I 1

I.

2.

3.

4. 5. 6. 7. 8.

2

I.

2. 3. 4.

5. 6. 7. 8.

9.

10. 11. 12.

13.

14.

References

People as Consumers

Lutz, R., 'Positivism, rationalism, and pluralism In consumer research: paradigllls in paradise', in T Srull (ed.), Advanres In ConslllilPT Rl'sl'arrh 16 (Provo, UT: Association for Consulller Research, 1989). See for exalllple M.B. Holbrook and J. O'Shaughnessy, 'On the srientific status of ronSlIlIler research and the need for an interpretive approach to studying conslllllption behavior', Journal or COIISUTIIPr Rl'st'arrh, vol. 15 (December 1988), pp. 398-402. Holbrook, M. amI E. Hirschman, 'The experiential aspects of consulllption: Consumer fantasies, feelings, amI fun', Journal of ConsurnPr Rl'sl'orrh, val. 9 no. 2 (1982), pp. 132-40. Wilkie, W. L., ConsuTltPr Behavior (New York:John Wiley & Sons, 1994). 'Getting Inside Their Heads', Arnerican Dernographics (August 1989). Smith, A., On the Wealth ofNations (Harmondsworth: Penguin, 1982). Drucker, P. F., Management (London: Heinemann, 1974), p. 56, emphasis in original. Ibid., p. 57, elllphasis added.

Market Segmentation

SlIlith, W. R., 'Product differentiation amI market segmentation as alternative marketing strategies', Journal of Markl'ting, vol. 21 (1956), pp. 3-8. Serafin, R., 'How GM is shifting gears', Advertising Age, vol. 4 (January 1988). Drucker, P. F., Management (London: Heinemann, 1974). McKenna, R., Marketing in an age of diversity', Harvard Business Review (September­October 1988), pp. 88--95. Larson, J., 'A segment of one', Arnerican Demographics, December 1991, pp. 16--17. Applebaum, c., Adweek's Marketing Week, vol. 9 (March 1992), p. 10. 'Marketing's new look', Business Week, 26 January, 1987, p. 64ff. McCarthy, M. J., 'Marketers zero in on their customers', The Wall Street Journal, 18 March 1991, p. BI. Barlak, B. and C. G. Schiffman, 'Cognitive age: A nonchronological age variable', in K. B. Monroe (ed.), Advances in ConsuTltPr Research, vol. 8 (Ann Arbor, MI: Association for Consumer Research, 1981), pp. 602-6. Weiss, M. J., The Clustering of Arnerica (New York: Harper & Row, 1988). Lohmkuhl, D., 'PRIZM-ACORN-style lifestyle research', Media World, April 1982. Plummer, J. T, 'The concept and application of life style segmentation', Journal of Mmketing, vol. 38 (January 1974), p. 34. Mehrotra, S. amI W. D. Wells, 'Psychographics and buyer behavior: Theory amI recent empirical findings', in A.G. Woodside,J. N. Sheth amI P. D. Bennett (eds), COTtSllfltPr and Industrial Buying Behavior (New York: Elsevier /North-Holland, 1977). Mehrotra amI Wells, 'Psychographics amI buyer behavior', op. ci!., p. 53.

302

References 303

15. Lunn, T, S. Baldwin amI J. Dickens, Monitoring consumer lifestyles', AdmajJ, November 1982.

16. MitcheII, A., Nine Amnican Lifestyles: Who We Are And Where We Are Going (New York: Macmillan, 1983).

17. Barker, S. M. andJ. F. Trost, 'Cultivate the high-volullle consumer', Harvard Business Rrllil'w, March/April 1973, pp. 118-22.

18. Finkleman, B., 'Ads should reinforce current users, not necessarily convert nonusers of products', Marketing News, 15 January 1974, p. 1.

19. Charlton, P., 'A review of brand loyalty', Journal o( Thl' MarkPl Rl'sl'arch Soril'!)", vol. 15, (January 1973), p. 1.

20. Norris, E. E., 'Your sureflre elue to ad success: Seek out the consulller's problem', Arhll'rtising Age, 17 March 1975, pp. 43-4.

21. Moffat, S., ]apan's new personalized production', Fortlllll', 22 Oelober )990, pp. 132-5.

3 New Products and Innovations

1. Levitt, T, The Markl'fillg Imagination (New York: Free Press, 1987). 2. Drucker, P., Managnl!mt (London: Heinemann, 1974), p. 61. 3. Kanter, R. M., The Change Masters: Innovation and Entnpreneurshij) in the American

CorjJoration (New York: Free Press, 1987). 4. Levitt, T, The Marketing Imagination, op. eil. 5. Peters, T, Thriving on Chaos (London: Pan, 1989). 6. Eklund, C. S., 'Campbell Soup's reeipe for growth: offering something for every

palate', Business Wn'k, \'01. 14 (December 1984), pp. 66-7. 7. Harveyjones,J., Getting it Togl'ther (Oxford: Heinemann, 1991). 8. Statt, D. A., Psyrhology and the World of Work (London: Macmillan, 1994), espeeially

Chapters 2 ami 6. 9. Schon, D. A., 'Champions for radical new innovations', Harvmd Business Rl'lIil'lil,

March/April 1963. 10. Peters, Thriving on Chaos, op. eil., p. 248. 11. Pascale, R., 'Perspective on strategy: The real story behind Honda's success', in

G. Carroll, and D. Vogel (eds), Stmtegy and Organization (Boston: Pitman Publishing 1984).

12. Schon, 'Champions', op. cil. 13. Herr, P. M., F. R. Kardes and J. Kim 'Effects of Word-of-Mouth and Product-Attribute

Information on Persuasion: An Accessibility-Diagnosticity perspective', Journal of Consumer Research, vol. 17, (1991), pp. 454-62.

14. Chan, K. K. and S. Misra, 'Characteristics of theopinion leader: A new dimension' Journal of Advertising, vol. 19, (3 November 1990), pp. 53-60.

15. King, C. W. and J. O. Summers 'Overlap of opinion leadership ac ross consumer product categories', Journal of Marketing Research, vol. 7 (February 1970), pp. 43-50.

16. Rogers, E. M. Diffusion oflnnovations, 3rd edn (NewYork: Free Press, 1983), p. 5. 17. Robertson, T S., 'The process of innovation and the diffusion of innovation',

Journal of Marketing, vol. 31 (January 1967), pp. 14-19. 18. McCarroll, T, 'What New Age?', Time, 12 August 1991, pp. 44-5. 19. Rogers, DiffiLsion of Innovations, op. eil. 20. Ohmae, K., 'Managing in a borderless world', Harvard Business Rl'llil'lll, May-:June,

1989, pp. 152-61. 21. Rogers, Diffusion of 11IlIovations, op. eil.

304 Referenres

4 Perception

1. Abrams, B. ami D. Garino, 'Package design gains Slalllre as visual compelilion grows', The Wall StrePl10urna~ 6 August 1981, p. 25.

2. Smilh, R. C. ami R. Curnow, 'Arousal hypolheses and the effecis of music on purchasing behavior', 1011 rn al 0/ Applied PS)"fhology, vol. 50 (lune 1966), pp. 255-6.

3. Milliman, R. E., 'Using background mllsic 10 affeci Ihe behavior of sllperlllarkel shoppers', 1011 mal 0/ Markl'ting, vol. 46, no. 3 (Summer 1982), pp. 86-91.

4. Miller, C.,'The righl song in Ihe air can boost relail sales', MarkPling NI'1t1s, \"01. 25 (4 Febrllary 1991), p. 2.

5. Laird, D. A., 'How the consumer eSlimales C]ualily by subconsciolls sensory impressions - wil h special reference 10 Ihe role of smell' ,Journal or AjJjJlil'd PSJfhology, vol. 16 (/llne 1932), pp. 241-6.

6. Thl' Wall StlHt11Jllnwl, 'Hidden COSIS', 15 Febrllary 1977, p. I. 7. Zajonc, R. B., The attitlldinal effects of Illere exposure', 10urnal 0/ Pnsonality (/1/(/

Sorial Psydwlogy, MOl/ograph SIIPJJWmmt, vol. 9 (1968), pp. 1-27. 8. Aronson, E., The Social Animal, 6th edn (New York: W. H. Freeman & Co, 1992), p. 68. 9. Allport, G. W. amI L. Postman, 'The basic psychology ofrumor', in T. Newcomb ami

E. Hartley (eds), Readings in Social Psyeholog)' (New York: Holt, Rinehart & Winston, 1947) .

10. Allison, R. I. ami K. P. Uhl, 'Influence of beer brand identification on taste perception', 10urnal of Marketing Research, vol. 1 (August 1964), pp. 36-9.

11. Weir, W., 'Another look at subliminal facts', Advertising Agl', 15 October 1984. 12. Zajonc, R. B. and H. Marklls, 'Affective and cognitive faclors in preferences',101ln/al

ofConsUll/l'r Resmrrh, vol. 9 (Seplember 1982), pp. 123-31. 13. Moore, T. E., 'SlIblilllinal advertising: Whal you see is whal you gel', 10urnal (1

Markl'ting, vol. 46 (Spring 1982), pp. 38-47. 14. Lazer, W. ami R. G. Wyckham, 'Perceptual segmentation of departlllent store

marketing', Journal of RPiailing, vol. 45 (Summer 1969), pp. 3-14. 15. KOlen,J., 'Car makers use 'image' map as tool 10 posilion producls', The Wall StrePi

1oruna~ 22 March 1984. 16. Cox, D. F. (ed.), Risk Taking and Information Handling in ConsumPr BdlOvior

(Boslon: Graduate Business School, Harvard UniversilY, 1967). 17. Stone, R. N. and F. W. Winter, 'Risk: Is it still uncertainty times consequences?' in

R. W. Belk et al. (eds), 1987 AMA Winter Edueators' Conferenee Proceedings (Chicago: American Marketing Association, 1987).

18. Farley, F., 'The big T in personality', Psychology Today, vol. 20 (May 1986), pp. 44ff. 19. Roselius, T., 'Consumer rankings of risk reduction methods', 10urnal 0/ Marketing,

vol. 35 (lanuary 1971), pp. 56-61.

5 Personality

I. For a full account of these and other theories see C. S. Hall and G. Lindzey, Theories of Personality, 3rd edn (New York: Wiley, 1978) or L. Hjelle and D.Ziegler, Personality Theories: Basic Assumptions, Research and Ap/Jlimtions (New York: McGraw-Hill, 1987).

2. Statt, D. A., The Conrise Diftionar)' of Psyhology (London and New York: ROlltledge, 1990) .

3. Kline, P., PPrs(lI/a[if)': Measuremmt and Thl'ory (London: Hutchinson, 1983). 4. Kline, P., Fad alldFiction in Frl'lldian Theor)" 2nd edn (London: Methuen, 1981). 5. Dichter, E., Handbook 0/ Consumer Motivation (New York: McGraw-Hill, 1964). 6. Hathaway, S. R. andJ. C. McKinley, 'A multiphasic personality schedule (Minnesota):

I. Construction of the Schedules', 10urnal of Psyehology, vol. 10 (1940) pp. 249-54.

References 305

7. Murray, H. A., Explorations in Personality (New York: Oxford University Press, 1938). 8. Rorschach, H., Psychodiagnosis: A Diagnostic Test Based on Perception (New York: Grune

& Stratton, 1942). 9. Exner, JE., Thl' Rorschach: A ComlJrl'hrnsi1le Systnn (New York: Wiley, 1974). 10. Cohen, J B., 'An interpersonal orientation to the study of consurner behaviour',

Journal of Markl'ting Rl'searrh, vol. 4 (August 1967), pp. 270-8. 11. Slarna, M., T. Williams and A. Taschian, 'Compliant, aggressive ami detached types differ in generalized purchasing involvernent', in M. J Houston (ed.), Advan(l's in

Consufltl'r Rl'sl'Orch vol. 15 (Provo, UT: Association for Consurner Research, 1988), pp. 158-62.

12. Rogers, C. R., 'In retrospect: Forty-six years', Amniran Psychologist, vol. 29 (1974), pp. 115-23.

13. See for exarnple W. J Livesley and D. B. Brolllley, PI"I'SOIl Pl'm1J1ion ill Childhood ond

Adoll'srl'lIl'1' (London ami New York: Wiley, 1973); J Suls (ed.), Ps.whologiral Pl"I'slJl'flirll's On Thl' Sl'lf (Hilldsdale, N J: Lawrence Erlbaurn Associates, 1982).

14. Guthrie, E. R., Thl' PsyllOlogy of Human Conflirt (New York: Harper & Row, 1938). 15. Grubb, E. L. ami G. Hupp, 'Perception of self, generalized stereotypes, ami brand

seiection',Journal of Marketing Rl'sl'onh, vol. 5 (February 1968), pp. 58-63. 16. Sirgy, M. J, 'Self-concept in consumer behaviour: A critical review', Journal of

Consu11tl'r Research, vol. 9 (December, 1992), pp. 287-300. 17. See for example R. L. Gorsuch, Fortor Analysis, 2nd edn (Hillsdale, NJ: Lawrence

Erlbaum Associates, 1983), or D. Child, The Essrntials of Factor Analysis (London: Cassell, 1990).

18. Cattell, R. B., H. W. Eber ami M. M. Tatsuoka, Handbook of thl' Cattl'll 16 Personality Fatior Questionnaire (Champaign, III: Institute of Personality ami Ability Testing, 1970) .

19. Rust, J, P. Sinclair ami S. Barrow, The RPQ: validation of the five-factor model in the workplace', in Pmrl'nüngs 0r thl' Oallpational Psyrhology COllfl'rl'lIcl' (Leicester: British Psychological Society, 1992).

