Routledge International Handbook of Consumer Psychology (Routledge International Handbooks)

This unique handbook maps the growing field of consumer psychology in its increasingly global context. With contributions from over 70 scholars across four continents, the book reflects the cross-cultural and multidisciplinary character of the field. Chapters relate the key consumer concepts to the progressive globalization of markets in which consumers act and consumption takes place. The book is divided into seven sections, offering a truly comprehensive reference work that covers: * The historical foundations of the discipline and the rise of globalization * The role of cognition and multisensory perception in consumers’ judgements * The social self, identity and well-being, including their relation to advertising * Social and cultural influences on consumption, including politics and religion * Decision making, attitudes and behaviorally based research * Sustainable consumption and the role of branding * The particularities of online settings in framing and affecting behavior The __Routledge International Handbook of Consumer Psychology__ will be essential reading for anyone interested in how the perceptions, feelings and values of consumers interact with the decisions they make in relation to products and services in a global context. It will also be key reading for students and researchers across psychology and marketing, as well as professionals interested in a deeper understanding of the field. Cover Half Title Series Page Title Page Copyright Page Table of Contents List of Figures List of Tables Preface Contributors Abbreviations Part I Introduction and cross-cultural research Chapter 1 The history of consumer psychology Rapid development of consumerism The early researchers References Chapter 2 Cross-cultural consumption The early years of cross-cultural consumption research The decades of increased globalization and the growthof the multinational Into the new millennium Implications for future cross-cultural consumption research Conclusions References Chapter 3 Globalization, branding and multicultural consumer behaviour Globalization forces Understanding multicultural consumers Cultural dimensions driving consumer behaviour Cultural meanings in global brands Consumer behaviour in a global village Conclusions and future directions References Part II Consumer cognitionand perception Chapter 4 Visual attention inconsumer settings Visual attention and eye movements Visual search Scene perception Spatial navigation Quantitative models of visual attention and decision making Directions for future research Note References Chapter 5 Perception and consumption Touch, multisensory integrationand congruency The importance of touch in consumption Integrative sensory research: Creating a holistic perspective of consumer perception Why do we need to be aware of congruency? Future research perspectives References Chapter 6 The role of procedural knowledge in consumer judgement and decision making General considerations Comprehension and inference processes Effects of other subjective reactions Pragmatic comprehension processes Effects of behavioural mindsets on comprehension and inference Comparative judgement procedures The effects of behavioural mindsets in decision making Concluding remarks Acknowledgements References Chapter 7 Unconscious cognition effectsin consumer research Unconscious information processing Unconscious attitude formation and change Unconscious attitude formation and change Unconscious goal setting and goal pursuit Unconscious behavioural responses Future research directions in unconscious consumer cognition Conclusions References Chapter 8 Capturing the consumer’s unconscious: Applying the implicit association test in consumer research Unconscious consumer processes: Proofs from psychological research An outline of the IAT Mapping the conscious and unconscious mind Does the IAT capture implicit content relevant to consumer cognitionand behaviour? The IAT: From consumer psychology principles to marketresearch practice References Part IIISocial perception, self, identityand well-being Part III Social perception, self, identity and well-being Chapter 9 The self in consumption The self Consumption and the self Digital consumption and the self How our consumption impacts others Conclusions and areas for future research References Chapter 10 Revisiting self-congruity theory in consumer behaviour: Making sense of the research so far Towards an integrated model of self-congruity Dimensions of self-congruity and self-concept motives Relative predictiveness of self-congruity effects The effect of self-congruity on functional congruity Moderators of self-congruity effect Conclusion References Chapter 11 Social comparison processesin advertisement: On the relative sales-value of beauty Thesis: Beauty shines Antithesis: Beauty threatens Synthesis: Beauty in context Summary and conclusion References Chapter 12 Applying universal dimensions of social perception to consumer context: An extension of the SCM/BIAF modelswith the relevance principle The universal dimensions of social perception Warmth and competence in the consumer setting – the BIAF model Developing the BIAF/SCM model for use in the consumer context The relevance principle Directions for future research Conclusions References Chapter 13 Does size matter?: Media influences and body image The body perfect: Who is beautiful? Media and body image: Empirical evidence Theories of media influences on body image Risk factors and protective influences for media exposure Beyond the thin ideal: Materialism and body dissatisfaction Recent media interventions: Media literacy, airbrushing warnings andmodel diversity Moving forward: Emerging areas of research References Chapter 14 The psychology of healthy eating Psychological underpinnings of healthy eating The obesogenic environment and eating behaviour Conclusion Suggestions for future research References Part IV Social and cultural influences Chapter 15 Political marketing: Theory and practice The advanced model of political marketing A politician is not a product Neural differences in brand and person judgements Complexity of candidate’s campaign platform Candidate’s campaign platform Basic dimensions of candidate’s image Final remarks References Chapter 16 Religion and consumer behaviour Overview Past research Theory, religion and consumer behaviour Future research Implications Conclusion References Chapter 