Interpreting Consumer Choice
Interpreting Consumer Choice

Author: Gordon Foxall

Publisher: Routledge

Published: 2009-09-10

Total Pages: 370

ISBN-13: 1135238081

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Interpretive consumer research usually proceeds with a minimum of structure and preconceptions. This book presents a more structured approach than is usual, showing how a simple framework that embodies the rewards and costs associated with consumer choice can be used to interpret a wide range of consumer behaviours from everyday purchasing and saving, innovative choice, imitation, ‘green’ consumer behavior, to compulsive behaviors such as addictions (to shopping, to gambling, to alcohol and other drugs, etc). Foxall takes a qualitative approach to interpreting behavior, focusing on the epistemological problems that arise in such research and emphasizing the emotional as well as cognitive aspects of consumption. The author argues that consumer behaviour can be understood with the aid of a very simple model that proposes how the consequences of consumption impact consumers’ subsequent choices. The objective is to show that a basic model can be used to interpret consumer behaviour in general, not in isolation from the marketing influences that shape it, but as a course of human choice that is dynamically linked with managerial concerns.

Interpreting Consumer Choice
Interpreting Consumer Choice

Author: Gordon Foxall

Publisher: Routledge

Published: 2009-09-10

Total Pages: 201

ISBN-13: 113523809X

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This book presents a structured approach to consumer research , showing how a simple framework that embodies the rewards and costs associated with consumer choice can be used to interpret a wide range of consumer behaviours.

The Theory of the Marketing Firm
The Theory of the Marketing Firm

Author: Gordon R. Foxall

Publisher: Springer Nature

Published: 2021-11-12

Total Pages: 385

ISBN-13: 3030861066

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The marketing firm is that business organisation which responds to the imperatives of consumer-orientation. Its style of management is marked by its adherence to the criteria of goal separation, participation in marketing transactions, entrepreneurial sovereignty and reciprocal entrepreneurial management, all of which are explored in this pioneering book. It assumes the proposition, uncontroversial enough to marketing academics and students, that contemporary firms can survive and prosper – achieve their financial goal, be it the maximization of profit or sales or growth – only if they respond appropriately to those imperatives: specifically, the forces that promote consumer discretion and consumer sophistication. Surprisingly, however, theories of the firm, based on economics, strategic management or behavioural science, show scant recognition of this observation which is abundantly clear from the most elementary treatment of marketing management. Renowned scholar Gordon R. Foxall argues that this proposition should form the starting point of a theory of the firm and explores its implications for marketing theory in the light of the findings of consumer behaviour analysis and research on the marketing firm. Hence, while pursuing a competence theory of the marketing firm based on the idealised implications of the imperatives of consumer-orientation, the book rests its conception on a groundwork of empirical evidence on consumer behaviour and corporate action.

Perspectives on Consumer Choice
Perspectives on Consumer Choice

Author: Gordon R. Foxall

Publisher: Springer

Published: 2016-10-11

Total Pages: 330

ISBN-13: 1137501219

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Evaluating the ways in which we construe consumer choice, this book examines the psychology, methods and realities of the role it plays for today’s consumer. Confronted by competing brands and products, services, and e-tailed opportunities that are but a click away, how does the consumer choose among them to achieve the particular array of goods to suit their lifestyle? Consumer researchers often seek to explain consumer choice by attributing it to beliefs, desires, attitudes, and intentions in the absence of any theoretical justification. Perspectives on Consumer Choice is the outcome of a research program that employs cognitive explanations in a responsible and disciplined way to genuinely elucidate consumer choice in social scientific terms. Employing a reasoned approach to understanding consumption, this book builds upon theoretical and empirical research in economic psychology, behavioral economics and philosophy as well as marketing and consumer research.