20. Kassarjian, H. H. and M.J Sheffet, 'Personality and consumer behavior: An update', in H. H. Kassarjian .and T. S. Robertson (eds), Perspecti1les in Consurner Behavior, 4th edn (Englewood Cliffs, NJ: Prentice-Hall, 1991), pp. 281-303.

21. Plummer, J T., 'How personality rnakes a difference', Journal of Advertising Research, vol. 24 (January 1985), pp. 27-31; K. Sentis and H. Markus, 'brand personality and self', in J Olson and K. Sentis (eds), Advertising and Consu11tl'r Psychology (New York: Praeger, 1986), pp. 132-48.

22. Schindler, P. S., 'Color and contrast in magazine advertising', Psychology and Marketing, vol. 3 (1986), pp. 69-78.

6 Learning

1. Watson, J B., 'Psychology as a behaviorist views it', Psychological Rl'lIiew, vol. xx (1913), pp. 158-77.

2. Pavlov, 1., Conditioned Reflexes: An /nvestigation of the Physiological Activity of the Cerebral Cortex (London: Oxford University Press, 1927).

3. Kreshel, P. J, John B. Watson at J Waller Thompson: The legitirnization of "science" in advertising', Journal of Ad1ll"l'tising, vol. 19, no. 2 (1990), pp. 49-59.

4. Gorn, G. J, The effects of music in advertising on choice behavior: A c1assical conditioning approach' ,Jour1Ia{ of Marketi1lg, vol. 46, no. I (Winter 1982), pp. 94-101.

5. Kanner, B., 'Growing pains and gains: Brand names branch out', Nl'w YOffl, 13 March 1989, pp. 22-4.

6. Skinner, B. F., The Behallior of Organisrns (New York: Appleton-Century-Croft, 1938).

306 References

7. Carey, J. R., S. H. Clicque, B. A. Leighton and F. Milton., 'A test of positive reinforcement of customers', Journal of Marketing, vol. 40, no. 4 (October 1976), pp. 98-100.

8. Kassarjian, H. H., 'Presidential address, 1977: Anthropomorphism and parsimony', in H. H. Hunt (ed.), Advances in Consurner Research, vol. 5 (Ann Arbor, MI: Assoeiation for Consumer Research, 1978).

9. Kohler, W., The MnltaZity of Apes (New York: Harvourt BraceJovanovich, 1925). 10. Marder, E. and M. David, 'Recognition of ad elements: recall or projection?' Journal

of Advertising Researrh, vol. 1 (December 1961), pp. 23-5. 11. Bettman, J. R., An Infar/nation ProCl'ssing Theory of Consumer Choice (Reading, Mass.:

Addison-Wesley, 1979). 12. Baddeley, A D., Working Memory (Oxford: Oxford University Press, 1986). 13. Meyers-Levy, J. and D. Maheswaran, 'Exploring differences in males' ami females'

processing slrategies', Journal oJ C011SlIlIIer Resl'arrh vol. 18 (/une 19~Jl), pp. 63-70. 14. Baddeley, Working Ml'llIory, op. eil. 15, See for example J. R. Anderson (ed.), Cognitive Skills and Their Acquisition (Hillsdale,

NJ: Lawrence Erlbaum A~sociates, 1981); G. H. Bower and E. R. Hilgard, Theories oJ Learning, 5th edn. (Englewood Cliffs, NJ: Prentice-Hall, 1981).

16. See for example G. E. Be\ch, 'The effects of television commereial repetition on cognitive response and message acceptance', Journal oJ Consumer Research, vol. 9 (/une 1982), pp. 56--65; R. Batra and M. Ray, 'Situational effects ofadvertising: The moderating influence of motivation, ability and opportunity to respond', Journal oJ Consumer Research; vol. 12 (March 1986), pp. 432-45.

17. Burke, R. R. and T. K. Srull., 'Competitive interference ami consumer memory for advertising', Journal oJConsulller Research, vol. 15 (/une 1988), pp. 55-68.

18. Biron, J. and S. J. McKelvie, 'Effects of interactive ami non-interactive imagery on recall of advertisments', Peraptual and Motor Skills, vol. 59 (May 1984), pp. 799-805.

19. Brown, P.,l M. Keenan ami ami G. R. Potts, 'The se\f-reference effect wilh imagery encoding', Journal oJ Personality and Social Ps)'cholog)', vol. 51 (November 1986), pp. 897-906.

20, Burnkrant, R. ami H. R. Unnava, 'Self-referencing: A strategy for increasing processing of message content', Personality and Social Ps)'chology Bulletin, vol. 15 (December 1989), pp. 628-38.

21. MiIler, G. A, 'The magical number seven, plus or minus two: Some limits on our capacity for processing information', Psychological Review, vol. 63 (1956), pp. 81-97.

22. Nord, W. R. and l P. Peter, 'A behavior modification perspective on marketing', Journal of Marketing, vol. 44, no. 2 (Spring 1980), pp. 36--47.

7 Motivation

1. Reber, A., Dictionary of Psycholog)' (London: Penguin, 1995). 2. Statt, D. A, The Concise Dictionary of Psychology (London and New York: Routledge,

1990). 3. Maslow, A H., 'A theory of motivation', Psychological Review, vol. 50 (1943), pp. 370-96. 4. Maslow, A H., Motivation and Personality, 2nd edn (New York: Harper & Row, 1970). 5. Maslow, Motivation and Personality, op. eil. 6. Schrocer, R., 'Maslow's hierarchy of needs as a framework for identifying emotional

triggers', Marketin{Review, vol. 46, no. 5 (February 1991), pp. 26--8. 7. Tauber, E. M., 'Why do people shop?', Journal of Marketing, vol. 36 (October 1972),

pp. 46--59. 8. Lewin, K., A Dynamic Theory of Personality (New York: McGraw-Hill, 1935).

References 307

9. 'Recalls: Why So Many Are Flops', Changing Tirrtes, October 1980, p. 29 et seq. 10. Krugman, H., 'The impact of television advertising: Learning without involvement',

Public Opinion Quarterly, vol. 29 (Fall 1965), pp. 349-56. 1l. Richins, M. L. and P. H. Bloch, 'After the new wears off: The temporal context of

product involvement', Journal of ConsUlner Research, vol. 13 (September 1986), pp. 280-5.

12. Laurent, G. andJ. N. Kapferer, 'Measuring consumer involvement profiles',Journal of Marketing Resmrrh, vol. 22 (F ebruary 1985), pp. 41-53.

13. Ibid. 14. Belk, R. W., 'Effects of gift-giving involvement on gift selection strategies', in A.

Mitchell(ed.) i Advances in Consurner ReSl'arrh, vol. 9 (Ann Arbor, MI: Association for Consumer Research, 1981), pp. 408-1l.

15. Zaichkowsky, J. L., 'Measllring the involwJIlent contract', Journal of ConsullwT Researrh, vol. 12 (DeceJllber 1985), pp. 341-52.

16. Andrews, J. c., 'Motivation, ability and opportunity in process information: Conceptual and experimental manipulation isslIes', in M.J. Houston (ed.), Advances in Consurner Research, vol. 15 (Provo, Utah: Association ofConsumer Research, 1988), pp. 219-25.

17. Wright, P., 'Analyzing media effects on advertising response', Public Opinion Quarterly, vol. 38 (Summer 1974), pp. 192-205.

18. Brisoux, J. E. and E. J. Cheron, 'Brand categorization and product involvement', in M. Goldberg, G. Gorn and R. Pollay (eds), Advances in Consumer Research, vol. 17 (Ann Arbor, MI: Association for Consumer Research, 1990), pp 101-9.

19. Lauren! and Kapferer, 'Measuring consumer involvement', op.cil. 20. Murray, H. A., Explorations in Personality (New York: Oxford University Press, 1938). 21. McClelland, D. C., The Achieving Soriety (New York: VanNostrand, 1961). 22. McClelland, D. c., and R.. E. Boyatzis, 'Leadership motive patterns and long-term

success in management',Journal of AjJjJlied PSJrholob,)', vol. 67 (1982), pp. 737-43. 23. Dichter, E., The Strategy of Desire (New York: Doubleday, 1960). 24. Dichter, E., Handbook of Consumer Motivation (New York: McGraw-Hill, 1964). 25. Piirto, E., 'Measuring minds in the 1990s', AmericanDemographics (December 1990),

pp. 31-5. 26. Alsop, R., 'Advertisers put consumers on the couch', The Wall StreetJourna~ 13 May

1988, pp. 17-2l. 27. Packard, v., The Hidden Persuaders (New York: Pocket Books, 1957). 28. Dichter, Handbook, op. cil. 29. Alsop, R., 'Agencies scrutinize their advertisements for psychological symbolism',

The Wall StreetJourna~ 11 June 1987, p. 25. 30. Dichter, Handbook, op. eil.

8 Family Influences

1. Attributed to Margaret Thatcher. 2. Bennett, A., Writing Horne (London: Faber and Faber, 1994). 3. Belk, R., 'A child's Christmas in America: Santa Claus as deity, consumption as

religion', Journal of Amencan Culture, vol. 10 (Spring 1987), pp. 87-100. 4. Danziger, K., Sorialization (Baltimore, MD: Penguin, 1973). 5. Statt, D. A., 'National identify in United States and Canadian children', in

B. Massialas (ed.), Political Youth, Traditional Schools (Englewood Cliffs, NJ: Prentice­Hall, 1972).

308 References

6. Grossbart, S., L. Carlson amI A. Walsh, 'Consumer socialization amI frequency of shopping with children', journal of Amdemy of Marketing Seienee, vo1. 19 (Summer 1991) pp. 155-63.

7. Sorce, P., L. Loomis amI P. R. Tyler, 'Intergenerational inflllence on consumer decision making', in T. K. Srllll (ed.), Adllanres in Consumer Resl'anh, vo1. 16 (Provo, UT: Association for Consllmer Research, 1989).

8. Schlossberg, H., 'Kids teach parents how to change their buying habits', Marketing NI'l/JS (2 March 1992), p. 8.

9. Sorce et al., 'Intergenerational intluences', op. cit. 10. Davis, H. L., 'Decision making within the household', journal of ConsulIIl'r Rl'searrh,

vo1. 1 (March 1976), pp. 241-60. 11 Kenkel, W. F., 'Husband-wife interaction in decision making amI decision choices',

TllI'jollmal o{ SOfial Ps.w!iology, vo1. 54 (1961), p. 260. 12. Ferber, R. amI L. C. Lee, 'Husband-wife inllllence in family purchasing behaviour',

j01l1"1lal of COnSllllll'r Rl'sl'flrrh, vo1. I Oune 1974), pp. 43-50. 13. Davis, H. L. amI B. P. Rigaux, 'Perception of marital roles in decision processes',

journal of COnSUT1l1'r Rl'searrh, vo1. 1 Oune 1974), pp. 51-62; M. Putnarn amI W. R. Davidson, Farnily Purrhasing Bl'halliour: II Family Roles by Pmdurt Catl'gory (Columbus, Ohio: Management Horizons Inc., a Division of Price Waterhouse, 1987).

14. Putnarn and Davidson, ibid. 15. See for example W. J. Qualls, 'Toward understanding the dynamics of household

decision conflict behaviour', in M. Houston (ed.), Adllances in ConsuTlll'T Research, vo1. 15 (Provo, Utah: Association for Consurner Research, 1988); M. C. Nelson, 'The resolution of contlict in joint purchase decisions by husbands and wives: A review and ernpirical test', Adllanrl's in COI/SU IIII'r Rl'seareh, ibid.

16. Park, C. W., 'Joint decisions in horne purchasing: A rnuddling-through process', jmlTnal ofConsuTllI'T R"st'arrh, vol. 9 (September 1982), pp. 151-62.

17. Kim, C. and J. Lee, 'Sex role attitudes of spouses and task sharing behavior' in T. K. Srull (ed.), Adllancl's in Consll ml'r Rl'sl'anh, vo1. 16, (Provo, Utah: Association for Consumer Research, 1989), pp. 671-9; A. Assar and G. S. Bobinski, 'Financial decision rnaking ofbaby boom er cOllples', in H. Holrnan and M. R. Solomon (eds), Advances in Consurtll'T Resmrrh, vo1. 18 (Provo, Utah: Association for Consurner Research, 1991), pp. 657-65.

18. Cockburn, C., Brothers: Male Dominance and Technological Change (London: Pluto Press, 1991).

19. Ferri, E. (ed.), Life at 33: The Fifth Follourup of the National Child Dellelopment Study (London: National Children 's Bureau and the Econornic and Social Research Council, 1993).

20. Ferree, M. M., 'The struggles of superwornan', in C. Bose, K. Feldberg and N. Sokoloff (eds), Hidden Aspects ofWomen 's Work (New York: Praeger, 1987).

21. Wagner,J. and S. Hanna, 'The effectiveness offarnily life cyde variables in consurner expenditure research', journal of ConsUltll'T Research, vo1. 6 Oune 1983), pp. 12-22.

22. Wells, W. D. amI G. Gubar, 'The life cyde concept', journal of Marketing Researrh, vo1. 2 (November 1966), pp. 355-63. .

23. Dupree, S., 'A snapshot of younger life stage group purchase', Brandweek (9 November 1992), p. 28.

24. Buang, N. S., 'No more toasters please " Smart Mon!')', (April 1993), pp. 133-5. 25. Dupree, 'A snapshot', op. cit. 26. Fisher, C., 'It 's all in the family: Empty nesters, kids rnoving back home', Advertising

Age, vo1. 3 no. 56 (April 1992), p. 27.

Referenas 309

27. Douthitt, R A. amI J. M. Fedyk, 'Family composition, parental time and market goods: Life cyde trade-offs', The journal of Consumo Affairs, vol. 24 (Summer 1990), pp. 110-33.