17 The psychological consequencesof money for economic and social relationships Types of social and economic relationships The effects of monetary payments on modes of relating Money primes and the shift from communal to market mode Summary Acknowledgements References Chapter 18 Young children as consumers Their vulnerability to persuasion and its effect on their choices Children as a market Automatic use of persuasion knowledge Children’s vulnerability: “Susceptibility” and “receptivity” References Part V Decision making, attitudes and behavioural research Chapter 19 Framing effects in consumer judgement and decision making What are framing effects? Typologies and examples of framing effects Accounts of framing effects Moderators of framing effects Equivalence and the rationality debate References Chapter 20 Enhancing consumer behaviour with implementation intentions What are implementation intentions and how do they work? Information acquisition, decision processes and behavioural influences The cross-cultural generalizability of implementation intentions Future directions Acknowledgements References Chapter 21 The elaboration likelihood model: Understanding consumer attitude change Communication factors in persuasion The elaboration likelihood model Multiple roles for persuasion variables Matching Matching and self-persuasion Concluding remarks References Chapter 22 Transactions as tradeoffs between costs and benefits Do consumers mentally link costs and benefits? What are the consequences of varying cost–benefit associations? What perspectives on costs and benefits are there? Can costs and benefits be reliably distinguished? Conclusion and implications References Chapter 23 Naïve theories about marketing and consumption in consumer inference The formation of naïve theories How naïve theories can lead to bias Naïve theories and consumer inference Accessibility experiences When naïve theories are useful Summary References Chapter 24 What makes tomorrow’s gain worth today’s pain?: Cognitive, motivational and affective influences in consumers’ self-control dilemmas What is self-control? Cognitive influences on self-control Motivational influences on self-control Affective influences on self-control Conclusions References Chapter 25 Sex drive and consumer decision making Mating motives in evolutionary psychology Ovulation as an adaptive mating motive Sex as reward Sexual appeal and persuasion Discussion and conclusions Acknowledgements References Chapter 26 Ageing and consumer behaviour: Challenges and opportunities Cognitive ageing and consumer behaviour Decision processing across the consumer lifespan Cohort effects and life events Environmental factors and consumer behaviour Affective information and older consumers Buffering older consumers’ challenges Conclusions References Part VI Products, branding preferences and sustainability Chapter 27 Sustainability and consumer psychology Overview of sustainability research Importance of environmentally sustainable consumptionto consumer psychology Using consumer psychology theories to understandsustainable consumption Past research on sustainability and consumer psychology Future research References Chapter 28 Moving towards sustainable consumption: A psychological perspective on improvement of public transport Rise and fall of the automobile Current and future public transport Influencing choice of travel mode Conclusions Acknowledgements References Chapter 29 The psychology of branding Brands as schemata and categories Brands and self-concept Relationships between brands and consumers Brand experiences Cultural differences in brand perception Implications for marketing: Management of brand architectures Conclusions and future research References Chapter 30 Aesthetics: Antecedents, underlying processes and behavioural consequences Literature review Towards a unifying framework of aesthetics References Chapter 31 Anthropomorphism Origins of anthropomorphism Why anthropomorphize? Anthropomorphism and consumer research References Part VII Internet and electronic media Chapter 32 Novel phenomena, evolving frameworks: Exploring social influence in the online world From social impact theory to mere virtual presence The drive to share Hiding and revealing identity online Social shopping The intersection and relative potential of the online and offline worlds toshape behaviour References Chapter 33 Representations of race, gender and sexual orientationin gaming content Portrayals of gender and race in video games LGBT gamers and game content Demographics Avatar use in gaming Conclusion and directions for future research References Chapter 34 Personality-customized advertising in the digital environment Scope of this chapter A psychological perspective on customized advertising Using digital footprints to predict consumers’ psychology Transforming digital footprints into audience insights: Group-level andindividual-level approaches Case studies Comparison to other customization approaches Ethical considerations Summary References Author index Subject index "This unique handbook maps the growing field of consumer psychology in its increasingly global context. With contributions from over 70 scholars across four continents, the book reflects the cross-cultural and multidisciplinary character of the field. Chapters relate the key consumer concepts to the progressive globalization of markets in which consumers act and consumption takes place. The book is divided into seven sections, offering a truly comprehensive reference work that covers: The historical foundations of the discipline and the rise of globalization; The role of cognition and multisensory perception in consumers' judgements; The social self, identity and well-being, including their relation to advertising; Social and cultural influences on consumption, including politics and religion; Decision making, attitudes and behaviorally based research; Sustainable consumption and the role of branding; The particularities of online settings in framing and affecting behavior. The Routledge International Handbook of Consumer Psychology will be essential reading for anyone interested in how the perceptions, feelings and values of consumers interact with the decisions they make in relation to products and services in a global context. It will also be key reading for students and researchers across psychology and marketing, as well as professionals interested in a deeper understanding of the field."--Provided by publisher