Understanding Consumer Choice
Understanding Consumer Choice shows how attempts to relate consumers' attitudes and actions have implicitly incorporated measures of the very variables at the heart of a situational theory of consumer choice. These are the buyer's consumption history and
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Understanding Consumer Choice By Gordon R. Foxall
© Gordon R. Foxall 2005 Softcover reprint of the hardcover 1st edition 2005 978-1-4039-1492-7 All rights reserved. No reproduction, copy or transmission of this publication may be made without written permission. No paragraph of this publication may be reproduced, copied or transmitted save with written permission or in accordance with the provisions of the Copyright, Designs and Patents Act 1988, or under the terms of any licence permitting limited copying issued by the Copyright Licensing Agency, 90 Tottenham Court Road, London W1T 4LP. Any person who does any unauthorised act in relation to this publication may be liable to criminal prosecution and civil claims for damages. The author has asserted his right to be identified as the author of this work in accordance with the Copyright, Designs and Patents Act 1988. First published 2005 by PALGRAVE MACMILLAN Houndmills, Basingstoke, Hampshire RG21 6XS and 175 Fifth Avenue, New York, N. Y. 10010 Companies and representatives throughout the world PALGRAVE MACMILLAN is the global academic imprint of the Palgrave Macmillan division of St. Martin’s Press, LLC and of Palgrave Macmillan Ltd. Macmillan® is a registered trademark in the United States, United Kingdom and other countries. Palgrave is a registered trademark in the European Union and other countries. ISBN 978-1-349-51198-3 ISBN 978-0-230-51002-9 (eBook) DOI 10.1057/9780230510029 This book is printed on paper suitable for recycling and made from fully managed and sustained forest sources. A catalogue record for this book is available from the British Library. Library of Congress Cataloging-in-Publication Data Foxall, G. R. Understanding consumer choice / by Gordon R. Foxall. p. cm. Includes bibliographical references and index. 1. Consumer behavior. 2. Consumers’ preferences. 3. Consumers–Attitudes. 4. Marketing–Psychological aspects. I. Title. HF5415.32.F688 2005 658.8′342–dc22
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To Jean sine qua non
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Contents Acknowledgements
viii
List of Figures
ix
List of Tables
x
Preface
xi
1
Marketing’s Attitude Problem
1
2
Consumer Behavior
15
3
The Behavior of Consumers’ Attitudes
43
4
Prior Behavior
67
5
The Situated Consumer
85
6
Attitudes, Situations, and Behavior
110
7
Patterns of Brand Choice
126
8
Context and Cognition in Consumer Choice
15
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