28. US Bureau of the Census, Statistical Abstract of the United States, 112th edn (Washington DC, 1992).

29. Stern, B. B., S.J. Gould and B. Barak, 'Baby boom singles: the soeial seekers',jollrnal of ConsurneT' Marketing, vol. 4 (Fall 1987), pp. 5-22.

9 SodaI and DevelopmentaI Influences

1. Statt, D. A., 'The ConciSf Dictionar)' of PS)'dlOlogy (London amI New York: ROlltledge, 1990).

2. Ibid. 3. Piaget,.J., Thl' Cons/nution of Rl'alit)' in the Child (New York: Basic Books, 1954). 4. Danziger, K., 'Children's earliest conceptions of economic relationships', journal of

Sorial Ps),cho[og)', vol. 47, (1958), pp. 231-40. 5. Lewis, A., P. Webley and A. Flirnham, The NI'7/1 Eronomic Mind (Hemel Hempstead:

Harvester Wheatsheaf, 1995). 6. Leiser, D., 'Children 's conceptions and economics: the constitlltion of a cognitive

domain', journal of Econornic Psycholog)', vol. 4 (1983), pp. 297-317. 7. Lewis et al ., New Econornic Mind, op. eil. 8. Ibid. 9. Flirnham, A. and P. Thomas, 'Pocket-money: a study of eeonomic education', British

journal of Develo!nl!ent Psyho[og)', vol. 2 (1984), pp. 205-12. 10. Lewis et al ., New Econornic Mind, op. eil. 11. Abramoviteh, R,.J. L. Freedman and P. Pliner, 'Children and money: getting an

allowance, credit versus cash, and knowledge of prieing', journal of Econornic Psyrholog)', vol. 12 (1991), pp. 27-46.

12. Newson, J. and E. Newson, Sl'7l('n Year aids in the Horne Environment (London: Allen & Unwin, 1976).

13. Webley, R A. and S. E. G. Lea, 'Towards a more realistic psychology of eeonomic socialization',journal ofEconornic Psycholog)', vol. 14 (1993), pp. 461-72.

14. Kourilsky, M., 'The kinder-economy: a ease of kindergarten pupils' acquisition of eeonomic eoneepts', The Elementary School journa~ vol. 77 (1977), pp. 182-91.

15. Jahoda, G., 'European "lag" in the development of an eeonomie concept: A study in Zirn babwe', British journal of Developmental Psychology, vol. 1 (1983), pp. 11 0-120.

16. Ng, S" 'Children's ideas about the bank and shop profit: developmental stages and the influences of cognitive contracts and conflict', journal of Economic Psycholog)', vol. 4 (1983), pp. 209-21.

17. Wong, M., 'Children 's aequisition of eeonomic knowledge: Understanding banking in Hong Kong and the USA', in J. Valsiner (ed.), Child Development in Cultural Context (Norwood N.J: Able){, 1989).

18. Maeklin, M. c., 'Presehoolers' understanding of the informational function of television advertising', journal of Consumo Research, vol. 14 (September 1987), pp. 229-39.

19. Gorn, G. J. and M. E. Goldberg, 'Behavioral evidenee of the effeets of televised food messages on ehildren',journal ofConsumer Research, vol. 9 no. 2 (1982), pp. 200-5.

20. Ward, S., 'Researehers look at the "Kid Vid" rule: Overview of session', Advanus in ConsurnD Research, vol. 6 (1979), pp. 7-8.

21. Roedder, D. L., 'Age differences in children's responses to television advertising: An

310 References

information-processing approach', Journal of Consurner Research, vol.8 (September 1981), pp. 144-53.

22. Belk, R., R. Mayer and A. Driscoll, 'Children's recognition of consumption symbolism in children 's products' ,Journal of Consumer Research, vol. 11 (March 1984), pp. 386-97.

23. Gorn, G. J. and R. Florsheim, 'The effects of commercials for adult products on children',Joumal ofConsumer Rl'sl'arrh, vol. 11 (March 1985), pp. 386-97.

10 The Influence of Small Groups

1. Cockburn, c., 'The gendering ofjobs: workplace relations and the reproduction of sex segregation', in S. Walby (ed.), Gmdl'r Sl'grl'gation At Work (Milton Keynes ami Philadelphia: Open University Press, 1988).

2. Maccoby, E. C. amI C. N. Jacklin, 'Sex differences in aggression: A rejoinder ami reprise', Child Dl'lll'lojJlul'Tlt, vol. 51 (1980), pp. %4-80.

3. Huston, A. c., 'Sex-typing', in P. H. Mussen (ed.), HalldlJOok of ChiM Dl'llt'lojJ/IIl'llt, 4th edn. (New York: Wiley, 1983).

4. Bossard, J. H. S., 'Residential propinquity as a factor in mate selection', Amn7m11 Journal of Sociology, vol. 38 (1932), pp. 219-24.

5. Festinger, L., S. Schachter and K. Back, Social Pressures in Informal Groups (New York: Harper & Bros, 1950).

6. Sundstrom, E., Work Plaus (Cambridge: Cambridge University Press, 1986). 7. Reingen, P. H. aml.J. B. Kennan, 'Analysis of referral networks in marketing:

Methods ami illustration', Journal of Markl'ting Rl'sl'arch, vol. 23 (November 1986), pp. 370-8; J. J. Brown ami P. H. Reingen, 'Social ties ami word-of-mouth referral behavior', Journal of Conswnl'T Resl'arch, vol. 14, (December 1987), pp. 350-62.

8. Voss, P. 'Status shifts to peer intluence " AdTwrtising Age (17 May 1984) M-IO. 9. Ifyou want to follow this up see my book Ps)'rhology and the WorM ofWork, Chapter 15

(London and New York: MaCillillan and New York University Press, 1994). 10. Feick, L. F. ami L. L. Price., 'The market maven: A diffuser of marketplace

information', Journal of Marketing, vol. 51 Uanllary 1987), pp. 85-8. 11. Price, L. L. and L. F. Feick, 'The role of interpersonal sOllrces and extern al search:

An information al perspective', in T C Kinnear (ed.), Advances in ConsurnPr Research, vol. 11 (Provo, Utah: Association for Consumer Research, 1984).

12. Asch, S. E., 'Studies of independence and conformity: A minority of one against a unanimous majority', Psychological Monographs, vol. 70, no.9 (1956) whole issue, p. 416.

13. Crutchfie1d, R. S., 'Conformity and character', Arnerican Psychologist, vol. 10 (1955), pp. 191-8.

14. Milgram, S., 'Behavioral study of obedience', Journal of Applied Psychology, vol. 67 (1963), pp. 371-8; S. Milgram, Obedience to Authority (New York and London: Harper & Row/Tavistock, 1974).

15. French, J. R. P. and B. H. Raven, 'The bases of social power', in D. Cartwright and A. Zander (eds), GroupDynamics, 3rd edn (New York: Harper & Row, 1968).

16. See for example S. B. MacKenzie and J. L. Zaichkowsky, 'An analysis of a1cohol advertising using French and Raven's theory of social intluence', in K. B. Monroe (ed.), Advances in Consumer Research, vol. 8 (Ann Arbor, MI: Association for Consumer Research, 1981), pp. 708-12.

17. Asch, 'Studies', op. eit. 18. Crutchfield, 'Conformity', op. eit. 19. Venkatesan, M., 'Experimental study of consumer behavior, conforlllity ami

independence',Journal of Marketing Research, vol. 3 (November 1966). pp. 384-7.

References 311

20. Midgley, D. F., G. R. Dowling and P. D. Morrison, 'Consumer types, social intluence, information search and choice', in T K. Srull (ed.), AdvanCl's in Consumn Researrh, vol. 16, (Provo, Utah: Association for Consumer Research, 1989), pp. 137-43.

21. Milgram, 'Behavioral study', op. cit. 22. Haire. M., 'Projective techniques in marketing research', journal of Markpting, vol. 14

(April 1950), pp. 649-50. 23. Webster, F. E. and F. Von Pechmann, 'A replication of the "Shopping List" study',

journal of MarkPling, vol. 34 (April 1970), pp. 61-3. 24. Bearden, W. O. and M . .J. Etzel, 'Reference group intluence on product and brand

purehase deeisions' ,joumal ofCollsumn Researrh, vol. 9 (September 1982), pp. 183-94. 25. Park, C. W. amI V. P. Lessig, 'Students amI Housewives: Differenees in suseeptibility

to referenee group intluenee' ,foun/al ofConsllmn RpsPnrrh, vol. 4 (September 1977), pp. 102-110.

26. Reingen and Kennan, 'Analysis', op. eit.; Brown amI Reingen, 'Soeial ties', op. eit.

11 The Influence of SodaI Class

1. Weber, M., 'Class, status, party', in H. Gerth and C. W. Mills (eds), From Max Wpbn: Essays in Sociology (New York: Oxford University Press, 1946)

2. Robinson, R. v., 'Explaining perceptions of class and racial inequality in England amI the United States of America', The Britishjournal of Sociology, vol. 34 (1983), pp. 344-63.

3. Veblen, T, The Theory of the Ll'isure Class (New York: Macmillan, 1899). 4. Garfein, R. T, 'Cross-cultural perspectives on the dynamics of prestige', journal of

SPr1lifl's MarkPlillg, vol. 3 (Summer 1989), pp. 18-19. 5. Coleman, R. P., 'The continuing significance of soeial class to marketing', joumal of

Cm/slll/in ResPnrrh, vol. 10 (Deeember 1983), pp. 265-80. 6. See for example C. Power, K. Fogellllan and A..J. Fox, 'Health ami soeial mobility

during the early years of life', QLlartnlyjollrnal of Sorial AjJairs, vol. 2, no. 4 (1986), pp. 397-413.

7. See for example J. Arnold, I. T Robertson and C. L. Cooper, Work PSJrlwlog)', (London: Pitman, 1991), p. 287.

8. Vanneman, R. and L. W. Cannon, The American Perreption of Class (Philadelphia: Temple University Press, 1987).

9. See for example Statistical Abstract of the United States, 112th edn (Washington, DC: US Bureau of the Census, 1992), p. 446.

10. See for example C. B. Nam and M. G. Powers, The Socio-economic Approach Lo Status MpaSl1rement (Houston: Cap and Gown Press, 1983); The Gallup Poll,July 1993.

11. Mpthodology and Scores of Socio-economic Status Working Paper no. 15 (Washington DC: US Bureau ofthe Census, 1963).

12. Colelllan, 'The continuing significance', op. cit. 13. Warner, W. L., M. Meeker and K. Eels, Sorial Class in America (New York: Harper &

RO\\',1960). 14. Stern, B. B., 'Literary criticism and consumer research: Overview amI illustrative

analysis',joumal ofConsumer Research, vol. 16 (December 1989), pp. 322-34. 15. Sonfield, M. C., 'Marketing to the carriage trade', Harvard Businpss Rl'lIil'lII, vol. 3

(May:June 1990), pp. 112-17. 16. Hirschlllan, E. C., 'Consumption styles of the rich ami famous: The serniology of

Saul Steinberg and Malcolm Forbes', in M. Goldberg, G. Gorn and R. Pollay (eds), Advances in C011Swner Research, vol. 17 (1990), pp. 850-55.

312 References

17. Rotzoll, K. B., 'The effect of sodal stratification on market behavior', journal of Advertising Research, vol. 7 (1967), pp. 22-7.

18. Andreasen, A. R, 'Consumer behavior research and sodal poliey', in T. Robertson and H. Kassarjian (eds), Handbook of ConSUrtlRT Behavior, (Englewood Cliffs, NJ: Prentiee-Hall, 1991), pp. 459-506.

19. See for example D. Monk, 'Social grading on the National Readership Survey', Research Services Ltd (London:Joint Industry Committee for National Readership Surveys, 1970).

20. 'NRS deficit changes: housewives or shoppers?', Market Resfarch Society Newsletter, July 1992.

21. Gilbert, D. and J. A Kahl, The American Class Stmcture: A Nmu Synthesis 3rd edn (Homewood, III: The Dorsey Press, 1987).

22. Duncan, G. J (ed.), Years of PoverlJ, Ymrs of PlfT//J (Ann Arbor, MI: Institute für Social Research,1984).

23. Larson, J, 'Reaching downscale markets', AlIleriran Dfll/ograjJhirs, November 1991, pp. 38-41.

24. Dickson, J P. and D. L. MacLachlan, 'Sodal distance ami shopping behavior', journal ofthe Academy of Marketing Seim ce, vol 18 (Spring 1990), pp. 153-61.

25. Thomas, E. G., S. R Rao and R G. Javalgi, 'Aftluent and nonaftluent consumers' needs: Attitudes and information-seeking behavior in the financial services market place', journal ofServices Marketing, vol. 4 (Fall 1990), pp. 41-54.

12 Cultral Influences

1. Statt, D. A., The Concise Dictionary of Management (London and New York: Routledge, 1991).

2. Linton, R, The CultUTaI Background of PeTsonalit)' (Englewood Cliffs, NJ: Prentice-Hall, 1945).

3. Shouby, E., 'The influence of the Arabic language on the psychology of the Arabs', Middle East journal, vol. 5 (1951), pp. 284-302.

4. Ricks, D. A., Big Business Blunder.s: Mistakes in Multinational Marketing (Homewood, 111: DowJones-Irwin, 1983).

5. Lynch, M., 'When slogans go wrong', American Demographics, vol. 14 (February 1992), p. 14.

6. See for example E. T. Hall and M. R Hall Hidden Differmces: Doing Business with the japanese (Garden City, NY: Anchor Press/Doubleday, 1985).

7. Blackwell, R D., W. W. Talarzyk and J F. Engel, 'Mieie', in ContempoTary Cases in Consumer Behavior (Hillsdale, 111: Dryden, 1990), pp. 473--80.

