The Routledge Companion to Consumer Behavior Analysis

'This book highlights one of the most important trends in understanding consumer behavior, and from some of the leading international scholars in the field. They explore the concept of consumer behavior analysis from different perspectives, this is a must read if you want to truly understand consumer behavior.' - Sir Cary Cooper, CBE, 50th Anniversary Professor of Organizational Psychology and Health at Manchester Business School, University of Manchester, UK and President of the British Academy of Management 'I highly recommend this book to academics, researchers, organizational leaders and policy makers whose goals are to predict and influence consumer behavior. Most consumer research disregards the effect of the consumer setting on behavior and is often not grounded in empirically demonstrated principles. Fortunately, emerging ideas offered by Foxall et al. lay substantial groundwork for an advanced analysis of consumer behavior with workable implications for changing consumptive behaviors.' - Ramona Houmanfar, Editor of the Journal of Organizational Behavior Management and Associate Professor & Director, The University of Nevada, USA 'This book presents a comprehensive coverage of consumer behavior analysis. It will introduce behaviour analysts to how the science of behavior can be applied in this area and to the Behavioral Perspective model of consumer choice (BPM). Among the many topics it offers an excellent and readable introduction to operant behavioral economics and how this can be applied to consumer behavior. The writing is supported throughout by examples from the research and it addresses the application of laboratory research findings to consumer behavior. It will be useful book and I recommend it.' - T. Mary Foster, Professor, University of Waikato, New Zealand 'Store choice, in-store behaviour, on-line; preferences and decision-making; experimental analysis, ethnographics, consumers as inforagers, symbolic consumption, brand performance; corporate responses and consumer heterophenomenology; with gambling and corruption adding additional intrigues. This book is an insightful, well-crafted and highly topical resource, edited by one of the leading authorities on consumer behaviour not to be missed!' - Sally Dibb, Professor, The Open University, UK

Gordon R. Foxall is Distinguished Research Professor at Cardiff Business School, Cardiff University, where he directs the Consumer Behavior Analysis Research Group (CBAR), and he is also Visiting Professor in Economic Psychology at the University of Durham, UK.

Part I. Introduction 1. Consumer Behavior Analysis Comes of Age Part II. Behavioral Economics Meets Marketing Science 2. Experimental Analysis of Consumer Choice 3. Behavior Analysis of In-Store Consumer Behavior 4. Behavior Analysis of On-Line Consumer Behavior 5. Equivalence Classes and Preferences in Consumer Choice 6. Experimental Analyses of Choice and Matching: From the animal laboratory to the marketplace 7. Consumer Store Choice: A matching analysis 8. Dimensions of Demand Elasticity 9. The BPM and Essential value 10. Triple Jeopardy in Behavioral Perspective 11. Consumer Purchase and Brand Performance: The basis of brand market structure 12. What Do Consumers Maximize? The analysis of utility functions in light of the behavioral perspective model 13. The BPM in a Latin-American Context Part III. Behavioral Interpretation of Consumer Choice 14. Gambling Behavior 15. When Loss Rewards: The near-miss effect in slot machine gambling 16. A Functional Analysis of Corruption from a Behavioral-Economic Perspective 17. From Consumer Response to Corporate Response 18. Motivating Operations and Consumer Choice 19. Consumers as Inforagers 20. Decision-"Making" or How Decisions Emerge in a Cyclic Automatic Process, Parsimoniously Modulated by Reason 21. Consumer Behavior Analysis: A view from psychoanalysis 22. Ethnographical Interpretation of Consumer Behavior 23. Collective Intentionality and Symbolic Reinforcement: The case of Thai car-consumer clubs 24. Consumer Confusion: a BPM perspective 25. Consumer Heterophenomenology