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Author: Daniela Herzog Publisher: BoD – Books on Demand ISBN: 3752888881 Category : Business & Economics Languages : en Pages : 150
Book Description
Consumers' self-concept plays a key role in consumer behavior. Against this background, this doctoral thesis is dedicated to the examination of important aspects related to consumers' self. In three papers, Daniela Herzog studies consumers' self in the context of marketing from three different perspectives. In Paper 1, she provides a better understanding of the two types of consumers' self-concepts (actual and ideal self) and how they are construed. In Paper 2, she examines how an activated ideal self (i.e., ideal self-congruence) and its different facets (e.g., related to status or friendship) influence the perceptions of brands and consumers' emotions simultaneously. Finally, in Paper 3, she studies how advertising that promotes the beauty of normality and challenges unrealistic beauty ideals impacts females' self-discrepancy (difference between the actual and ideal self), emotions, and brand perceptions. Conclusively, this dissertation highlights consumers' self as a central, multifaceted, and complex phenomenon. The three papers improve our understanding of consumers' actual and ideal self and provide insights into how to target them. The dissertation also shows that both aspirational branding (communicating with ideals) and therapeutic advertising (promoting the beauty of normality and challenging unrealistic and unattainable beauty ideals) can have positive and negative effects on a consumer simultaneously (a dual effect). These findings imply that managers and researchers need to be aware of such potential dual effects. In sum, this dissertation generates implications for research in the context of consumers' self in marketing and consumer behavior. Furthermore, this dissertation generates important implications for managers on how brands can most effectively target and activate consumers' selves, on how to positon brands which are congruent with consumers' ideals, and on how to implement advertising strategies challenging unrealistic beauty ideals.
Author: Daniela Herzog Publisher: BoD – Books on Demand ISBN: 3752888881 Category : Business & Economics Languages : en Pages : 150
Book Description
Consumers' self-concept plays a key role in consumer behavior. Against this background, this doctoral thesis is dedicated to the examination of important aspects related to consumers' self. In three papers, Daniela Herzog studies consumers' self in the context of marketing from three different perspectives. In Paper 1, she provides a better understanding of the two types of consumers' self-concepts (actual and ideal self) and how they are construed. In Paper 2, she examines how an activated ideal self (i.e., ideal self-congruence) and its different facets (e.g., related to status or friendship) influence the perceptions of brands and consumers' emotions simultaneously. Finally, in Paper 3, she studies how advertising that promotes the beauty of normality and challenges unrealistic beauty ideals impacts females' self-discrepancy (difference between the actual and ideal self), emotions, and brand perceptions. Conclusively, this dissertation highlights consumers' self as a central, multifaceted, and complex phenomenon. The three papers improve our understanding of consumers' actual and ideal self and provide insights into how to target them. The dissertation also shows that both aspirational branding (communicating with ideals) and therapeutic advertising (promoting the beauty of normality and challenging unrealistic and unattainable beauty ideals) can have positive and negative effects on a consumer simultaneously (a dual effect). These findings imply that managers and researchers need to be aware of such potential dual effects. In sum, this dissertation generates implications for research in the context of consumers' self in marketing and consumer behavior. Furthermore, this dissertation generates important implications for managers on how brands can most effectively target and activate consumers' selves, on how to positon brands which are congruent with consumers' ideals, and on how to implement advertising strategies challenging unrealistic beauty ideals.
Author: Trevor A. Smith Publisher: Rowman & Littlefield ISBN: 1793645744 Category : Psychology Languages : en Pages : 167
Book Description
Compulsive buying is a shopping addiction with worldwide prevalence that causes significant emotional, financial, and social problems for those afflicted by it. While most research has focused on the problem and its consequences, this book examines the intersections between consumer traits, self-regulation, ethical considerations, and compulsive buying. Compulsive Buying: Consumer Traits, Self-Regulation and Marketing Ethics presents a model on consumer trait predictors of compulsive buying as well as guidelines for consumers, government policymakers, and companies.
Author: Cornelius D Jones Publisher: ISBN: Category : Languages : en Pages : 184
Book Description
No matter who you are or what field you work in, you need to be able to market yourself. Nothing reveals more about who you are than what you say about yourself. If you really want people to stand up and take notice, then this is the book for you. Using real-life anecdotes from my own life experiences, I present tools to help you develop the basic skills and winning character traits that people will not only notice; they will remember. My book will show you how to: -Boost your self-worth and demonstrate it to others-Develop the steps to your destiny-Listen to get ahead in life.-Understand the psychology of how self-confidence works-Discover the power of talking with a purpose-Influence and persuade others.The ability to sell requires the desire and comprehension to market. It is unreasonable to believe that products become household names without a pitchman. The pitchman's primary responsibility is to sell the idea of the product to companies seeking to boost revenue sales with the latest and greatest products on the market. Once the company agrees to carry the item, they then invest in all-out blitz advertisement campaigns to get that product from the store shelves to the homes of potential consumers.You are your own product. What you have to offer potential mates, employers, and the world is invaluable. It is up to you to advertise yourself correctly the first time around. After all, you may only have one chance to get it right. Knowing how to pitch yourself or idea is a hidden art. Although I can tell you the things that have worked for me, there is no guarantees that the way that I pitch myself will work for you. Without solid marketing and presentation of your attributes you will never be afforded the opportunity to showcase your skills to the employer or brand to consumers.
