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Psychology of the Consumer and Its Development

An Introduction

  • Book
  • © 1999

Overview

Authors:
  1. Robert C. Webb

    1. Suffolk University, Boston, USA

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Part of the book series: The Springer Series in Adult Development and Aging (SSAD)

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Table of contents (12 chapters)

  1. Front Matter

    Pages i-xiii
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  2. Introduction

    • Robert C. Webb
    Pages 1-9

  3. Attention and Awareness

    • Robert C. Webb
    Pages 11-42

  4. Inferences of Organization and Meaning

    • Robert C. Webb
    Pages 43-78

  5. Cognition, Reasoning, and Choosing

    • Robert C. Webb
    Pages 79-108

  6. Aspects of the Unconscious

    • Robert C. Webb
    Pages 109-144

  7. Affect, Emotion, and Involvement

    • Robert C. Webb
    Pages 145-169

  8. Attitudes and Persuasion

    • Robert C. Webb
    Pages 171-205

  9. Psychological Needs

    • Robert C. Webb
    Pages 207-236

  10. Classical Conditioning in Marketing

    • Robert C. Webb
    Pages 237-256

  11. Operant Conditioning in Marketing

    • Robert C. Webb
    Pages 257-284

  12. Culture and Family Influences

    • Robert C. Webb
    Pages 285-308

  13. Developmental Factors

    • Robert C. Webb
    Pages 309-327

  14. Back Matter

    Pages 329-362
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Keywords

About this book

An unusually understandable survey of the forces or perception and feeling that determine the purchases we make; the roles played by fashion, fads, and status; and the psychological needs that they fulfill. The book discusses how children become consumers and how they change as they age. Research based throughout, it shows how ads use classical conditioning, harnessing psychological motivation to create image and sell products.

Authors and Affiliations

  • Suffolk University, Boston, USA

    Robert C. Webb

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