8. Belk, R W. and R W. Pollay, 'Images of ourselves: The good Iife in twentieth century advertising', journal ofConsumer Research, vol. 11 (March 1985), pp. 887-97.

9. Belk, R W., 'Materialism: Trait aspects of Iiving in the material world', Journal of Consumer Research, vol. 12 (December 1985), pp. 265-80.

10. Statt, D. A., Psychology and the World ofWork (London: Macmillan; New York: New York University Press, 1994), p. 69.

11. Ibid. 12. McClelland, D. C., TheAchieliingSociety (NewYork: Van Nostrand, 1961). 13. Ward, A, 'Amerieans step into a new fitness market', Advertising Age, vol. 3 December

1990, p. 33. 14. Statt, D. A, 'National identity in United States ami Canadian children', in B. Massialas

(ed.), Political Youth, Traditional Schools (Englewood Cliffs, NJ: Prentiee-Hall, 1972).

References 313

15. Lipset, S. M., Continental Divide: The Values and Institutions of the United States and Canada (New York: Routledge, 1990).

16. Wallendorf, M. and M. D. Reilly, 'Ethnic migration, assimilation and consumption', Journal of Consumer Researrh, vol. 10 (1983).

17. Alvarez, M., 'Sabor Hispano - the flavor of the Hispanic market', Marketing Relliew, January 1990, pp. 25-6. .

18. Updegrave, W. L., 'Raceand Money', Money, December 1989, p. 154. 19. Elizabeth Hirschman's work seems to be about it: E. C. Hirschman, 'Ethnic variation

in leisure activities amI motives', in B J. Walker et aL (eds), An Assessment of Marketing Thougkt alld Prartice (Chicago: American Marketing Association, 1982); and E. C. Hirschman, 'American Jewish ethnicity: its relationship to some selected aspects of consumer behavior',Joumal of Marketing, vol. 45 (Summer 1981), pp. 102-10.

20. See especially H. H. Kassa~jian, 'Content analysis in consumer research ", Journal of COIlSllllu'r RI'Sf'flldl, June 1977, pp. 8-18; J. Naisbitt, Megatrends (New York: Warner Books, 1982).

21. Price, B. A., 'What the baby boom believes', American Demographics, May 1984, pp. 30-3.

22. The Publie Pulse (New York: The Roper Organization, 1991). 23. Ibid. 24. Ibid.

13 Attitudes

1. See for example B. Ryan, It Woms! HOll! Investment Spending in Advertising Pays Off (New York: American Association for Advertising Agencies, 1991).

2. Mackenzie, S. B., R. J. Lutz and G. E. Belch, 'The role of attitude toward the ad as a mediator of advertising effectiveness: A test of competing explanations', Journal of Markl'ting Rl'SI'arrk, vol. 23 (May 1986), pp. 130-43.

3. Statt, D. A., The Coneise Dictionary of Psychology (London and New York: Rouiledge, 1990).

4. Ciled in G. H. Bower, R. R. Bootzin and R. B. Zajonc, Principles 0f Psychology Today (New York: Random House, 1987), p. 479.

5. Bagozzi, R. P., H. Baumgartner and Y. Vi, 'Coupon usage and the theory of reasoned action', in R. H. Holman and M. R. Solomon (eds), Advances in Consumer Research, vol. 18 (Provo, UT: Association for Consumer Research, 1991), pp. 24-7.

6. Marks, L.J. amI M. A. Kamins, 'The use ofproduct sampling and advertising: Effecls of sequence of exposure and degree of advertising claim exaggeration on consumers' belief strength, belief, confiden.ce and attitudes',Journal of Marketing Research, vol. 25 (August 1988), pp. 266-81.

7. Fishbein, M. and I. Ajzen, Belief, Attitude, Intention and Behavior, (Reading, MA: Addison-Wesley, 1975); I. Ajzen and M. Fishbein, Understanding Attitudes and Predicting So rial Behavior (Englewood Cliffs, NJ: Prentice-Hall, 1980).

8. Ajzen and Fishbein, Understanding Attitudes, op. cil. 9. See for example B. Sheppard, J. Hartwick and P. Warshaw, 'The theory of reasoned

action: A meta-analysis ofpast research with recommendations for modifications and future research ',journal 0f Consumer Research, vol. 15 (December 1988), pp. 325-43.

10. See for exarnple Fazio, R., R. M. Powell and C. Williams, 'The role of attitude accessibility in the attitude-to-behavior process',Journal ofConsumer Research, vol. 16 (December 1989), pp. 280-8.

11. Aronson, E., The Social Anima~ 6th edn (New York: W. H. Freeman, 1992), p. 68.

314 References

12. MitcheII, A. A. and J. C. Olson, 'Are product attribute beliefs the only mediator of advertising effects on brand attitudes?', journal 0/ Marketing Research, vol. 18 (August 1981), pp. 318-32.

13. Gorn, G. J., 'The effects of music in advertising on choice behavior: A c1assical conditioning approach', journal 0/ Marketing, vol. 46 (Winter 1982), pp. 94-101.

14. Lutz, R. J. and J. R. Bettman, 'Multi-attribute models in marketing: A bicentennial review', in A. G. Woodside, J. N. Sheth and P. D. Bennett (eds), ConslIlllfl and Indlls/lial BlIJing Beha1lior (New York: North Holland, 1977), pp. 137-49.

15. See for example A. Achenbaum, 'Advertising doesn't manipulate consuTllers', journal o[ Adlwr/ising RI'Sl'{I1Th, vol. 12, no. 2 (April/May 1972), pp. 3-13.

16. Festinger, L., A Thl'orJ 0/ Cogniti1l1' Dissonanre (Stanford: Stanford University Press, 1957) .

17. Festinger, L. amI J. M. Carlsmith, 'Cogniti\'e consequences of forced compliance', ]olln/al o{ Abnorll/al alld SOf;al Ps.w11Ology, vol. 58 (1959), pp. 203-10.

18. Ehrlich, D., I. Guttman, P. Schonbach andJ. Mills, 'Postdecision exposure to relevant inforlllation',]olll'1lal 0/ Abnormal and Social PSJcholog)', vol. 57 (1957), pp. 98-102.

19. Brehm, J., 'Postdecision changes in the desirability of alternatives', journal o{ Abnormal and Sofial PSJrhology, vol. 52 (1956), pp. 384-9.

20. Zanna, M. P., 'Attitude-behavior consistency: Fulfilling the need for cognitive structure', Ad1lances in ConslImer Research, vol. 16 (1989), pp. 318-20; c. T. Allen, K. A. Machleit and S. S. Kleine, 'A comparison of attitudes and emotions as predictors ofbehavior at diverse levels ofbehavioral experience',journal o/Co11SUml'T Rman1t, vol. 18, no. 4 (March 1992), pp. 493-504.

14 Communication and Persuasion

1. McGuire, W.J., 'Attitudes and social change', in G. Lindzey and E. Aronson (eds), Hal/dbook (1 Sor;al PSJr!Jolog)', 3rd edn, vol. 2 (New York: Random House, 1985), pp. 233-346.

2. Walster, E., E. Aronson and D. Abrahams, 'On increasing the effectiveness of a low prestige communicator', journal 0/ Expmml'11tal Sorial PS)'l'holog)', vol. 2 (1966), pp. 325-42.

3. Aronson, E., Tlte Social Animal, 6th edn (New York: Freeman, 1992), Chapter 3. 4. Miller, N., G. Maruyama, R. J. Beaber and K. Valone, 'Speed of speech and

persuasion', journal 0/ PersonalitJ and Sonal Psychology, vol. 34 (1976), pp. 615-24. 5. Cook, T. D., C. L. Gruder, K. M. Hennigan and B. R. Flay, 'History of the sleeper

effect: Some logical pitfalls in accepting the null hypothesis' , Psychological Bulletin, vol. 86 (1979), pp. 662-79.

6. Eagly, A. amI S. Chaiken, 'An attribution analysis of the effect of communicator characteristics on opinion change: The case of communicator attractiveness', journal 0/ Pmonalit)' and Sonal PS)'l'hology, vol. 32 (1975), pp. 136-44. See also K. Dion, E. Berscheid and E. Walster, 'What is beautiful is good', journal 0/ Pmonality and Sorial Psychology, vol. 24 (1972), pp. 285-90.

7. See for example Aronson, Social Animal, op. eil. 8. This section is very weil summarized in Aronson, Social Animal, op. eil. 9. Leventhal, H., 'Findings amI theory in' the study of fear cOllllllunications', in

L. Berkowitz (ed.), Adllauas in EJ<jJerillll'11tal Sorial PSJl1wlog)', \'01. 5 (New York: Acadelllic Press, 1970); H. Leventhal, D. Meyer and D, Nerenz, 'The cOllllllon sense representation of iIIness danger', in S. Rachman (ed.), C071/ribll/iol/s /0 Ml'diml Ps)'cholog)', vol. 2 (New York: Pergamon Press, 1980).

References 315

10. Leishman, K., 'Heterosexuals and AIDS', The Atlantic Monthly (February 1987), pp 39-58.

11. Nisbet, E. R. ami L. Ross, Human Inferena: Strategies and Shortcomings ofSocialJudgrlU'11t (Englewood CHffs, NJ: Prentice-Hall, 1980).

12. Gonzales, M., E. Aronson ami M. Costanzo, 'Increasing the effectiveness of energy auditors: A field experiment', Journal of AjJjJlied Sorial PSJchology, vol. 18 (1988), pp. 1049-66.

13. Hovland, c., A. Lumsdaine and F. Sheffield, ExjJenmntts on Mass COTllTllunication (Princeton, NJ: Princeton University Press, 1949).

14. Tesser, A. ami D. Shaffer, 'Attitlldes and attitude change', in M. Rosenzweig ami L. Porter (eds), Amlllal Revil'l/l of Psych%gy, vol. 41 (Palo Alto, CA: Annual Reviews Inc., 1990).

15. Miller, N. ami D. Call1pbell, 'Recency ami prilll<lc)' in persuasion as a function of the timing of speeches ami Illeasurements',.!o/lrnal o{ Abnormal am} Soria! PSJrholoJ.,'y, VOI. 59 (1959), pp. 1-9.

16. Aronson, E., J. Turner ami J. M. Carlslllith, 'ComTllunication credibility and comJllunication discrepancy as determinants of opinion', Journal of Abnormal am} Social PSJchology, vol. 67 (1963), pp. 31-6; W. J. McGuire, 'Attitudes and attitude change', in G. Lindzey and E. Aronson, Handbook of Soria! PSJchology, 3rd edn, vol. 2 (New York: Random House, 1985), pp. 233-346.

17. Zellner, M., 'Self-esteeJll, reception ami influenceability', Journal of Personality and Sorial Psychology, vol. 15 (1970), pp. 87-93.

18. Marlowe, D. ami K. Gergen, 'Personality ami soeial interaction', in G. Lindzey and E. Aronson (eds), Handbook of Sorial PsyllOlogy, 2nd edn, vol. 3 (Reading, MA: Addison-Wesley, 1969).

19. McGuire, W. J. and D. Papageorgis, 'The relative efficacy of various types of prior helief-defence in prodlleing immunity against persuasion' ,.!ournal of Abnormal and Soria! Psyrhology, VOI. 62 (1961), pp. 327-37.

20. Freedlllan,J. ami D. Sears, 'Warning, distraction and resistance to influence',Journal of Personality and Sorial Psyrholog)', vol. 1 (1965), pp. 262-6.

21. Kies1er, C., The PSJchology of CoTltlllilmRTII (London: Academic Press, 1971). 22. Lewin, K., 'Group decision and social change', in E. E. Maccoby, T . Newcomh and

E. L. Hartley (eds), Readings in Social Psychology, 3rd edn (New York: Holt, Rinehart & Winston, 1958).

23. Kiesler, Psychology, op. eit. 24. Gardner, M. P., 'Mood states and consumer hehavior: A critical review', Journal of

Consurner Research, vol. 12 (Decemher 1985), pp. 281-300. 25. See for example R. Batra and D. M. Stayman, 'The role of mood in advertising

effectiveness', Journal of Consurner Research, vol. 17 (Septemher 1990), pp. 203-14. 26. Goldberg, M. E. and G. J. Gorn, 'Happy and sad TV programs: How they affect

reaction to commercials', Journal of Consumer Research, vol. 14 (December 1987), pp. 387-403.

27. Kamins, M. A., L. J. Marks and D. Skinner, 'Television commercial evaluation in the context of program indllced mood', Journal of Advertising, vol. 20 Uune 1991), pp. 1-14.

28. Petty, R. E. ami J. T. Cacioppo, Corlll/llmication and Persuasion: Central and Periphera! Routes to Attilude Change (New York: Springer Verlag, 1986). See also R. E. Pe tt y, R. Unnava and A.J. Strathrnan, 'Theories of attitude change', in T. Robertson ami H. Kassa,:jian (eds), Halld/)(Jok ofConsulller Bel!a7lior (Englewood Cliffs, NJ: Prentice­Hall, 1991), pp. 317-38 for a broader discussion.

316 References

29. MitcheII, A. A. andJ. C. Olson, 'Are product attribute beliefs the only mediators of advertising effects on brand attitudes?', Journal of Mameting Research, vol. 18 (August 1981), pp. 318-32; T. Shimp, 'Attitudes towards the ad as a mediator of consumer brand choice',Journal of Advertising, vol. 10, no. 2 (1981), pp. 9-15.

