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CB: consumer behaviour PDF

404 Pages·2018·48.871 MB·English
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CB BABIN HARRIS MURRAY C B ACTIVATE CB CONSUMER BEHAVIOUR 2 SECOND CANADIAN EDITION C E TODAY! B A B 1 I N H A Open the Access Card R R included with this text. I S M 2 U R R A Follow the steps on the card. Y 3 Study. If an Access Card is not included with this text, you can purchase instant access at NELSONbrain.com. Only new books are packaged with Access Cards. www.nelson.com 70385_cvr_ptg01_hires.indd All Pages 04/02/16 11:51 AM THE PROCESS 4LTR Press uses a Student-Tested, Faculty-Approved process to meet the unique needs of each course. Here are the results for the Consumer Behaviour course. Students Say They want an overview of the course concepts that illustrates their value and Delivers impact in the world. They want resources that are easy to access, either easy-to- An engaging experience, carry print texts or mobile, accessible complete with print and digital digital solutions. They want a resource that solutions. Providing in-depth helps them study and is easy to review for coverage of current trends, CB assignments and exam preparation. is full of examples that detail how Consumer Behaviour affects the world. Clear learning objectives, key terms, and Chapter Review cards help students study and prepare for course work. Instructors Require Easy-to-use online tools with activities, assignments, and quizzes support A text that covers current trends and topics both formative and summative directly related to the students taking the assessments, helping students course. A resource that helps them engage learn by creating a more their students, whether in print or online, dynamic learning and that provides support for delivering and environment. assessing course concepts. Copyright 2017 Nelson Education Ltd. All Rights Reserved. May not be copied, scanned, or duplicated, in whole or in part. Due to electronic rights, some third party content may be suppressed from the eBook and/or eChapter(s). Nelson Education reserves the right to remove additional content at any time if subsequent rights restrictions require it. 70385_ifc_ptg01_hires.indd 2 05/02/16 10:22 AM CB BABIN HARRIS MURRAY B S T The soluTion A T CONSUMER BEHAVIOUR SECOND CANADIAN EDITION Print CB delivers all the key terms and all the content for the Consumer Behaviour course through a visually engaging and easy-to-review print experience. Digital MindTap enables you to stay organized and study efficiently by providing a single location ACTIVATE for all your course materials and study aids. Built-in apps leverage social media and the latest AQCUCEESSTSI OCNOSD?E ACTIVATE learning technology to help you succeed. MINDTAP TODAY! 12 OiFnopclleluondw et hdthe we A istcthcee ptshss ioCs nater tdxh te. card. BSTAT CCSEOCONNDS CUANMADEBIARN E BDITEIOHNAVIOUR wwNwBAeT.BnIeNl s eHcAoRlChRsnIOSno O MiNEnUcRNdR.LaAcYuIloNT cSmEAaut/CpisopuTnop rLpttodr.t 654 3 2 e W T AnN1 R ohptIECe Gen eraLgr ooeCnAct Sivth n scsEhtpOiCettoedkeereSN sO oe rbrwyASbs md oaUoic rt w yxsuapb cCRbo rityealwn eeOuaS si ydnlbnras.oED o nseec oww CutEwlcenKrlroi eoultl f Eidhuudsoicnne snY rote““s oe t Is npRt. rrr rahr ee.ufOifcansogecRv ootrit ese k oum tltd foerhrea.r cgee/bnroe, ps ”e iCmA,ni t lneococ,u g nlwciuidyf.cte r.eoyekssoru nse uot rtChn K aeo ielntr dhyCesee aot”f dor“u muyOrr csypheeoteaso usnvKaerr” eg cabyeo u , u t trosne—. Gently scratch off foil with coin to reveal your access code. 3 Study. Student Resources Instructor Resources • Interactive eBook • Chapter Videos • Access to All Student Resources • Flashcards • Online Glossary • Engagement Tracker • Practice Quiz Generator • Part Videos • Instructor Companion Site • Trackable Activities: • Case Studies • PowerPoint® Slides — Graded Quizzing • Chapter Review Cards • Updated Test Bank — Media Quizzing • LMS Integration Students: www.nelson.com/student Instructors: www.nelson.com/instructor Copyright 2017 Nelson Education Ltd. All Rights Reserved. May not be copied, scanned, or duplicated, in whole or in part. Due to electronic rights, some third party content may be suppressed from the eBook and/or eChapter(s). Nelson Education reserves the right to remove additional content at any time if subsequent rights restrictions require it. 70385_00_FM.indd 1 05/02/16 9:49 AM This is an electronic version of the print textbook. Due to electronic rights restrictions, some third party content may be suppressed. The publisher reserves the right to remove content from this title at any time if subsequent rights restrictions require it. For valuable information on pricing, previous editions, changes to current editions, and alternate formats, please visit www.nelson.com to search by ISBN#, author, title, or keyword for materials in your areas of interest. Copyright 2017 Nelson Education Ltd. All Rights Reserved. May not be copied, scanned, or duplicated, in whole or in part. Due to electronic rights, some third party content may be suppressed from the eBook and/or eChapter(s). Nelson Education reserves the right to remove additional content at any time if subsequent rights restrictions require it. CB, Second Canadian Edition by Barry J. Babin, Eric G. Harris, and Kyle B. Murray VP, Product and Partnership Production Service: Interior Design: Solutions: MPS Limited Trinh Truong Anne Williams Copy Editor: Cover Design: Publisher, Digital and Print Content: Laurel Sparrow/Top Copy Trinh Truong Amie Plourde Communications Cover Image: Senior Marketing Proofreader: crossroadcreative Manager: MPS Limited Alexis Hood Compositor: Indexer: MPS Limited Content Development Manager: Ever Olano Toula Di Leo Design Director: Photo and Permissions Researcher: Ken Phipps Karen Hunter Managing Designer: Production Project Manager: Franca Amore Jaime Smith CoPyRIght © 2017, 2014 by Nelson All RIghtS RESERVED. No part of library and Archives Canada Education Ltd. this work covered by the copyright Cataloguing in Publication herein may be reproduced, Adapted from CB7, by Barry J. Babin transcribed, or used in any form Babin, Barry J., author and Eric G. Harris, published by or by any means—graphic, CB / Barry J. Babin, Eric G. Harris, Cengage Learning. Copyright © 2016, electronic, or mechanical, including Kyle B. Murray. — Second Canadian 2015 by Cengage Learning photocopying, recording, taping, edition. Printed and bound in the United Web distribution, or information Includes index. States of America storage and retrieval systems— ISBN 978-0-17-657038-5 (paperback) 1 2 3 4 19 18 17 16 without the written permission of the publisher. 1. Consumer behavior—Textbooks. For more information contact I. Harris, Eric G., author II. Murray, Nelson Education Ltd., For permission to use material from Kyle B. (Kyle Bayne), 1973–, author 1120 Birchmount Road, Toronto, this text or product, submit III. Title. Ontario, M1K 5G4. Or you can visit all requests online at our Internet site at www.cengage.com/permissions. HF5415.32.B33 2016 http://www.nelson.com Further questions about 658.8'342 C2015-906619-0 permissions can be emailed to Cognero and Full-Circle Assessment [email protected] ISBN-13: 978-0-17-657038-5 are registered trademarks of ISBN-10: 0-17-657038-1 Madeira Station LLC. Every effort has been made to trace ownership of all copyrighted material and to secure permission from copyright holders. In the event of any question arising as to the use of any material, we will be pleased to make the necessary corrections in future printings. Copyright 2017 Nelson Education Ltd. All Rights Reserved. May not be copied, scanned, or duplicated, in whole or in part. Due to electronic rights, some third party content may be suppressed from the eBook and/or eChapter(s). Nelson Education reserves the right to remove additional content at any time if subsequent rights restrictions require it. 