Author: Hazel Huang Publisher: SAGE ISBN: 1529787483 Category : Business & Economics Languages : en Pages : 466
Book Description
Consumer Psychology: Theories and Applications is the first textbook that systematically discusses a wide range of the psychological theories and their applications in consumer behaviour in an accessible style. The selected psychological theories include both classic theories and contemporary developments, and the applications in consumer behaviour draw from state-of-the-art research underpinned by theories and practical implications. Why are influencers with a smaller number of followers sometimes more effective than the mega influencers? Why are the sounds of brands, such as Coca-Cola and Kit Kat, attractive to consumers? How does music, scent, or lighting influence shoppers? Why can using consumption to boost self-esteem be negative to consumer well-being? Readers will explore these questions and more. This textbook is essential reading for advanced marketing students and also applied psychology students looking at the business world. It includes a chapter on research methods in consumer psychology and can also provide a vital guide for those completing a dissertation project in consumer psychology. Hazel Huang is a Chartered Marketer of the Chartered Institute of Marketing and an Assistant Professor in Marketing at Durham University Business School, UK.
Author: Laura Lake Publisher: John Wiley & Sons ISBN: 0470526394 Category : Business & Economics Languages : en Pages : 386
Book Description
Learn to: Understand how consumers make purchase decisions Develop more effective marketing campaigns Speak directly to your customers' needs Gain customer loyalty in a competitive marketplace Get into the minds of consumers and increase your revenue! Want to better understand why consumers think and act the way they do? This practical guide gives you the tools to identify the influences that affect their purchasing behavior. It also shows you how to apply that knowledge as you develop a marketing strategy that speaks directly to their needs. You'll see how to capture their attention, motivate them to purchase your products and services, earn their loyalty, and much more. Why do they buy? understand the decision-making process consumers go through when considering a purchase Apply behavior to marketing learn the 4Ps of marketing and how consumer behavior plays a role in each Gain a deeper understanding of the individual consumer gauge a consumer's motivation, emotions, perception, and attitude and use them to predict and change buying intentions Explore external influences on customers from cultures to family life cycles to household structures and social groups, see how purchasing patterns are affected Craft your marketing strategy use consumer knowledge to delve into market research, identify key segments, and launch into untapped markets Implement your plan create powerful positioning strategies and reach customers where they're at with a message that motivates them Open the book and find: Actionable, real-world insight and advice Tips to help you lead consumers from attention to action Research techniques and marketing tips How self-concepts and lifestyle change consumer behavior Methods for cultivating repeat business and loyalty Ways to protect against consumer misbehavior Advice on encouraging new product adoption Ten ways to enhance customer satisfaction
Author: Matthew Willcox Publisher: Pearson Education ISBN: 0134053494 Category : Business & Economics Languages : en Pages : 247
Book Description
Winner of the 2016 Berry - AMA Book Prize for Best Book in Marketing from the American Marketing Association! Named Marketing Book of the Year for 2016 by Marketing & Sales Books! Reshape Consumer Behavior by Making Your Brand the Instinctive, Intuitive, Easy Choice • Discover powerful new ways to simplify and guide consumer decisions • Gain actionable insights into social influence, how people plan, and how they interpret the past • Leverage surprising advances in neuroscience, evolutionary biology, and the behavioral and social sciences Whatever your marketing or behavioral objective, you’ll be far more successful if you know how humans choose. Human intuitions and cognitive mechanisms have evolved over millions of years, but only now are marketers beginning to understand their impact on people’s decisions. The Business of Choice helps you apply new scientific insights to make your brand or target behavior the easiest, most instinctive choice. Matthew Willcox integrates the latest research advances with his own extensive enterprise marketing experience at FCB’s Institute of Decision Making. Willcox explains why we humans often seem so irrational, how marketers can leverage the same evolutionary factors that helped humans prosper as a species, how to make decisions simpler for your consumers, and how to make them feel good about their choices, so they keep coming back for more!
Author: Eda Gurel-Atay Publisher: Routledge ISBN: 1315283727 Category : Psychology Languages : en Pages : 287
Book Description
Social values are central to people’s lives, guiding behaviors, and judgments, and defining who we are. This book advances understanding of consumer social values and their roles in the global marketplace by refining and directing existing knowledge of consumer behaviors. With a diverse set of contributors from different parts of the world, this engaging collection provides a unique examination of social values through cross-cultural research. It incorporates input from researchers with varying academic backgrounds from marketing to psychology and philosophy, and also focuses on a range of methodological approaches including surveys, ethnography, interviews, semantic analysis, and neuroscience. The book introduces innovative concepts and provides comprehensive coverage of several specialized areas, to offer an important contribution to values research and discussion. Key topics include values and choice; means-end chains; relations among goals; motives; religion and personality; value measurement and values related to specific services and industries. Consumer Social Values is an essential resource for scholars, students, and practitioners of consumer psychology and marketing communications.
Author: Curtis P. Haugtvedt Publisher: Routledge ISBN: 113667621X Category : Psychology Languages : en Pages : 1257
Book Description
This Handbook contains a unique collection of chapters written by the world's leading researchers in the dynamic field of consumer psychology. Although these researchers are housed in different academic departments (ie. marketing, psychology, advertising, communications) all have the common goal of attaining a better scientific understanding of cognitive, affective, and behavioral responses to products and services, the marketing of these products and services, and societal and ethical concerns associated with marketing processes. Consumer psychology is a discipline at the interface of marketing, advertising and psychology. The research in this area focuses on fundamental psychological processes as well as on issues associated with the use of theoretical principles in applied contexts. The Handbook presents state-of-the-art research as well as providing a place for authors to put forward suggestions for future research and practice. The Handbook is most appropriate for graduate level courses in marketing, psychology, communications, consumer behavior and advertising.
Author: Daniela Herzog
Author: Daniela Herzog
Author: Frank H. Alpert
Author: Trevor A. Smith
Author: Cornelius D Jones
Author: Hazel Huang
Author: Laura Lake
Author: Matthew Willcox
Author: G. R. Foxall
Author: Eda Gurel-Atay
Author: Curtis P. Haugtvedt