See Philip Kotier, Marketing Management: Analysis, Planning and Control (Englewood Cliffs, N. J.: Prentice-Hall, 1967).

    Google Scholar 

  5. See C. Glenn Walters, Consumer Behavior: Theory and Practice (Glencoe, III.: Irwin, 1974).

    Google Scholar 

  6. Alfred Marshall, Principles of Economics (London: MacMillan, 1927).

    Google Scholar 

  7. Francesco M. Nicosia, Consumer Decision Processes: Marketing and Advertising Implications (Englewood Cliffs, N.J.: Prentice-Hall, 1966).

    Google Scholar 

  8. James F. Engel, David T. Kollat and Roger D. Blackwell, Consumer Behavior (New York: Holt, Rinehart & Winston, 1968).

    Google Scholar 

  9. Joseph Clawson, ‘Lewin’s Psychology and Motives in Marketing’, in Theory in Marketing, ed. R. Cox and W. Alderson (Glencoe, III.: Irwin, 1950).

    Google Scholar 

  10. John A. Howard and Jagdish N. Sheth, The Theory of Buyer Behavior (New York: Wiley, 1969).

    Google Scholar 

  11. Michel J. Baker, Marketing: An Introductory Text (London: Macmillan, 1979).

    Google Scholar 

  12. Gordon R. Foxall, Marketing Behaviour: Issues in Managerial and Buyer Decision-Making (London: Gower, 1981).

    Google Scholar 

  13. Bernard Berelson and Gary A. Steiner, Human Behavior: An Inventory of Scientific Findings (New York: Harcourt, Brace & World, 1963).

    Google Scholar 

  14. J. A. Howard and J. N. Sheth, The Theory of Buyer Behavior (New York: Wiley, 1969).

    Google Scholar 

  15. James H. Myers and William Reynolds, Consumer Behavior and Marketing Management (Boston: Houghton Mifflin, 1967).

    Google Scholar 

  16. Leo Bogart, Strategy in Advertising (New York: Harcourt, Brace & World, 1967).

    Google Scholar 

  17. T. S. Robertson, Consumer Behavior (Glenview, III.: Scott, Foresman & Co., 1970).

    Google Scholar 

  18. Carl I. Hovland, Irving L. Janis and Harold H. Kelley, Communication and Persuasion (Yale University Press, 1953).

    Google Scholar 

  19. Hermann Ebbinghaus, Memory: A Contribution to Experimental Psychology, trans. H. A. Ruger and C. E. Bussenius (New York: Teachers College, Columbia University, 1913).

    Book  Google Scholar 

  20. Horace S. Schwerin and Henry H. Newell, Persuasion in Marketing (New York: Wiley, 1981).

    Google Scholar 

  21. Calvin S. Hall and Gardner Lindzey, Theories of Personality (New York: Wiley, 1957).

    Book  Google Scholar 

  22. W. T. Tucker, ‘Consumer Research: Status and Prospects’, in Consumer Behavior: Contemporary Research in Action, ed. Robert J. Hillsway, Robert A. Mittelstaedt and M. Venkatesan (Boston: Houghton Mifflin, 1971).

    Google Scholar 

  23. Gardner Lindzey, Assessment of Human Motives (New York: Holt, Rinehart & Winston, 1960).

    Google Scholar 

  24. Ernest Dichter, Handbook of Consumer Motivations (New York: McGraw-Hill, 1964).

    Google Scholar 

  25. Harry Henry, Motivation Research (London: Crosby, Lockwood & Son Ltd, 1963).

    Google Scholar 

  26. Martin Fishbein, Attitude Theory and Measurement (New York: Wiley, 1967).

    Google Scholar 

  27. Timothy Joyce, ‘Advertising, in Consumer Behavior’, ed. A. S. Ehrenberg and F. G. Pyatt (Harmondsworth: Penguin, 1971).

    Google Scholar 

  28. Joseph A. Kahl, The American Class Structure (New York: Holt, Rinehart & Winson, 1957).

    Google Scholar 

  29. Pierre D. Martineau, ‘The Pattern of Social Classes’, in Proceedings of the American Marketing Association, ed. Robert L. Clewett (1957).

    Google Scholar 

  30. Sidney J. Levy, ‘Social Class and Consumer Behavior’ in On Knowing the Consumer, ed. Joseph W. Newman (New York: Wiley, 1966).

    Google Scholar 

  31. H. Gerth and C. W. Mills, From Max Weber: Essays in Sociology (London: Routledge & Kegan Paul, 1948).

    Google Scholar 

  32. L. Warner et al., Social Classes in America (Chicago: Science Research Associates, 1949).

    Google Scholar 

  33. Solomon E. Asch, ‘Effects of Group Pressure upon the Modification and Distortion of Judgments’, in Readings in Social Psychology, ed. Eleanor E. Maccoby (New York: Holt, Rinehart & Winston, 1958).

    Google Scholar 

  34. Paul E. Green and Yoram Wind, Multiattribute Decisions in Marketing, (Hinsdale, III.: Dryden Press, 1973).

    Google Scholar 

  35. James Bettman and Michael A. Zins, ‘Constructive Process in Consumer Choice’, Journal of Consumer Research, vol. 4, no. 2 (Sept. 1977) pp. 75–85.

    Article  Google Scholar 

  36. Jacob Jacoby, George J. Szybillo and Jacqueline Busato-Schach, ‘Information Acquisition Behaviour in Brand Choice Situations’, Journal of Consumer Research, vol. 3, no. 4 (Mar. 1977) pp. 209–16.

    Article  Google Scholar 

  37. Jerome E. Scott and Peter Wright, ‘Modelling an Organizational Buyer’s Product Evaluation Strategy: Validity and Procedural Considerations’, Journal of Marketing Research, vol. 13 (Aug. 1976) pp. 211–24.

    Article  Google Scholar 

  38. James R. Bettman, Noel Capon and Richard Lutz, ‘Cognitive Algebra in Multiattribute Attitude Models’, Journal of Marketing Research, vol. 12, (May 1975) pp. 151–64.

    Article  Google Scholar 

Download references

Authors

Copyright information

© 1983 Michael J. Baker and The Macmillan Press Ltd

About this chapter

Cite this chapter

Baker, M.J. et al. (1983). Consumer behaviour. In: Marketing. Macmillan Studies in Marketing Management. Palgrave, London. https://doi.org/10.1007/978-1-349-06853-1_4

Download citation

Publish with us

Policies and ethics