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Full Description
This incisive book examines the motivations behind consumer psychology and investigates future directions in the field. Leading experts adopt an interdisciplinary approach, evaluating the foundations, structural issues and factors influencing the evolution of consumer psychology.
Contributors assess structural advancements, including a shift in the debate around the replication crisis, as well as new theories on fundamental constructs such as extreme attitudes and judgment under uncertainty. Chapters explore the impact of technological developments, health disparity, consumer beliefs, trust and complaints, analysing consumer agency, behaviour and attitudes in these contexts. This book provides a platform for progressing research and practice, highlighting methods and examples that promote further studies in this field.
Advancing Consumer Psychology is a valuable resource for scholars and students of business and management, psychology, marketing and economics. Practitioners in branding, business and marketing will also benefit from the insights into the changing nature of consumer psychology and projections for its future.
Contents
Contents
1 An introduction to Advancing Consumer Psychology:
Selected topics and approaches 1
Paul M. Herr, Alexander Fedorikhin, Dawn Iacobucci, and
Frank R. Kardes
2 On the meaning and use of structural concepts in consumer
research 7
Richard P. Bagozzi
3 Replication in behavioral research: Mission impossible 31
David Brinberg and Dawn Iacobucci
4 Consumer extremism: An attitude strength perspective 58
Brett S. Burton, Richard E. Petty, and Pablo Briñol
5 Consumers' persuasion: Persuaders' triggers, targeting, and
tactics 81
Derek D. Rucker, Jesse D'Agostino, and Mark Dyer
6 Epistemic inference theory: Subjective uncertainty and the
conditions for inference formation 102
Donald R. Gaffney, Frank R. Kardes, and Steven S. Posavac
7 The transition to generative AI in consumer research: Moving
beyond algorithm aversion and the road ahead 129
Umair Usman, Adam Duhachek, Aaron Garvey, and Tae Woo Kim
8 Closing the intention-action gap: A behavioral science
approach to enhancing sustainable food choices 156
Gizem Ceylan and Ravi Dhar
9 The social optics of monetized UGC contests: Reward size
influences peer upvotes 188
Debjit Gupta, Dipankar Chakravarti, and Juncai Jiang
10 Improving health support programs through cultural sensitivity 213
Donnel Briley
11 Snake oil marketing: An agenda for consumer research 234
Ty Longmire-Monford and Philip M. Fernbach
12 Conditions and reasons for consumer trust 256
Jacob (Jiajun) Li and Kent Grayson
13 Consumer complaining and company response processes:
Critical questions, answers, and suggestions for future research 275
Zhiying Ben, Paurav Shukla, Mansur Khamitov, and Martin
H. Kunc
14 Afterword: On advancing a discipline 298
Paul M. Herr