70385_00_FM.indd 2 02/02/16 2:16 PM CB BABIN HARRIS MURRAY CB Brief Contents B S T A T CONSUMER BEHAVIOUR PART 1 introduction 2 1 What Is CB, and Why Should I Care? 2 SECOND CANADIAN EDITION 2 Value and the Consumer Behaviour Value Framework 22 PART 2 intErnAL inFLuEncES 40 3 Consumer Learning Starts Here: Perception 40 4 Comprehension, Memory, and Cognitive Learning 58 5 Motivation and Emotion: Driving Consumer Behaviour 80 6 Personality, Lifestyles, and the Self-Concept 98 7 Attitudes and Attitude Change 118 PART 3 EXtErnAL inFLuEncES 142 8 Consumer Culture 142 9 Microcultures 164 10 Group and Interpersonal Influence 186 PART 4 SituAtionS And dEciSion MAKinG 208 11 Consumers in Situations 208 12 Decision Making I: Need Recognition and Search 230 13 Decision Making II: Alternative Evaluation and Choice 248 PART 5 conSuMPtion And BEYond 266 14 Consumption to Satisfaction 266 15 Consumer Relationships 284 16 Marketing Ethics and Consumer Misbehaviour 302 Integrative Case Study 322 Endnotes 325 Glossary 341 Index 350 © Vladgrin iii NEL Copyright 2017 Nelson Education Ltd. All Rights Reserved. May not be copied, scanned, or duplicated, in whole or in part. Due to electronic rights, some third party content may be suppressed from the eBook and/or eChapter(s). Nelson Education reserves the right to remove additional content at any time if subsequent rights restrictions require it. 70385_00_FM.indd 3 03/02/16 3:36 PM contEntS 2-5 Analyzing Markets with Perceptual Maps 34 PART 1 2-6 Value Today and Tomorrow—Customer Lifetime Value 35 introduction PART 2 internal influences m o c ck. o erst utt h S a/ di e m ak e br e wav om c ck. 1 ersto What Is CB, and Why Should utt h S I Care? 2 el/ N n a 1-1 Consumption and Consumer Behaviour 3 Se 1-2 The Ways in which Consumers are 3 Treated 7 Consumer Learning Starts 1-3 Consumer Behaviour’s Role in Business and Here: Perception 40 Society 9 3-1 Defining Learning and Perception 40 1-4 Different Approaches to Studying Consumer 3-2 Consumer Perception Process 43 Behaviour 15 3-3 Applying the Just Noticeable Difference Concept 48 1-5 Consumer Behaviour is Dynamic 17 3-4 Implicit and Explicit Memory 49 2 3-5 Enhancing Consumers’ Attention 52 Value and the Consumer 3-6 The Difference Between Intentional and Behaviour Value Unintentional Learning 53 Framework 22 4 2-1 The Consumer Value Framework and its Comprehension, Memory, and Components 24 Cognitive Learning 58 2-2 Value and Two Basic Types of Value 27 4-1 What Influences Comprehension? 58 2-3 Marketing Strategy and Consumer Value 29 4-2 Multiple Store Theory of Acquiring, Storing, and Using 2-4 Market Characteristics: Market Segments and Knowledge 69 Product Differentiation 32 iv NEL Copyright 2017 Nelson Education Ltd. All Rights Reserved. May not be copied, scanned, or duplicated, in whole or in part. Due to electronic rights, some third party content may be suppressed from the eBook and/or eChapter(s). Nelson Education reserves the right to remove additional content at any time if subsequent rights restrictions require it. 70385_00_FM.indd 4 02/02/16 2:16 PM 4-3 Making Associations With Meaning as a Key PART 3 Way to Learn 70 eXternal influences 4-4 Associative Networks and Consumer Knowledge 73 4-5 Product and Brand Schemas 74 5 Motivation and Emotion: Driving Consumer Behaviour 80 ek asz m 5-1 What Drives Human Behaviour? 80 Szy er 5-2 A General Hierarchy of Motivation 82 nif n e J 5-3 Consumer Emotions and Value 85 o/ ot h P 5-4 Measuring Emotion 88 P A 5-5 Differences in Emotional Behaviour 90 8 5-6 Emotion, Meaning, and Schema-Based Affect 93 Consumer Culture 142 6 8-1 Culture and Meaning are Inseparable 142 Personality, Lifestyles, and 8-2 Using Core Societal Values 145 the Self-Concept 98 8-3 How Is Culture Learned? 