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ConsumerBehaviorBuying, Having, andBeingEleventh EditionGlobal EditionMichael R. SolomonSaint Joseph's UniversityPEARSONBoston Columbus Indianapolis New York San Francisco Upper Saddle RiverAmsterdam Cape Town Dubai London Madrid Milan Munich Paris Montreal TorontoDelhi Mexico City Säo Paulo Sydney Hong Kong Seoul Singapore Taipei Tokyo

CONTENTSAbout the Author 11New to this Edition! 13Preface 15Acknowledgments 21Section 1 Foundations ofConsumer Behavior 25Chapter 1Buying, Having, and Being:An Introduction to Consumer Behavior 26Consumer Behavior: People in the Marketplace 27What Is Consumer Behavior? 28Consumer Behavior Is a Process 29Consumers' Impact on Marketing Strategy 30Consumers Are Different! How We Divide Thetn Up 30Segmenting by Behavior:Welcome to Big Data 33Marketing s Impact on Consumers 35Populär Culture Is Marketing Is Populär Culture. 36All the World''s a Stage 37What Does It Mean to Consume? 38WhatDoWeNeed—Reallv? 41How We Classify Consumer Needs 42The Global "Always On" Consumer 45The Digital Native: Living a Social [Media] Life 45Consumer Behavior as a Field of Study 48Where Do We Find Consumer Researchers? 48Interdisciplinary Influences on the Studyof Consumer Behavior 48Two Perspectives on Consumer Research 51Should Consumer Research Have an Academicor an Applied Focus? 52Taking It from Here: The Plan of the Book 52Chapter Summary 53Key Terms 53Review 54Consumer Behavior Challenge 54Case Study 55Notes 56Chapter 2 Decision Making andConsumer Behavior 58What's Your Problem? 59Consumer Involvement 61Types oflnvolvement 63Cognitive Decision Making 69Steps in the Cognitive Decision-MakingProcess 69Habitual Decision Making 80Priming and Nudging 81Decision-Making Biases and Shortcuts 81Heuristics: Mental Shortcuts 84Affective Decision Making 85Emotions and Consumption 86Positive Affect 88Negative Äffect 88How Social Media Tap into Our Emotions 89Chapter Summary 90Key Terms 91Review 92Consumer Behavior Challenge 92Case Study 94Notes 95Chapter 3 Cultural Influences onConsumer Decision Making 100Cultural Systems 102Cultural Values 102CoreValues 103How Do Values Link to Consumer Behavior? 105Ihe Yin and Yang of Marketing and Culture 107Cultural Movement 108High and Low Culture 112Cultural Formulae 113Reality Engineering 115Product Placement 117Advergaming 1187

8ContentsCultural Stories and Ceremonies 119Myths 120Rituals 124Sacred and Profane Consumption 131Sacralization 131Domains of Sacred Consumption 133From Sacred to Profane, and Back Again 134Global Consumer Culture 135It'sa BRAND New World 136Adopt a Standardized Strategy 138Adopt a Localized Strategy 138Cross-Cultural Differences Relevant to Marketers 140Does Global Marketing Work? 140Chapter Summary 141Key Terms 142Review 143Consumer Behavior Challenge 143Gase Study 145Notes 146Chapter 4 * Consumer and Social[; / * Internal Influenceson Consumer Behavior 193Chapter 5 * Perception 194Sensation 195Vision 197Dollars and Scents 200Sound 202Touch 203Taste 204IheStagesof Perception 206Stage 1: Exposure 206Stage 2: Attention 209Stage 3: Interpretation 215Chapter Summaiy 222Key Terms 223Review 223Consumer Behavior Challenge 223Gase Study 224Notes 225Well-Being 152Business Ethics and Consumer Rights 153Needs and Wants: Do Marketers ManipulateConsumers? 154Consumers' Rights and Product Satisfaction 158Market Regulation 160Consumerism 162Social Marketing and Corporate Social Responsibility(CSR) 164Major Policy Issues Relevant to Consumer Behavior 165Data Privacy and Identity Ihefi 165Market Access 167Sustainability and Environmental Stewardship 169The Dark Side of Consumer Behavior 177Consumer Terrorism 178Addictive Consumption 179Consumed Consumers 181Illegal Acquisition and Product Use 182Chapter Summaiy 184Key Terms 184Review 184Consumer Behavior Challenge 185Gase Study 186Notes 187Nielsen Nugget 191Chapter 6 Learning and Memory 228Leaming 229Behavioral Learning Theories 230Marketing Applications ofClassical ConditioningPrinciples 233Marketing Applications of Instrumental ConditioningPrinciples 238Gamification 238Cognitive Learning Theory 240How Do We Learn to Be Consumers? 243Cognitive Development 245Memory 247How Our Brains Encode Information 248Memory Systems 250How Our Memories Store Information 250How We Retrieve Memories When We DecideWhattoBuy 253What Makes UsForget? 255How WeMeasure Consumers' Recall of MarketingMessages 258Bittersweet Memories: The Marketing Power ofNostalgia 259Chapter Summary 262Key Terms 263Review 263