30. Mitchell and Olson, 'product attribute beliefs' op. eil.; Shimp,'Attitudes', op. eil.; see also for example, P. H. Homer, 'The mediating role of attitude towards the ad: Some additional evidence', Journal of Marketing Research, vol. 27 (February 1990), pp. 78-86; R. I. Haley and A. L. Baldinger, 'The ARF copy research validation project', Journal of Advertising Research, vol. 31, no. 2 (1991), pp. 11-32 (ARF = Advertising Research Foundation).

3l. Rossiter,J. R. ami L. Percy, Advertising and Promotion Management (New York: McGraw­Hili, 1987). For a general disCllssion ofthis issue see D. A. Aaker ami D. E. Bruzzone, 'Causes of irritation in advertising', Journal of Markl'fing, \'01. 49 (Spring 1985), pp. 47-57.

32. See for example R. W. Olshavsky, 'Customer-salesman interaction in appliance retailing', Journal of Markl'ting Resl'arch, vol. 10 (May 1973), pp. 208-12; L. A. Crosby, K. R. Evans ami D. Cowles, 'Relationship quality in services selling: An interpersonal influence perspective',Journal of Mameting, vol. 54, no. 3 Uuly 1990), pp. 68-8l.

33. Gold, L. N., 'The evolution oftelevision advertising sales measurement: Past, present and future', Journal of Advertising Research, Uune/July 1988), pp. 19-24.

34. Zimbardo, P., E. Ebbesen and C. Maslach, Influeneing Attitudes and Changing Behavior, 2nd edn (Reading, MA: Addison-Wesley, 1977).

35. Weinberger, M. G. and C. S. Gulas, 'The impact or humor in advertising', Journal of Advertising, vol. 21, no. 4 (December 1992), pp. 35-59.

36. Soley, L. ami G. KlIrzbard, 'Sex in advertising: A comparison of 1964 and 1984 magazine advertisements',Journal of Advertising, vol. 15, no. 3 (1986), pp. 46-54.

37. Yovovich, B. G., 'Sex in advertising - the power and the perils', Advertising Age, 2 May 1983, pp. 4-5.

38. Sciglimpaglia, D., M. A. Belch and R. F. Cain, 'Demographie and cognitive factors influencing vi~wers' evaluations of "sexy" advertisements', in W. Wilkie (ed.), Advances in Consumer Research, vol. 6 (Ann· Arbor, MI: Assoeiation for Consumer Research, 1979), pp. 62-5.

15 Approaching aDecision

1. Fiske, S. T. and S. E. Taylor, Soeial Cognition (New York: McGraw-HiII, 1991). 2. Tversky, A. and D. Kahneman, 'Judgment under uncertainty: Heuristics and biases',

Seience, vol. 185 (1974), pp. 1124-3l. 3. Pratkanis, A. R., 'The attitude heuristic and selective fact identification', British

Journal of Soeial PSJchology, vol. 27 (1988), pp. 257-63. 4. Tversky and Kahneman, 'Judgment', op. eil. 5. Urbany, J. E., P. R. Dickson and W. C. Wilkie, 'Buyer uncertainty and information

search',Journal ofConsurner Research, vol. 16 (September 1989), pp. 208-15. 6. There are several relevant articles in R. H. Holman and M. R. Solomon (eds),

Advances in Consumer Research, vol. 18 (Provo UT: Association for Consumer Research, 1991): see J. R. Stoltman, J. W. Gentry and K. A. Anglin (pp. 430-40); J. Meoli, R. A. Feinberg and L. Westgate (pp. 441-4); P. H. Bloch, N. M. Ridgway and J. E. Nelson (pp. 445-52); and P. A. Doherty andJ. E. P. Kulikowski (pp. 453-61).

7. Hirschman, E. C. ami M. K. Mills, 'Sources shoppers lIse to pick stores', Journal of Advertising Research, vol. 20 (February 1980), pp. 47-5l.

References 317

8. Biehal, G.]., 'Consumers' prior experiences ami perceptions in auto repair choice', Journal of Marketing, vol. 47 (Summer 1983), pp. 87-91.

9. See for example J. W. Newman, 'Consumer extern al search: Amount and determinants', in A. G. Woodside,J. N. Sheth ami P. D. Bennett (eds), ConsunlRTand Industrial Bllying Bt'havior, (New York: North-Holland, 1977), pp. 79-94, ami W. L. Wilkie and P. R. Dickson, 'Consumer information search and shopping behavior', in H. Kassa~jian and T. Robertson (eds), Pt'TsjJt'rtivt's in ConsulllRT Behavior,

4th edn (Englewood Cliffs, NJ: Prentice-Hall, 1991). 10. Dickson, P. R. ami A. G. Sawyer, The price knowledge and search of supermarket

shoppers', JOllmal of Mar/iPling, vol. 54 Ouly 1990), pp. 42-53. 11. Ibid. 12. Duncan, C. P., 'Consumer market beliefs: A review of the literature and an agenda

for future research', in M. E. Goldberg, G. Gorn ami R. W. Pollay (eds), Adv(f1/{"/'S in C01/sllll/t'r Rt'sf'{/rrh, vol. 17 (Provo, UT: Association for ConsulTler Research, 1990), pp. 729-36.

13. Dickson and Sawyer The price knowledge', op. eil. 14. Engel, J. F., D. A. Knapp and D. E. Knapp, 'Sources of influence in the acceptance

of new products for self-medication: Preliminary findings', in R. M. Haas (ed.), SciP1lre, Technolog)' and Marketing (Chicago: American Marketing Association, 1966).

15. Hauser,]. R. and B. Wernerfelt, 'An evaluation cost model of consideration sets', Journal of Consllrner Rt'st'arrh, vol. 16 (March 1990), pp. 393-468.

16. Ursic, M. L. andJ. G. Helgeson, The impact of choice phase and task complexity on consumer decision making', Journal of Business Researrh, vol. 21 (1990), pp. 69-90.

17. Petroshius, S. M. ami K. B. Monroe, 'Effects of prodllct line pricing characteristics on product evaluations' ,Journal OfCOl1SIlIIU'T Research, vol. 13 (March 1987), pp. 511-19.

18. Hoyer, W. D., 'An examination of consumer decision making for a common repeat purchase product' ,Journal OfCOl1SUmt'T Rt'sf'{/Tfh, vol. 11 (December 1984), pp. 822-9.

19. Crane, F. G. ami T. K. Clarke, 'The identification of evalllative criteria and cues used in selecting services', JOllmal ofSt'Tvires Marketiug, vol. 2, no. 2 (Spring 1986), pp. 54-8.

20. See for example J. Jacoby, 'Perspectives on information overload', Journal of Consurner Rt'st'Onh, vol. 10 (March 1984), pp. 432-5;J. G. Helgeson and M. L. Ursic, 'Information load, cost/benefit assessment ami decision strategy variability',Journal of the Academy of Marketing Srience, vol. 21, no. 1 (Winter 1993), pp. 13-20.

16 The Decision and its Consequences

1. Bloch, P. H., N. M. Ridgway and J. E. Nelson, 'Leisure and the shopping mall', in R. H. Holman and M. R. Solomon (eds), Adval1ces in ConsumPT Research, vol. 18 (Provo, UT: Association for Consumer Research, 1991), pp. 445-52.

2. Tauber E. M., 'Why do people shop?' Journal of Marketing, vol. 36 (October 1992), pp. 47-8.

3. Langrehr, F. W., 'Retail shopping mall semiotics and hedonic consumption', in R. H. Holman and M. R. Solomon (eds), Advances in ConsumPT Research, vol. 18 (Provo, UT: Association far Consurner Research, 1991), p. 428.

4. McNeal,J. U. and D. McKee, The case of antishoppers' in R. F. Lusch et aL (eds), AMA Educators' Proceedillgs (Chicago: Arnerican Marketing Association, 1985), pp. 65-8.

5. Fram, E. H. andJ. Axelrod, The distressed shopper', Ammcan DemograjJhics, October 1990, pp. 44-5.

6. Monroe, K. B. andJ. B. Guiltinan, 'A path-analytic exploration of retail patronage influences', Journal ofConsunlRT Researrh, vol. 2 Oune 1975), pp. 19-28.

318 References

7. Putnam, S. A., W. R. Davidson and K. Martel1, The Management Horizons: Six Shopper Typologies (Columbus, OH: Management Horizons Division ofPriee Waterhollse, 1987).

8. Craig, C. S., A. Ghosh and S. McLafferty, 'Models of the retail location process: A review', journal of Retailing, vol. 60 (Spring 1984), pp. 5-36.

9. Reynolds, F. R. and W. R. Darden, 'Intermarket patronage: A psychographie stlldy of consumer outshoppers' ,journal of Marketing, vol. 36 (October 1972), pp. 50-4. 10. Lumpkin, J. R., J. M. Hawes and W. R. Darden, 'Shopping patterns of the rural

consurner: Exploring the relationship between shopping orientations and outshopping',jollrnal of Business Researrh, vol. 14 (1986), pp. 63-81.

11. Waldrop, .J., 'Mall shoppers want the basies', American Demographics, October 1991, p. 16. 12. Gardner, M. P., 'Mood states ami consurner hehavior: A critical review', journal of

Conslllller Researrh, vol. 12 (December 1985), pp. 292-3. 13. Kotler, P., 'Atrnospherics as a marketing tool', journal of Rl'tailing, vol. 49 (Winter

1973-4),pp.48-65. 14. Berry, L. L. and L. G. Gresham, 'Relationship retailing: Transforrning cllstomers into

c1ients', Business Horizons, (November-December 1986), pp. 43-7. 15. Kendal1, K. W. and I. Fenwick, 'What do you learn standing in a supermarket aisle?',

in W. L. Wilkie (ed.), Advances in Consllmer Research, vol. 6 (Ann Arbor, MI: Assoeiation for Consurner Research, 1979), pp. 153-60.

16. See for example Park, C. W., E. S. Iyer and D. C. Smith, 'The effects of situation al factors on in-store grocery shopping behaviour: The role of store environment ami time available for shopping', journal of Consumer Research, vol. 15 (March 1989), pp. 422-33.

17. Rook, D. W., 'The buying impulse', journal ofConsurner Research, vol. 14 (September 1987), pp. 189-99.

18. Curhan, R. C., 'Shelf space al1ocation and profit maximization in mass retailing', journal 0/ Markt'ting, vol. 37 (July 1973), pp. 56,54-60.

19. Gagnon,J P. andJ. T. Osterhaus, 'Effectiveness offloor displays on the sales ofretail products',jour1!al ofRetailing, vol. 61 (Spring 1985), pp. 104-16.

20. See for exarnple Scott, C. A., 'The effects of trial and incentives on repeat purehase behavior', journal of Marketing Research, vol. 13 (August 1976), pp. 263-9; and A. N. Doob,J. M. Carlsmith,J. L. Freedman, T. K. Landayer and T. Soleng, 'Effects of initial sel1ing price on subsequent sales' ,journal of Personality and Social Ps)'chology, vol. 11, no. 4 (1979), pp. 345-50.

21. Diekson, P. R. and A. G. Sawyer, 'The priee knowledge and search of superrnarket shoppers',journal of Marketing, vol. 54 Uuly 1990), pp. 42-53.

22. Rosenberg, L. J. and E. C. Hirschman, 'Retailing without stores', Harvard Business Review, vol. 58 Uuly/August 1980), p. 105.

23. Garland, S., 'Stores brush up Fuller's image', Advertising Age, 14 September 1987, p. 107. 24. See espeeially H. K. Hunt, 'CS/D: Overview and future research directions', in

H. K. Hunt (ed.), ConajJtllalization and Measurement of Consurner Satisfaction and Dissatisfaction (Cambridge, MA: Marketing Seience Institute, 1977), and R. L. Oliver, 'A cognitive model of the antecedents and consequences of satisfaction decisions', Journal of Marketing Reseanh, vol. 17 (November 1980), pp. 460-9.

25. Hunt, 'CS/D', op. eil. 26. Westbrook, R. A. andJ. W .. Newman, 'An analysis ofshopper dissatisfaction for major

household appliances', journal of Marketing Researrh, vol. 15 (August 1978), pp. 456--66. 27. La Tour, S. A. and N. C. Peat, 'The role of situationally produced expectations,

others' experiences and prior experience in deterrnining consumer satisfaction', in J. C. Olson (ed.), Advances in Consumer Research, vol. 7 (Ann Arbor, MI: Association for Consurner Research, 1980), pp. 588-92.

References 319

28. Halstead, D. and C. Droge, 'Consumer attitudes towards complaining and the prediction of multiple complaint responses', in R. H. Holman and M. R. Solomon (eds), Advances in Consumer Research, vol. 18 (Provo, UT: Assoeiation for Consumer Research, 1980), pp. 210-16.

29. Ehrlich, D., I. Guttman, P. Schon bach andJ Mills, 'Postdeeision exposure to relevant information', journal 0/ Abnormal and Social Psychology, vol. 57 (1957), pp. 98-102.

30. Brehm, J, 'Postdecision changes in the desirability of alternatives', journal 0/ Abnormal and Social Psychology, vol. 52 (1956), pp. 384-9.

3l. See for example D. Finkelman ami T. Goland, 'The case of the complaining customer', Harvard Business Review, vol. 3 (May-:June 1990), pp. 9-25.

32. Singh, J, 'Consumer complaint intentions amI behavior: Definition and taxonomical isslles' ,journal 0/ Markl'ling, \'01. 52 (January 1988); pp. 93-107.

33. Morganowsky M. N. and H. M. BlIckley, 'Colllplaint beha\'ior: Analysis by demographics, lifestyle, consllmer \'alues', in M. Wallen dorf and P. Anderson (eds), Advances in Consullwr Rl'sl'Orth, \'01. 14 (1987), pp. 223-6.

