Consumer Behavior and Managerial Decision Making

This scientific, sophisticated, yet readable book approaches the subject of consumer behavior by using a rigorous scientific orientation, and presenting material in three overlapping sections: basic concepts, persuasion, and managerial decision making. It discusses the principles and scientific investigation of consumer behavior and demonstrates how companies and organizations use them strategically every day.

Chapter topics include consumer attention and comprehension; consumer memory, judgment, and choice; the message-learning approach to persuasion; affective and motivational approaches to persuasion; self-persuasion and social influence principles; online consumer behavior; new product development; product management; and strategies for improving managerial decision making.

For individuals concerned with the attitudes and activities of today's buyer in the marketplace.

Booknews

An undergraduate text on understanding why consumers act as they do and on applying marketing tools and principles to influence that behavior. New information in the second edition includes a chapter on how the Internet has changed the way people shop and coverage of current trends in the marketplace, how to persuade consumers who are trying to avoid being persuaded, and group decision making. Kardes teaches marketing at the U. of Cincinnati and formerly taught at the Sloan School of Management, MIT. Annotation c. Book News, Inc., Portland, OR (booknews.com)

Frank R. Kardes is a Professor of Marketing at the University of Cincinnati and a former faculty member of the Sloan School of Management at MIT. His research focuses on a wide range of topics in consumer psychology and product management&151;including consumer judgment and inference processes, persuasion and advertising, the pioneering brand advantage, and judgment based on limited evidence. His research has appeared in many leading scientific journals, and he is frequently invited to present his research at leading universities throughout the world (including Wharton, INSEAD, Hong Kong University of Science and Technology, and the London Business School). He serves on the editorial boards of the Journal of Consumer Research, Journal of Consumer Psychology, International Journal of Research in Marketing, International Quarterly Journal of Marketing, and Marketing Letters. Dr. Kardes is a former Co-Editor of the Journal of Consumer Psychology, and Advances in Consumer Research, and is currently an Associate Editor of the Journal of Consumer Research. Dr. Kardes is a former President of the Society for Consumer Psychology and is a Fellow of the American Psychological Association, the American Psychological Society, the Society for Consumer Psychology, and the Society for Personality and Social Psychology.