ContentsConsumer Behavior Challenge 263Case Study 264Notes 265Chapter 7 * The Seif 270The Seif 271Does the Seif Exist? 271Self-Concept 272Fantasy: Bridging the Gap Between the Selves 274Symbolic lnteractionism 275The Extended Seif 276The Digital Seif 279Personality 280Consumer Behavior on the Couch: FreudianTheory 282Neo-Freudian Theories 285Trait Theory 286Brand Personality 294Socializing with Brands 296Are We What We Buy? 297Body Image 301Ideals ofBeauty 301Working on the Body 308Body Image Distortions 311Chapter Summa?y 314Key Terms 315Review 315Consumer Behavior Challenge 315Case Study 316Notes 317Chapter 8 * Attitudes andPersuasion 3229How Do Marketers Change Attitudes? 340Decisions, Decisions: Tactical CommunicationsOptions 340The Elements of Communication 341An Updated View: Interactive Communications 341New Message Formats 342TheSource 343The Message 349Typesof Message Appeals 353The Source versus the Message: Do We Seil theSteak or the Sizzle? 358Chapter Summary 359Key Terms 360Review 361Consumer Behavior Challenge 361Case Study 363Notes 364Nielsen Nugget 369Section 3 » ExternaI Influenceson Consumer Behavior 371Chapter 9 Group and Situational Effectson Consumer Behavior 372Situational Effects on Consumer Behavior 374Our Social and Physical Surroundings 376Temporal Factors 376WaitingTime 378The Shopping Experience 379When the Going Gets Tough, the Tough Go Shopping 379E-Commerce: Clicks Versus Bricks 380Retailing as Theater 383Store Image 384In-Store Decision-Making 385The Salesperson: A Lead Role in the Play 388The Power of Attitudes 323The ABC Model of Attitudes 324Hierarchies of Effects 325The Social Power of Croups 389Reference GroupsAren'tJustAny Groups 390Conformity 396How Do We Form Attitudes? 327All Attitudes Are Not Created Equal 327The Consistency Principle 328Motivational Conflicts 329Self-Perception Theory 330Social Judgment Theory 331Balance Theory 331Attitüde Models 333Do Attitudes Predict Behavior? 336Trying to Consume 339Collective Decision-Making 397B2B Decision-Making 397Family Decision-Making 402Animals Are People Tool Nonhuman Family Members 406The Family Life Cycle 407The Intimate Corporation: Family Decision-Making 408Sex Roles and Family Decision-MakingResponsibilities 410Chapter Summary 413Key Terms 415

10ContentsReview 415Consumer Behavior Challenge 416Case Study 419Notes 420Chapter 10 * Consumer Identity I:Sex Roles and Subcultures 426Consumer Identity 427Gender Identity 428Sex Role Socialization 429Gender Identity Versus Sexual Identity 431Sex-TypedProducts 432Ethnic and Racial Subcultures 438Ethnic and Racial Stereotypes 439Ethnicity and Acculturation 440The "Big Three" American Ethnic Subcultures 442Religious Subcultures 446OrganizedReligion and Consumption 447Born-Again Consumers 447Islamic Marketing 448Age Subcultures 449Children as Decision-Makers: Consumers-in-Training 450The Youth Market 451Gen Y 453GenX 457The Mature Market 457Place Based Subcultures 463Chapter Summary 465Key Terms 466Review 467Consumer Behavior Challenge 467Case Study 470Notes 471Status Symbols and Social Capital 497"What Do You Use That Fork For?" Taste Cultures, Codes,and Cultural Capital 499Social Capital 500Status Symbols 502Lifestyles and Consumer Identity 506Product Complementarity and Co-BrandingStrategies 509Psychographics 510Chapter Summary 515Key Terms 516Review 516Consumer Behavior Challenge 517Case Study 518Notes 519Chapter 12 Networked ConsumerBehavior: Word-of-Mouth, Social Media,and Fashion 522Word-of-Mouth Communication 523Buzz Building 526Negative WOM: The Power ofRumors 527Opinion Leadership 529How Influential Is an Opinion Leader? 530Types of Opinion Leaders 531How Do We Find Opinion Leaders? 532Ihe Social Media Revolution 535Social Media and Community 536The Structure of Social Networks 539The Power of Online Communities 540Online Opinion Leaders 543Ihe Diffusion of Innovations 547How Do We Decide to Adopt an Innovation? 547Behavioral Demands of Innovations 548What Determines If an Innovation Will Diffuse? 549The Fashion System 550Chapter 11 * Consumer Identity II:Social Class and Lifestyles 476Income and Consumer Identity 477Income Patterns 477To Spend or Not to Spend, That Is the Question 478The Great Recession and Its Aftermath 479Materialism and Economic Conditions 481Social Class and Consumer Identity 481Pick a Pecking Order 481Components of Social Class 484Social Class in the United States 491Social Class Around the World 491How Do We Measure Social Class? 495Chapter Summary 556Key Terms 557Review 557Consumer Behavior Challenge 558Case Study 559Notes 560Nielsen Nugget 563Glossary 565Index 579

Consumer Behavior Buying, Having, and Being Eleventh Edition Global Edition Michael R. Solomon Saint Joseph's University PEARSON Boston Columbus Indianapolis New York San Francisco Upper Saddle River Amsterdam Cape Town Dubai London Madrid Milan Munich Paris Montreal Toronto Delhi Mexico City Säo Paulo Sydney Hong Kong Seoul Singapore Taipei Tokyo . CONTENTS About the File Size: 218KBPage Count: 5