34. See for example K. J Cobb, G. C. Walgren and M. Hollowed, 'Differences in organizational responses to consumer leiters of satisfaction ami dissatisfaction', in M. Wallen dorf and P. Anderson (eds), Advances in Consumer Research, op. eit., pp. 227-3l.

35. See for example M. J Bitner, B. M. Booms and M. S. Tetreault, 'The service encollnter: Diagnosing favollrable and lInfavourable incidents', journal 0/ Marketing, vol. 54 (January 1990), pp. 71-84; and C. A. Kelley and J S. Conant, 'Extended warranties: consllmer and manufactllrer perceptions', journal 0/ Consumer A//airs, vol. 25 (Summer 1991), pp. 68-83.

36. Richins, M. L., 'Negative word-of-mollth by dissatisfied customers: A pilot study', journal 0/ Marketing, vol. 47, (Winter 1983), pp. 68-78; N. Nanna and J S. Wagle, 'Who is your satisfied customer?', journal 0/ Consumer Marketing, vol. 6 (Winter 1989), pp. 53-62; and C. Goodwin ami I. Ross, 'Consl,mer evaluations of responses to cornplaints: What's fair ami why',journal of C011Sullwr Marketing, \'01. 7 (Spring 1990), pp. 29-48.

17 The Organization as Purchaser

1. Buchanan, D. and A. Huczynski, Organizational Behavior (London: Prentice-Hall International, 1985), p. 3.

2. Schein, E., Organizational Psychology, 3rd edn (Englewood Cliffs, NJ: Prentice-Hall, 1988), p. 12

3. Buchanan and Huczynski Organizational Behavior, op. cit., p.5. 4. Schein, Organizational Psychology, op. cit., p. 15. 5. Kempner, T. (ed.), The Penguin Management Handbook, 4th edn (London: Pengllin,

1987), p. 36l. 6. Weber, M., The Theory 0/ Soeial and Economic Organization (Oxford: Oxford University

Press, 1922). 7. Pugh, D. S. (ed.), Organization Theory: Selected Readings (Harmondsworth: Pengllin,

1971) . 8. Allport, G. W., Pattl'Tn and Growth in Pmonality (London: Holt, Rinehart &

Winston, 1963). 9. Hosking, D. ami I. Morley., ASorial Psyrhology 0/ Orgallizing (London: Harvester

Wheatsheaf, 1991). 10. Statt, D. A., Psychology: Making Sense (New York and London: Harper & Row, 1977). 1l. Dahl, R. A., 'The concept ofpower', Behavioral Seien ce, vol. 2 (1957), pp. 201-18.

320 References

12. French, J. R. P. and B. H. Raven., The bases of soeial power', in D. Cartwright amI A. Zander (eds), Group DJnarnies, 3rd edn (New York: Harper & Row, 1968).

13. Pettigrew, A., The Politics 0/ Organizational Dt'rision-Making (London: Tavistoek, 1973). 14. Baehraeh, P. and M. S. Baratz, Two faces of power', ATIIPTiran Politiral Seim ce RPliiP7i1,

vol. 56 (1962), pp. 947-52. 15. Hickson, D. J., 'Politics permeate', in D. C. Wilson amI R. H. Rosenfeld (eds),

Managing Otganiza/ions (Maidenhead: MeGraw-HilI, 1990), pp. 175-81. 16. Dror, Y. and T. Romm., 'Politics in organizations and its perception within the

organization', Organization Studies, vol. 9, no. 2 (1988), pp. 165-80. 17. Hickson, 'Politieal perrneate " op. eil., p. 175. 18. Kotter, J. Tht' GP1lt'ml ManagPT (New York: Free Press, 1982). 19. For a fliller disCllssion of this topie see S. B. Bacharach and E. J. Lawler, POlllt'r and

Politil'S i1l Olgal/iza/iol/s (London: Jossey-Bass, 1 !)80). 20. Niehols, R. G., 'Listening is good business', MallagPlIIPII/ '1 Pn:IOII1It'! Quar/PTfcl', \'01. 4

(1962). p. 4. 21. Katz, D. amI R. L. Kahn, The Sorial PSJfholog)' of Organiza/ions, 2nd edn (New York,

Wiley,1978). 22. Schein, E. H., Organizational CultllTt' and LeadPTshi/J, 2nd edn (San Francisco: Jossey

Bass, 1992). 23. Hofstede. G" Culture's Consequences: IntPTnational DifJPTPnces in Work-Related Values

(Beverly HilIs: Sage, 1980). 24. Barsoux,J. and P. Lawrenee, The Challmgt' 0/ British ManagPlllent (London: Macmillan,

1990). 25. Crittendon, v., C. A. Seoll amI R. T. Moriarity, The role ofprior product experience

in organizational buying behavior', Adva1/('f's in Conslilltpr ResPGrrh, vol. 14 (1980), pp. 387-91.

26. Williams, K. and R. Spiro, 'Cornrnunication style in the salesperson-customer dyacl', JOI/TUal of Markp/ing Rt'sPGrrh, vol. 22 (November J !lR5), pp. 434-42.

27. Webster, F. E. and Y. Wind, 'A general model for understanding organizationaJ buying behavior', Journal of Markt'ting, vol. 36, no. 2 (1973), pp. 12-19.

28. Janis, I. L., Grollpthink (Boston: Hougllton Miftlin, 1982). 29. Reason, R., 'The Chernobyl errors', Bulletin of the PSJrhological SocietJ, vol. 40 (1987),

pp. 201-6. 30. Feldman, D. C. and H. J. Arnold, Managing Individual and GrOllP Behavior in

Organizations (New York: McGraw-HilI, 1983).

18 Consumer Awareness

1. Gabriel, Y. and T. Lang, The Umnanageable Consurner (London: Sage, 1995), p. 187. I have drawn extensivelyon this work throughout the present chapter.

2. Ibid. 3. Bell, D., The ClIltllral Contradiäions of CapitalisTl! (London: Heinemann, 1976). For a

more reeent extension of this issue see Z. Bauman, Freedom (Milton Keynes: Open University Press, 1988).

4. Herrmann, R. 0., 'Consumerism: Its goals, organizations, and future', Journal of MarkPling, vol. 35 (Oetober 1970), pp. 55-60.

5. Gabriel and Lang, The Unlllrl1lrlgmble C01lSUlnPr, op. cil. 6. Marglin, S. A., 'What do bosses do? The origins and functions of hierarchy in

capitalist production', RP7liP711 (1 Radiral Politiral Eronomirs, vol. 6 (1974), pp. 33-60. 7. Thompson, E. P., 'Time, work, discipline and industrial eapitalism', Past and Present,

vol. 29 (1967), pp. 50-66.

References 321

8. Smith, M., An Introduction to Indllstrial PSJrhology (London: Cassell, 1952). 9. Gabriel and Lang The Unmanageable Consumer, op. eit., p. 156. 10. Barnet, R. and J. Cavanagh, Global Drearns (New York: Simon & Schuster, 1994). 11. For a disCllssion on this topic see R. J. Lampman, ]FK's four consllmer rights: A

retrospective view', in E. S. Maynes (ed.), The Frontier of Research in thl' Consulller Intl'rest (Columbia, MO: American Council on Consumer Interests, 1988).

12. See 'Coming: A rush of new consumer-safety rules', US News and World Report, 18.1uly 1977, p. 61.

13. Nader, R., UlIsafl' At Any Speed: The Designl'd-in Dangers of the Ameriran Automobile, 2nd edn (New York: Kniglltsbridge PlIblishing, 1991).

14. Brimelow, P. and L. Spencer, 'Ralph Nader Inc.', Forbl's, vol. 146, no. 6 (17 September 1990), pp. 117-29.

15. Aronson, E., Tbl' Sorial Anima/, 6th edn (New York: W. H. Freeman, 1992), p. 67. 16. Kamins, M. A. and L. J. Marks, 'Advertising pllffery: The impact of IIsing two-sided

claims on product attitude and pllrchase intention', Joun/al of Advertising, \'01. 16, no. 4 (1987), pp. 6-15.

17. 'Procter amI Gamble: On a short lease', Bllsilll'sS Week, 22.1uly 1991, p. 76. 18. Na(!er, R., in J. S. Turner (ed.), The ChemicalFeast: The Ralph Nader Stlldy Grouj' Report

on Food Protretion and the Food and Drug Administration (New York: Grossman, 1970), p. v. 19. See for example R. Dardis, 'International trade: The consumer's stake', in

E. S. Maynes (ed.), The Frontier of Research in the Consllmer Interest (Columbia, MO: American Council on Consumer Interests, 1988), and D. Morris (ed.), TheEronomic .~,stnll in the UI<. 3rd edn (Oxford: Oxford University Press, 1985).

20. BlIrnett, .I., Pll'1lty and Want: ASorial Hist01J of Diet in England frorn 1815 to thl' Prt'Sl'1tt Da)", 2nd edn (London: Scolar Press, 1979); amI S. Lebergott, Pursuing Haj'j,iness: Amniran Consllmers in the Tweutieth Centllry (Princeton: Princeton University Press, 1993) .

21. Pantzar, M., 'The growth ofprodllct variety- a rnyth?', Journal o!ConsulllerSludies ami HOII/R Erollomics, \'01. 16 (1992), pp. 345-62; J. Benson, The Ris!' 0f COIISll11ter SoriflJ in Britain 1880-1980 (London: Longman, 1994).

22. Paxton, A., Food Miles (London: Sustainable Agriculture, Food ami Environment Alliance SAFE, 1994).

23. Gabriel and Lang The Umnanageable Consumer, op. cit., p. 124. 24. Cohen, D., 'Remedies for consumer protection: Prevention, restitution or

punishment', Journal of Marketing, vol. 39 (October 1975), pp. 24-31. 25. Schwartz,J., 'Earth day today', ArnericanDernographics (April 1990), pp. 40-1. 26. Schlossberg, H., 'Americans passionate about the environment? Critic says that's

"nonsense"', Advertising Age, 16 September 1991, p. 8. 27. Hume, S., 'Consumer double talk makes companies wary', Advertising Age,

28 October 1991, GR-4. 28. See for exarnple, Hume, S., 'Consumers target ire at databases', Advertising Age,

6 May 1991, p. 3 and D. Fost, 'Privacy concerns threaten database marketing', American Dernographics, (May 1990), pp. 18-21.

29. Davies, S., Big Brother: Britain s Web of Surveillance and the New Technological Order (London: Pan, 1995).

19 The Future Consumer

1. See for example Pelers, T., Thlivillg on Chaos (New York: Alfred Knopf, 1987). 2. Freeman, L., 'Japan Rises to P & G's No 3 Market', Advertising Age, 10 December

1990, p. 42.

322 References

3. Womack, j. P., D. T. .Iones and D. Roos, The Machine That Changed the World (New York: Rawson Associates, 1990), p. 13.

4. Hoger, B., 'What's behind business' sudden fervor for ethics?', Business Week, 23 September 1991, p. 65.

5. Lacniak, G. R amI P. E. Murphy, Marketing Ethics (Lexington, MA: Lexington Books, 1985) .

6. Pride, W. M. and O. C. Ferrel1, Marketing: Basic ConrfjJfs and Df(isions, 4th edn (Boston: Houghton Miffin, 1985).

7. See for example 'Need for government oversight', Adwl'I'k, 12 October 1987, p. 78; A. R. Andreasen, 'Consumer behavior research aand social policy', in T. Robertson amI H. KassarUian (eds), Handbook of ConsllTl!I'T Behallior (Englewood Cliffs, NJ: Prentice-Hal1, 1991), pp. 450-506; and J. R Burton, C. D. Zick amI R N. Mayer, 'Consumer views 01' the need for governlllent intervention in the airline market', .!ournal 11 C01lS11I/!I't" Af(airs, vol. 27, no. 1 (Summer 1993), pp. 1-22.

H. See for example J. Deighton, C. M. Henderson and S. A. Neslin, The effects of advertising on brand switching amI repeat purchasing',.!ollnJal of Marketing Research, vol. 31, no. 1 (February 1994), pp. 28-44.

9. McCarthy, M.J., 'Soft-drink giants sit UP and take notice as sales of store brands show more fizz', Wall StreetJournal, 6 March 1992, p. BI ff.

10. See for example S. A. Greyser and S. L. Diamond, 'US consumers view the market­place', Journal ofConsurner Poliry, vol. 6 (1983), pp. 3-18.

11 Gabriel, Y, 'The unrnanaged organisation', Organisation Studies, vol. 16, no. 3 (1995), pp. 481-506.

12. 'Special anti-consllmerisrn issue', Ethical Consumer, vol: 27 (Manchester: Ethical Consumer Research Association, 1994).

13. Herrmann, R 0., The tactics of consumer resistance: group action amimarketplace exit', Adllanres in ConsuTnI'T Research, vol. 20 (1993), pp. 130-4.

14. Slllith, N. c., Morality and fhl' Market: COnSlHl!1'T Pmsllrl' for CorjJOmtl' ArrollntabilitJ (London: Routledge, 1990).

15. White, R E. and D. D. Kare, 'The impact of consumer boycotts on the stock prices of target firms', Journal of AjJjJlied Business Research. vol. 6, no. 2 (1990), pp. 6-71.

16. Heft, R K., 'Fu]) head of steam', The Srotsman. 28 July 1995, p. 17. 17. Boseley, S., 'Bun fight', Guardian, 11 July 1995, p. 5. 18. Schwartz,j. and T. Miller, The Earth's best friends', AmericanDemographic, February

1991, pp. 26-35. 19. Fierman,J., The big muddle in green marketing', Fortune, 3June 1991, pp. 91-102. 20. Vidal,J., 'Clean money talks', The Guardian, 18 May 1995, p. 4. 21. Garfield, B., 'Beware: Green overkill', Advertising Age, 29January 1991, p. 26. 22. Pahl, RE., Divisions of Labour (Oxford: Blackwel1, 1984). 23. Handy, C. B., The Future of Work: A Guide to aChanging Society (Oxford: Blackwel1,

1984). 24. Rose, R, Getting uy in Three Economies (Glasgow: Centre for the Study of Public Policy,

University üf Strathclyde, 1983). 25. Ke])away, L., Twelve acorns für a haircut', Financial Times, 30 November 1993, p. 13. 26. Gabriel Y. and T. Lang, The Unrnanageable Consurner (Londün: Sage, 1995), p. 148.