The Routledge Companion to Consumer Behavior Analysis
The Routledge Companion to Consumer Behavior Analysis

Author: Gordon R. Foxall

Publisher: Routledge

Published: 2015-08-20

Total Pages: 470

ISBN-13: 1317913469

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The Routledge Companion to Consumer Behavior Analysis provides a unique and eclectic combination of behavioral, cognitive and environmental perspectives to illuminate the real-world complexities of consumer choice in a marketing-oriented economy. Edited by a leading authority in the field, the contributing authors have created a unique anthology for understanding consumer preference by bringing together the very latest research and thinking in consumer behavior analysis. This comprehensive and innovative volume ranges over a broad multi-disciplinary perspective from economic psychology, behavioral psychology and experimental economics, but its chief focus is on the critical evaluation of consumer choice in the natural settings of affluent, marketing-oriented economies. By focussing on human economic and social choices, which involve social exchange, it explores and reveals the enormous potential of consumer behavior analysis to illuminate the role of modern marketing-oriented business organizations in shaping and responding to consumer choice. This will be of particular interest to academics, researchers and advanced students in marketing, consumer behavior, behavior analysis, social psychology, behavioral economics and behavioral psychology.

Addiction as Consumer Choice
Addiction as Consumer Choice

Author: Gordon Foxall

Publisher: Routledge

Published: 2016-02-12

Total Pages: 263

ISBN-13: 1134472242

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A striking characteristic of addictive behavior is the pursuit of immediate reward at the risk of longer-term detrimental outcomes. It is typically accompanied by the expression of a strong desire to cease from or at least control consumption that has such consequences, followed by lapse, further resolution, relapse, and so on. Understood in this way, addiction includes substance abuse as well as behavioral compulsions like excessive gambling or even uncontrollable shopping. Behavioral economics and neurophysiology provide well-worn paths to understanding this behavior and this book regards them as central components of this quest. However, the specific question it seeks to answer is, What part does cognition – the desires we pursue and the beliefs we have about how to accomplish them – play in explaining addictive behavior? The answer is sought in a methodology that indicates why and where cognitive explanation is necessary, the form it should take, and the outcomes of employing it to understand addiction. It applies the Behavioral Perspective Model (BPM) of consumer choice, a tried and tested theory of more routine consumption, ranging from everyday product and brand choice, through credit purchasing and environmental despoliation, to the more extreme aspects of consumption represented by compulsion and addiction. The book will advance debate among behavioral scientists, cognitive psychologists, and other professionals about the nature of economic and social behavior.

The Continuum of Consumer Choice
The Continuum of Consumer Choice

Author: Gordon R. Foxall

Publisher: Taylor & Francis

Published: 2024-03-12

Total Pages: 235

ISBN-13: 1040002552

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Human consumption is multi- faceted and so requires inter- disciplinary exploration in order to explain a spectrum of experiences that is at once particular and allpervading. Consumer choice is a microcosm of human activity which transcends the purview of the archetypal marketing or consumer psychology textbook. Its perspective is that of social science itself. This book understands the study of consumer choice as a paradigm of human socio- economic activity and seeks further understanding of its socio- economic and philosophical bases. The Continuum of Consumer Choice provides a novel view of consumer choice based on the temporal horizon of the consumer, giving rise to a spectrum of consumption styles from the everyday to the extreme. The focus is on explaining this continuum in behavioral, cognitive, and neurophysiological terms, affording the reader a unique perspective on the intellectual basis of consumer psychology and marketing. The reader gains insight into a critical combination of economic psychology, neurophysiology, and philosophy, which contributes to establishing marketing and consumer research as scholarly academic pursuits. The book’s particular focus is the proper place and form of an intentional (cognitive and perceptual) explanation of consumer choice. This is an essential monograph for advanced students in consumer psychology and marketing as well as for researchers in these areas. It is particularly relevant to marketing and consumer theory, providing appreciation of their scholarly foundations. It also appeals to students, lecturers, and researchers in social science generally who are alert to the intellectual potential of consumer psychology and marketing as contributors to a full understanding of human behavior and experience.