152 6-1 Personality and Consumer Behaviour 98 8-4 Fundamental Elements of Communication 156 6-2 Specific Traits Examined in Consumer 8-5 Emerging Cultures 161 Research 102 9 6-3 Consumer Lifestyles and Psychographics 108 Microcultures 164 6-4 The Role of Self-Concept in Consumer Behaviour 112 9-1 Microculture and Consumer Behaviour 164 6-5 Self-Congruency Theory and Consumer 9-2 Major Canadian Microcultures 166 Behaviour 114 9-3 Microculture is Not Uniquely Canadian 179 7 9-4 Demographic Analysis 180 Attitudes and Attitude 9-5 Major Cultural and Demographic Trends 180 Change 118 10 7-1 Attitudes and Attitude Components 118 Group and Interpersonal 7-2 Functions of Attitudes 119 Influence 186 7-3 Hierarchy of Effects 121 10-1 Reference Groups 186 7-4 Consumer Attitude Models 123 10-2 Social Power 189 7-5 Attitude Change Theories and 10-3 Reference Group Influence 191 Persuasion 128 10-4 Word-of-Mouth 196 7-6 Message and Source Effects and Persuasion 133 10-5 Household Decision Making 200 NEL CONTENTS v Copyright 2017 Nelson Education Ltd. All Rights Reserved. May not be copied, scanned, or duplicated, in whole or in part. Due to electronic rights, some third party content may be suppressed from the eBook and/or eChapter(s). Nelson Education reserves the right to remove additional content at any time if subsequent rights restrictions require it. 70385_00_FM.indd 5 02/02/16 2:16 PM PART 4 PART 5 situations and consuMPtion and decision MaKinG BeYond es g a m y I er Cut Images/Gett Media AS/Alamy Upp YAY 11 14 Consumers in Situations 208 Consumption to Satisfaction 266 11-1 Value in Situations? 208 11-2 Time and Consumer Behaviour 209 14-1 Consumption, Value, and Satisfaction 266 11-3 Place Shapes Shopping Activities 212 14-2 Value and Satisfaction 270 11-4 Impulsive Shopping and Consumption 216 14-3 Other Postconsumption Reactions 272 11-5 Places have Atmospheres 220 14-4 Theories of Postconsumption Reactions 273 11-6 Antecedent Conditions 226 14-5 Consumer Satisfaction/Dissatisfaction Measurement Issues 278 12 14-6 Disposing of Refuse 280 Decision Making I: Need Recognition and 15 Search 230 Consumer Relationships 284 12-1 Consumer Decision Making 230 15-1 Outcomes of Consumption 284 12-2 Decision-Making Perspectives 233 15-2 Complaining and Spreading WOM 286 12-3 Decision-Making Approaches 235 15-3 Switching Behaviour 290 12-4 Need Recognition, Internal Search, and the Consideration Set 238 15-4 Consumer Loyalty 293 12-5 External Search 240 15-5 Value, Relationships, and Consumers 297 13 16 Decision Making II: Marketing Ethics Alternative Evaluation and Consumer and Choice 248 Misbehaviour 302 13-1 Evaluation of Alternatives: Criteria 248 16-1 Consumer Misbehaviour and Exchange 303 13-2 Value and Alternative Evaluation 250 16-2 Distinguish Consumer Misbehaviour and Problem Behaviour 306 13-3 Product Categorization and Criteria Selection 251 16-3 Ethics, Consumers, and the Marketing Concept 311 13-4 Consumer Choice: Decision Rules 257 vi CONTENTS NEL Copyright 2017 Nelson Education Ltd. All Rights Reserved. May not be copied, scanned, or duplicated, in whole or in part. Due to electronic rights, some third party content may be suppressed from the eBook and/or eChapter(s). Nelson Education reserves the right to remove additional content at any time if subsequent rights restrictions require it. 70385_00_FM.indd 6 02/02/16 2:16 PM 16-4 Corporate Social Responsibility 314 Integrative Case Study 322 16-5 Regulation of Marketing Activities: Consumer Endnotes 325 Protection and Privacy 315 Glossary 341 16-6 Public Criticism of Marketing 317 Index 350 NEL CONTENTS vii Copyright 2017 Nelson Education Ltd. All Rights Reserved. May not be copied, scanned, or duplicated, in whole or in part. Due to electronic rights, some third party content may be suppressed from the eBook and/or eChapter(s). Nelson Education reserves the right to remove additional content at any time if subsequent rights restrictions require it. 70385_00_FM.indd 7 02/02/16 2:16 PM

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Most books are stored in the elastic cloud where traffic is expensive. For this reason, we have a limit on daily download.