I Name Index

Aaker, D. A, 287, 316 Abrahams, D., 314 Abramovilch, R, 309 Abrams, B., :104 AchenballlTl, A., 314 Adams, R., 301 Ajzen, 1., 313 Allen, C. T., 314 Allison, R 1., 304 Allport, G. w., 304, 319 Alsop, R, 307 Alvarez, M., 313 Anderson,]. R, 306 Anderson, P., 319 Andreasen, AR, 312, 322 Andrews;]. c., 307 Anglin, K. A, 316 Applebaum, c., 302 Arnold, H.J.. 320 Arnold,J,311 Aronson, Elliol, 159, 216, 225, 281, 304,

313-15,321 Asch, Solomon, 151-2, 156-7, 310 Assar, A, 308 Axelrod,J,317

Bacharach, S. B., 320 Bachrach, P., 320 Back, K., 310 Baddeley, A D., 306 Bagozzi, R. P., 313 Baldinger, AL., 316 Baldwin, 5., 303 Bandura, A, 93 Barak, B., 302, 309 Baratz, M. 5., 320 Barker, S. M., 303 Barnet, R., 301, 321 Barrow, 5., 305 Barsoux, J, 320 Bartos, R, 129 Balra, R, 306, 315 Ballman, Z., 320 Baulllgarlner, H., 313 Beaber, B. J, 314

323

Bearden, W. 0., 311 BecklTlann, J, 207 Belch, G. E., 306, 313 Belch M. A, 316 Belk, R. w., 304, 307, 310, 312 Bell, D., 320 Bennett, Alan., 113,307 Bennett, P. D., 302, :H4, 317 Benson,J,321 Berkowilz, L., 314 Berry, L. L., 318 Berscheid, E., 314 Bettman, J R, 242, 306, 314 Biehal, G.J, 317 Birchall, J, 287 Biron,J.,306 Bilner, M. J, 319 Blackwell, R D., 312 Blake, WillialTl, 276 Bloch, P. H., 307, 316-17 Bobinski, G. 5., 308 Boeskv, 1., 291 Bono;na, T., 270 Booms, B. M., 319 Bootzin, R R., 313 Bose, c., 308 Boseley, 5., 322 Bossard,]. H. 5., 310 Bower, G. H., 306, 313 Boyatzis, R. E., 307 Brehm,]., 314, 319 Brimelow, P., 321 Brisoux,]. E., 307 Bromley, D. B., 305 Brook, L., 173 Brown,JJ,31O Brown, P., 306 Browne, R. B., 191 Bruzzone, D. E., 316 Bryant,J,225 Buchanan, D., 319 Buckley, H. M., 319 Burgess, S. M., 76 Burke, R R., 306 Burnett, J., 321

324 Name Index

Burnkrant, R., 306 Burton,J. R., 322

Cacioppo,J. T., 315 Cain, R F., 316 Cairncross, F., 301 Campbell, D., 315 Cannon, L. W., 311 Caplan, N., 191 Ca rey, J. R, 306 CarlslIIith,J. M., 314-15, 318 Carlson, L., 308 Carroll, G., 303 Carruthers,J.,301 Cartwright, D., 310, 320 Cattell, RaYlllond, 73-5, 305 Cavanagh,J., 301, 321 Cay1ey, M. A, 24 Chaiken, S., 207, 314 Chan, K K, 303 Charlton, P., 303 Cheal, D., 129 Cheron, E.J., 307 Child, D., 305 Choy, M. H., 191 Chllrchill, Winston, 163,214 Cialdini, R. B., 225 Clarke, T K, 317 Clallsen, J, 159 Clicqlle, S. H., 30G Cobb, KJ., 319 Cockburn, C., 308, 310 Cohen, D., 321 Cohen,J. B., 305 CoIelllan, R P., 173, 311 Conant,J. S., 319 Cook, T D., 314 Cooper, C. L., 311 Coote, A, 301 Costanzo, M., 315 Cowles, D., 316 Cox, D. F., 304 Craig, C. S., 225, 242, 318 Crane, F. G., 317 Crilll]J, M., 24 Crittendon, v., 320 Crosby, L. A, 316 Crutchfie1d, Richard, 152-3, 156--7, 310 Curhan, R. c., 318 ClIrnow, R., 304

Dahl, R A, 319 Danziger, K, 143.307,309 Darden, W. R, 318

Dardis, R, 321 David, M., 306 Davidson, M. P., 2['7 Davidson, W. R, 308, 318 Davies, S., 321 Davis, H. L., 225, 308 Day, G. S., 287 Deighton,J.,322 Diarnond, S. L., 322 Dichter, Ernest, 66--7, 72, 105-8,304,307 Dickens, Charles, 277 Dickens, J., 303 Dickson,J. P., 312 Dickson, P. A, 316-8 Dion, K, 314 Dittmar, H., 287 Doherty, P. A, 316 Doob, AN., 318 Dorosin, Jererny, 296--8 Douthitt, R A, 309 Dowling, G. R., 311 Driscoll, A., 310 Droge, C., 319 Dror, Y., 320 Drucker, Peter, 2, 9-10, 12, 26, 302-3 DlIncan, C. P., 317 Duncan, G.J., 312 Dupree, S., 308 DlIrning, A T, 301

Eagly, A, 207,314 Ebbesen, E., 316 Eber, H. w., 305 Ee1s, K, 311 Ehrlich, D., 314, 319 Eisenhower, Dwight D., 214 Eklund, C. S., 303 Elkington,J.,301 EngelJ.F.,2~76,312,317 Etzel, M.J., 311 Evans, K R, 3.16 Exner,J. E., 305

Farley, F., 304 Fazio, R, 313 Fedyk,J. M., 309 Feick, L. F., 310 Feinberg, RA, 316 Feldberg, K, 308 Feldman, D. c., 320 Fenwick, I., 318 Ferber, R., 308 Ferree, M. M., 308 Ferrell, O. C. 322

Ferri, E., 308 Festinger, Leon, 205, 310, 314 Fierman,J.,322 Finkelman, D., 319 Finkleman, B., 303 Fiorillo, H. F., 24 Fishhein, Martin, 313 Fisher, C., 30 I, 308 Fiske, S. T., 316 Flay, B. R, 314 Florsheim, R, 310 Fogelman, K, 311 Fonl, Henry, 8, 12-3,54-5,260,279,

290-1,295 Fost, D., 321 Fox, A J., 311 Foxall, G. R, 255 Fram, E. H., 317 Freedrnan,J. L., 321 Freeman, L., 310, 320 French,J. R P., 310, 320 Freud, Sigmund, 63-76jJassirn, 105, 113 Furnham, A., 309 Furstenhert, F., 129

Gahriel, Y, 284, 320, 322 Gagnon,J. P., 318 Garharino, J./143 Gardner, M. P., 315, 318 Garfein, R. T., 311 Garfield B., 322 Garino, D., 304 Garland. 5 .. 318 Garreau,J..24 Gentry.J. w., 316 Gergen, K, 315 Gerth, H., 311 Ghosh, A., 318 Gilhert, D., 312 Goland, T., 319 Gold, L. N., 316 Goldherg, M. E., 36, 307, 309, 311, 315,

317 Goldstein, Kurt., 97 Gonzales, M., 315 Goodwin, C., 319 Gorn, G., 36, 305, 307, 309-11, 314-15,

317 Gorsuch, R L., 305 Gould, S. J., 309 Gresharn, L. G., 318 Greyser, S. A., 322 Grosshart, 5., 308 Gruhb, E. L., 305

Gruder, C. L., 314 Guhar, G., 308 Guiltinan,J. B., 317 Gulas, C. 5., 316 Guthrie, E. R, 305 Guttman, I., 314, 319

Haas, R M., 317 Hailes,J.,301 Haire, M., 311 Haley, R I., 316 Hall, C. 5 .• 304 Hall, E. T., 312 Hall, M. R, 312 Halstead, D .. 319 Handy, C. B., 322 Hanna, N., 319 Hanna, 5., 308 Hartley, E., 304, :~15 Hartwick,J.,313 Harvey:Jones, J., 303 Hathaway, S. R, 304 Hauser,J. R, 317 Hawes,J. M., 318

Name Index 325

Heft, R K, 322 Helgeson,J. G., 317 Henderson, C. M., 322 Hennigan, KM., 314 Herr, P. M., 303 Herrmann, R 0., 320, 322 Hickson, D. J., 320 Hilgard, E. R., 306 Hirschman, E. C., 109,302,311,313,

316, 318 Hjelle, L., 304 Hofstede, G., 320 Hoger, B., 322 Holbrook, M. B., 302 Hollowed, M., 319 Holman, RH., 24, 36, 308, 313, 316-17,

319 Horner, P. M., 316 Horney, Karen, 69 Hosking, D., 319 Houston, M. J., 305, 308 Hovland, C., 315 Howard, J. A, 242, 255 Hoyer, W. D., 317 Huang, N. 5., 308 Huczynski, A., 319 Hurne, 5 .. :~21 Hunt. H. K. 306. 318 Hupp, G .• 305 Huston, A c., 310

326 Name Index

Ihinger-Tallman, M., 129 Inhelder, B., 143 Iyer, E. S., 318

.lacklin, c. N., 310 Jaroby,J,317 Jahoda, G., 309 Janis, I. L., 320 Javalgi, R. G., 312 .lohnson, W, 270 .Iones, D. T., 322 Jowell, R, 173

Kahl,J A., 312 Kahn, R. L., :~20 Kahneman, D., :~)(i Kamins, M. A., :~U, 315, 321 Kanner, B., 305 Kanter, Rosabeth Moss, 26, 303 Kapferer,J N., 307 Kardes, F. R, 303 Kare, D. D., 322 Kassarjian, H. H., 305-6, 312-13, 315,

317,322 Katona, G., II Katz, D., 320 Keenan,J. M., 30(i Keilman, N., 129 Kellaway, L., 332 Kelley, C. A., :1I!J Kempner, T., 31!J Kendall, K. W, 318 Kenkel, W F., 308 Kennan,J. B., 310-11 KennedY,John F., 2S0 Key, WB., 60 Kiesler, C., 315 Kim, c., 308 Kim,j.,303 King, C. W, 303 King, R., 270 Kinnear, T. c., 310 Kleine, S. S., 314 Kline, P., 304 Knapp, D. A., 317 Knapp, D. E., 317 Kohler, Wolfgang, 86, 306 Koten,J.,304 Kotler, P., 318 Kotter, J, 320 Kourilsky, M., 30!) Kreshel, P. J., 305 Kriesberg, L., 173 Kruglllan, Herber!, 101,307

Kuhl,J.,207 Kuitsten, A., 129 Kulikowski,J. E. P., 316 Kurzbard, G., 316

Laczniak, G. R., 322 Laird, D. A., 304 LalllpIllan, R. J., 321 Landayer, T. K., 318 Lang, T., 318, 320, 322 Langrehr, F. W., 317 Lapham, L., 173 Larson,J., 302, 312 La Tour, S. A., 318 Lament, G., :~07 Lawler, E. J., 320 Lawrence, P., 320 Lazer, W., 304 Lea, S. E. G., 309 Lebergott, S., 321 Lee,J.,308 Lee, L. c., 308 Leighton, B. A., 306 Leiser, D., 309 Leishman, K., 315 Lessig, V. P., 311 Leventhal, H., 314 Levitt, T., 24-5, 27, 303 Lewin, Kurt, 219, 307, 315 Lewis, A., 309 Lindzey, G. 304, 314-15 Linton, R, 312 Lipset, S. M., 313 Livesley, WJ., 305 Lohmkuhl, D., 302 Loomis, L., 308 Lumpkin,J. R., 318 LUlIIsdaine, A., 315 Lunn, T., 303 Lusch, R F., 317 Lutz, RJ., 302, 313-14 Lynch, M., 312

McCarroll, T., 303 McCarthy, M.J., 302, 322 McClelland, David, 104,307,312 Macklin, M. c., 309 McGuire, WJ., 218, 314-15 Machleit, K. A., 314 McKee, D., 317 McKelvie, S . .J., 306 McKenna, R., 302 MacKenzie, S. B., 310, 313 McKinley,j. c., 304

Mackintosh, N. J, 93 Maccoby, E. c., 310, 315 MacLachlan, D. L., 312 McLafferty, S., 318 McLibel Two., 297-8 McNeal,J U., 317 Mahajan, v., 37 Maheswarran, D., :)06 Marder, E., 306 Marglin, S. A., 320 Marks, L.J, 313, 315, 320 Markus, H., 304-5 Marlowe, D., 315 Martdl. K, 31 R Marllvallla, G., 314 Maslach, C., 316 Maslow, Abraham, 97-9, 105, 180-1,306 Massialas, B., :)07 Martdl, K, 318 Mayer, R, 310, 322 Maynes, E. S., 320, 321 Meeker, M., 311 Mehrotra, S., 302 Meoli,J., 316 Meyer, D., 314 Midgley, D. F., 311 Milgram, Stanley, 153, 157,310-11 Miller, c., 304 Miller, G. A., 306 Miller, N., 314-15 Miller, T, 322 MillilTIan, RE., 304 Mills. C. W, 311 Mills,J, 314,319 Mills, M. K, 316 Milton, F., 306 Misra, S., 303 MitchelI, A. A., 207, 303, 314, 316 Moffat, S., 303 Monk, D., 312 Monroe, K B., 302, 310, 317 Moore, TE., 304 Morganowsky, M. N., 319 Moriarity, R T, 320 Morley, 1., 319 Morris, D., 321 Morrison, P. D., 311 Moschis, G., 143 Murphy, P. E., 322 Murray, Henry, 104,305,307 Mussen, P. H., 310 Myers-Levy,J., 306

Nader, Ralph, 276, 280-2, 321

Naisbitt,J.,313 Nam, C. B., 311 Nelson, J. E., 316-17 Nelson, M. C., 308 Nerenz, D., 314

Narrte IndRx 327

Neslin, S. A, 322 Newcomb, T, 304,315 NewlTlan,J. W, 317-18 Newson, E., 309 Newson,J.,309 Ng, S., 309 Nichols, R G., 320 Nisbet, E. R., 315 Nixon, Richard, IR4 Nord, W R, 306 Norris, E. E., 303

Ohlllae, K, 303 Oliver, R L., 318 Olshavsky, R W, 316 Olson, D. H., 129 Olson,J c., 109,305,314,316,318 Orwell, George, 181 OiShaughnessy, J, 37 Osterhaus,J. T, 318

Packard, v., 307 Pahl, RE., 322 Pantzar, M., 321 Papageorgis, D., 315 Parasuralllan, A, 60 Park, C. W, 308, 311, 318 Pascale, R., 303 Pasley, K, 129 Patzer, G., 225 Pavlov, 1., 78-82, 305 Paxton, A, 321 Peat, N. c., 318 Penz, P. G., 287 Percy, L., 255, 316 Peter,J P., 306 Peters, Tom, 28, 30-1, 289, 303, 321 Peterson, R A, 37 Petroshius, S. M., 317 Pettigrew, A, 320 Petty, RE., 315 Piaget, Jean, 131-7, 143,309 Piirto, R, 24, 109, 307 Pliner, P., 309 PllllTlmer, J. T, 302, 305 Pollay, R. W, 36, 307, 311-12, 317 Porter, L., 315 Porter, M. E., 37 Postman, L., 304

328 Name Index

Potts, G. R., 306 Powell, M., 313 Power, C., 311 Powers, M. G., 311 Pratkanis, A. R., 225, 316 Price, B. A., 313 Price, L. L., 310 Priele, W. M., 322 Pugh, D. S., 319 Putnam, M., 308 Putnam, S. A., 318

Qualls, W. J., 308

Rachman, S., 314 Rainwater, L., 173 Rao, S. R., 312 Raven, B. H., 310, 320 Ray, M., 306 Reason, R., 320 Reber, A., 306 Reilly, M. D., 313 Reingen, P. H., 310-11 Reynolels, F. R., 318 Richins, M. L., 307, 319 Ricks, D. A., 312 Ridgway, N. M., 316-17 Ries, A., 173, Rigaux, B. P., 308 Robertson, I. T., 311 Robertson, T. S., 11,37,76,93, 109, 159,

207,303,305,312,315,317,322 Robinson, R. v., 311 Roedder, D. L., 309 Rogers, Carl, 305 Rogers, E. M., 37, 159, 303 Rokeach, M., 191 Romm, T., 320 Rook, D. w., 318 Roos, D., 322 Rorschach, Hermann, 68, 305 Rose, R., 322 Roselius, T., 304 Rosenberg, L.J., 318 Rosenfeld, R. H., 320 Rosenzweig, M., 315 Ross, 1., 319 Ross, L., 315 Rossiter, J. R., 316 Rotzoll, K. B., 312 Rust, J., 305 Ryan, B., 313 Rykiewich, M. A., 191

Sawyer, A. G., 317-18 Schachter, S., 310 Schein, EH., 319-20 Schiffman, C. G., 302 Schiffman, H. R., 60 Schindler, P. S., 305 Schlossberg, H., 308, 321 Schon, D. A., 303 Schonbach, P., 314, 319 Schrocer, R., 306 Schwartz,J., 321, 322 Sciglimpaglia, D., 316 Scott, C. A., 318, 320 Sears, D., 315 Sentis, K., 109, 305 Serafin, R., 302 Shaffer, D., 315 Sheffet, M. J., 305 Sheffield, F., 315 Sheppard, B., 313 Sheth,J. N., 302, 314, 317 Shimp, T., 316 Shoemaker, F., 37 Shouby, E., 312 Silk, A., 225 Sinc1air, P., 305 Sinc1air, Upton, 278, 280 Singh,J.,319 Sirgy, M. J., 305 Skinner, B. F., 82-4, 305 Skinner, D., 315 Slama, M., 305 Smith, Adam, 8-9, 302 Smith, D. C., 318 Smith, M., 321 Smith, N. C., 322 Smith, R. C., 304 Smith, W. R., 302 Sokoloff, N., 308 Soleng, T., 318 Soley, L., 316 Solomon, M. R., 24, 36, 308, 313, 316-17,

319 Sonfield, M. C., 311 Sorce, P., 307 Spanier, G. B., 129, Spencer, L., 321 Spiro, R., 320 Spradley, J. P., 191, Srull, T. K., 306, 308, 311 Statt, DA., 114,303-4,306-7,309,

312-13,319 Stayman, D. M., 315

Stern, Bo Bo, 309, 311 Stern thaI, Bo, 225, 242 Stoltman,J. R, 316 Stone, R No, 304 Stott, Fo Mo, 143 Strathman, AJ., 315 Suls,J.,305 Summers,J. 0o, 303 Sundstrom, Eo, 310 Swap, W. Co, 159

Talarzyk, W W, 76, 312 Taschian, A, 305 Tatsuoka, Mo Mo, 305 Tauber, Eo Mo, 306, 317 Taylor, Frederick Wo, 185 Taylor, So Eo, 316 Tesser, A, 315 Tetreault, Mo So, 319 Thatcher, Margaret, 113,307 Thomas, Eo Go, 312 Thomas, Po, 309 Thompson, Eo Po, 277, 320 Trost, J. Fo, 303 Trout,]., 173 Turner,.J.,315 Turner,]. So, 321 Tversky, A, 316 Tyler, Po R, 308

Uhl, K. Po, 304 Unnava, Ho R, 306, 315 Updegrave, Wo L., 313 Urbany,j. Eo, 316 Ursic, Mo L., 317

Valone, K., 314 Valsiner,]., 309 Vanneman, R, 311· Veblen, To, 311 Velasquez, Mo Go, 287 Venkatesan, Mo, 310 Vicary, J., 56 Vidal,].,322 Vogel, 0o, 303 Von Pechmann, Fo, 311 Voss, Po, 310 Vossen, Ao, 129

Wackman, 0o Bo, 143 Wagle,J. So, 319 Wagner,.J., 308 Walby, So, 310

Name Index 329

Waldrop,J.,318 Walgren, Go Co, 319 Walker, B0J., 313 Wallendorf, Mo, 313, 319 Walsh, A, 308 Walster, Eo, 314 Ward, A, 312 Ward, So, 76, 143,309 Warner, Wo L., 311 Warshaw, Po, 313 Wartella, Eo, 143 Watson,.J. Bo, 78-80, 105,305 Weber, Max, 257-1, 311, 319 Webley, Po, 309 Webley, RA, 309 Webster, Fo Eo, 270, 311, 320 Weinberger, Mo Go, 316 Weir, w., 304 Weiss, M0.J., 302 Wells, W 0o, 76, 302, 308 Wernerfelt, Bo, 317 Westbrook, R A, 318 Westgate, L., 316 White, Ro Eo, 322 Whitmore,J. K., 191 Wilkie, W L., 302, 316, 317-18 Williams, c., 313 Williarns, K., 320 Williarns, T., 305 Wilson, 0o Co, 320 Wind, Y., 270, 320 Winter, F. W, 304 Witherspoon, So, 173 WOlllack,.J. Po, 322 Wong, Mo, 309 Woodside, A Go, 255, 270, 302, 314, 317 Wright, Po, 307 Wyckham, R Go, 304

Yi, Y., 313 Yovovich, Bo Go, 316

Zaichkowsky,J. L., 307, 310 Zajonc, Ro Bo, 304, 313 Zaltrnan, Go, 270 Zander, A, 310, 320 Zanna, Mo Po, 314 Zeitharnl, V. A, 60 Zellner, Mo, 315 Zick, C. 0o, 322 Ziegler, 0o, 304 Zillman, 0o, 225 Zimbardo, Po, 316

I Subject Index

ACORN, 18-19 advertising, 142-3,211-12,221,223-5,

281-2 attitudes, 94, 193-207

amI behaviour, 204-7 behavioural intentions 1Il0del, 200-2

changing, 202-4 cOlllponents of, 194-5 definition of, 193-4 formation of, 196-7 sou rces of, 197 theories of, 197-202

behaviourism, 78 brand image, 58 brand loyalty, 22, 59 brand personality, 75 business ethics, 291-2 buying decision, 5, 121-5,246-8,266-8

consequences, 250-5 cognitive dissonance, 202-3, 205-7 comlllunication, 211-25, 264-5 compensatory consumption, 170, 190 conditioning, see Iearning conformity, see groups conspicuous consumption, 162, 168 consumer awareness, 273-87 consumer behaviour

definition of, 6 and direct action, 295-8

consumer images, 273-6 consumerism, 6-7, 272-301 consumer reference groups, 156-9 consumer satisfaction/ dissatisfaction,

250-5 consumer socialization, see socialization co-operative movement, 276-8 coshopping, 120-1, 130, 139 culture, 174-91

American cultural values, 180-6 bodylanguage, 178-9 changing culture, 190-1 decision-making, 227, 230-55 differences in, 177-9

330

language and, 136, 177-8 similarities of, 176-7 US amI Canadian values, 186-7 values of, 179-80

diffusion of new products amI innovations, SI'I' innovations

ethical investment, 299 exchange economy, 7, 299-301

family, 113-29 buying decisions of, 121-5 changesin, 115-16 definition of, 115 household and, 116-17 life cycle of, 125-8 resolving conflicts in, 123 role changes in, 124-5 socialization and, 117-21

Gl'stnlt psychology, 54-6, 86 green consulllerism, 298-9 groups, 145-59

conformity, 150-5 definition of, 145 effects of reference groups, 156-and groupthink, 269 influence of, 148-9 types of, 145-8

heuristics, 228-30 households, 116-17

non-family households, 128-9

impulse buying, 247 information processing

and decision-making, 234-7 memory and, 87-93 sensory information, 41-56

innovations, 9-10, 12,25-37,61 adoption, 34-6 diffusion, 32-4 successful, 28-9

interpretivists, 4-5, 109 involvement, 101-3

kaizen, 28-9

learning, 77-94 behaviourist approach to, 78-85 dassical conditioning, 78-82, 196 cognitive approach to, 85-7, 197 definition of, 77-8 insightfullearning,85-7 operant conditioning, 82-5, 197

life chances, 163-4 lifestyle, 163-4 lifestyle segmentation, Sl'f' market

segmentation, psychological

marketing, 8-10, 12-14 ami seIl' concept, 72-3 manipulation 01' language 136-7 multi-sensual, 44 store-specific, 15

marketing concept, 9, 12 marketplace, 8-9, 292-5 market research, 23 market segmentation, 12-24

benefit, 22-3 demographic, 15-18 geodemographic, 18-19 geographic, 14-15 psychological, 19-21, 61,94, 109 usage, 21-2

memory, 87-90 microlllarketing, 14 motivation, 23, 94-109

definition of 94-7 hierarchy 01' needs 97-8

motivational mix, 99-105 motivational research, 105-7

need for achievement, 103-4 need for affiliation, 103-5 need creation, 107 need for power, 103, 105 new product development, 25-6 new products, see innovations nOflns, 141

opinion leaders, 31-2, 149-50 organizational buying behaviour, 256-70 own brands, 294-5

perception, 41-61 focllsing and attention, 47 of risk, 58-9 organizing perceptllal Clles, 51-4 perceptual constancy, 54-5

Sl1bject Index 331

selective perception and distortion, 48-51

subliminal perception, 56-7, 60 personality, 61-74, 94

definition of, 61-2 formal theories 01', 62-7[) Freudian applications, 66-7 Freudian theory, 63-6 neo-Freudian tl'leory, 69-70 self theory, 70-3 tests of, 67-9, 104 trait theory of, 73-5

persuasion, 211-2[) positioning, 13 positivism, 3-5 PRAZM, 18-19 product champions, 30-1 product image,57-8 prodllction orientation, 9 product life cyde, 29-30 psychoanalysis, 63-70 psychographics, sl'e market segmentation,

psychological purchase situation, 243-6, 248-50

redllctionism, 4 risk perception, [)8-9, 237

self-actualization, 97-9 se1f concept, 71-3 se1t:image, 57-H semiotics, 108-9

see also motivation al research; and Dichter

sensation, 41-6 absolute threshold, 44-5 difference threshold, 45 sensory adaptation, 45-6

self-esteem, 31,98-9 sensory environment shopping trends, 293-5 social class, 160-173

categories of, 167-71 changesin, 171-2 class consciousness, 164 comparison of US ami UK, 171 marketing and, 172-3 measurement of, 164-6

socialization, 117-21, 130 economic, 136-8 of adult conSlllller, 121 of child conSlimer, 120-1, 136-141

50cial stat us, 161-3 social stratification, 160-1

332 Subjert Index

status symbols, 162-3 subculture, 187-90 subliminal perception, 56--7, 60

total product concept, 26--7 trading nexus, 7 type T, 59, 61

VALS, 21, 24

word-of~JJ1ollth, :)1,149-50