Consumer Behavior

  1. Psychological Influences on Consumer Behavior
    1. Motivation and Consumer Needs
      1. The Motivation Process
        1. Need Recognition
          1. Drive States
            1. Goal-Directed Behavior
              1. Tension Reduction
              2. Motivational Theories
                1. Maslow's Hierarchy of Needs
                  1. Physiological Needs
                    1. Safety and Security Needs
                      1. Social and Belongingness Needs
                        1. Esteem and Recognition Needs
                          1. Self-Actualization Needs
                          2. McClelland's Theory of Needs
                            1. Need for Achievement
                              1. Need for Affiliation
                                1. Need for Power
                                2. Herzberg's Two-Factor Theory
                                  1. Drive Theory
                                    1. Expectancy Theory
                                    2. Types of Consumer Needs
                                      1. Biogenic Needs
                                        1. Psychogenic Needs
                                          1. Utilitarian Needs
                                            1. Hedonic Needs
                                              1. Functional Needs
                                                1. Symbolic Needs
                                                2. Consumer Involvement
                                                  1. Levels of Involvement
                                                    1. High Involvement
                                                      1. Moderate Involvement
                                                        1. Low Involvement
                                                        2. Types of Involvement
                                                          1. Product Involvement
                                                            1. Purchase Situation Involvement
                                                              1. Advertising Involvement
                                                              2. Factors Affecting Involvement
                                                                1. Product Characteristics
                                                                  1. Consumer Characteristics
                                                                    1. Situational Factors
                                                                  2. Affect and Emotions
                                                                    1. Role of Emotions in Decision-Making
                                                                      1. Mood Effects on Behavior
                                                                        1. Emotional Appeals in Marketing
                                                                          1. Affective Responses to Products
                                                                        2. Perception and Consumer Information Processing
                                                                          1. The Perceptual Process
                                                                            1. Exposure
                                                                              1. Selective Exposure
                                                                                1. Voluntary Exposure
                                                                                  1. Involuntary Exposure
                                                                                    1. Zapping and Zipping
                                                                                    2. Attention
                                                                                      1. Factors Influencing Attention
                                                                                        1. Perceptual Vigilance
                                                                                          1. Perceptual Defense
                                                                                            1. Attention-Getting Techniques
                                                                                            2. Interpretation
                                                                                              1. Perceptual Organization
                                                                                                1. Figure-Ground Relationships
                                                                                                  1. Gestalt Principles
                                                                                                    1. Interpretation Biases
                                                                                                  2. Sensory Marketing
                                                                                                    1. Visual Elements
                                                                                                      1. Color Psychology
                                                                                                        1. Design and Layout
                                                                                                          1. Package Design
                                                                                                          2. Auditory Elements
                                                                                                            1. Music Effects
                                                                                                              1. Sound Branding
                                                                                                                1. Jingles and Audio Logos
                                                                                                                2. Olfactory Marketing
                                                                                                                  1. Scent Marketing
                                                                                                                    1. Ambient Scenting
                                                                                                                      1. Product Scenting
                                                                                                                      2. Tactile Elements
                                                                                                                        1. Texture and Touch
                                                                                                                          1. Haptic Marketing
                                                                                                                          2. Gustatory Elements
                                                                                                                            1. Taste Testing
                                                                                                                              1. Flavor Experiences
                                                                                                                            2. Perceptual Selection Processes
                                                                                                                              1. Selective Exposure
                                                                                                                                1. Selective Attention
                                                                                                                                  1. Selective Comprehension
                                                                                                                                    1. Selective Retention
                                                                                                                                    2. Subliminal Perception
                                                                                                                                      1. Definition and Mechanisms
                                                                                                                                        1. Research Evidence
                                                                                                                                          1. Ethical Considerations
                                                                                                                                            1. Marketing Applications
                                                                                                                                            2. Perceived Risk
                                                                                                                                              1. Types of Perceived Risk
                                                                                                                                                1. Performance Risk
                                                                                                                                                  1. Financial Risk
                                                                                                                                                    1. Physical Risk
                                                                                                                                                      1. Social Risk
                                                                                                                                                        1. Psychological Risk
                                                                                                                                                          1. Time Risk
                                                                                                                                                          2. Risk Reduction Strategies
                                                                                                                                                            1. Information Seeking
                                                                                                                                                              1. Brand Loyalty
                                                                                                                                                                1. Word-of-Mouth
                                                                                                                                                                  1. Warranties and Guarantees
                                                                                                                                                              2. Learning and Memory Processes
                                                                                                                                                                1. Behavioral Learning Theories
                                                                                                                                                                  1. Classical Conditioning
                                                                                                                                                                    1. Basic Principles
                                                                                                                                                                      1. Unconditioned Stimulus
                                                                                                                                                                        1. Conditioned Stimulus
                                                                                                                                                                          1. Unconditioned Response
                                                                                                                                                                            1. Conditioned Response
                                                                                                                                                                              1. Marketing Applications
                                                                                                                                                                              2. Operant Conditioning
                                                                                                                                                                                1. Reinforcement Principles
                                                                                                                                                                                  1. Positive Reinforcement
                                                                                                                                                                                    1. Negative Reinforcement
                                                                                                                                                                                      1. Punishment
                                                                                                                                                                                        1. Schedules of Reinforcement
                                                                                                                                                                                          1. Shaping Behavior
                                                                                                                                                                                        2. Cognitive Learning Theory
                                                                                                                                                                                          1. Information Processing Models
                                                                                                                                                                                            1. Observational Learning
                                                                                                                                                                                              1. Modeling Processes
                                                                                                                                                                                                1. Vicarious Learning
                                                                                                                                                                                                  1. Celebrity Endorsements
                                                                                                                                                                                                  2. Insight Learning
                                                                                                                                                                                                    1. Latent Learning
                                                                                                                                                                                                    2. Memory Systems
                                                                                                                                                                                                      1. Sensory Memory
                                                                                                                                                                                                        1. Iconic Memory
                                                                                                                                                                                                          1. Echoic Memory
                                                                                                                                                                                                          2. Short-Term Memory
                                                                                                                                                                                                            1. Working Memory
                                                                                                                                                                                                              1. Capacity Limitations
                                                                                                                                                                                                                1. Rehearsal Processes
                                                                                                                                                                                                                2. Long-Term Memory
                                                                                                                                                                                                                  1. Semantic Memory
                                                                                                                                                                                                                    1. Episodic Memory
                                                                                                                                                                                                                      1. Procedural Memory
                                                                                                                                                                                                                    2. Memory Structures and Processes
                                                                                                                                                                                                                      1. Associative Networks
                                                                                                                                                                                                                        1. Schema Theory
                                                                                                                                                                                                                          1. Brand Schemas
                                                                                                                                                                                                                            1. Encoding Processes
                                                                                                                                                                                                                              1. Storage Mechanisms
                                                                                                                                                                                                                                1. Retrieval Processes
                                                                                                                                                                                                                                2. Forgetting and Memory Enhancement
                                                                                                                                                                                                                                  1. Decay Theory
                                                                                                                                                                                                                                    1. Interference Theory
                                                                                                                                                                                                                                      1. Retrieval Failure
                                                                                                                                                                                                                                        1. Memory Enhancement Techniques
                                                                                                                                                                                                                                          1. Repetition and Rehearsal
                                                                                                                                                                                                                                            1. Elaborative Processing
                                                                                                                                                                                                                                          2. Attitudes and Attitude Change
                                                                                                                                                                                                                                            1. Nature of Consumer Attitudes
                                                                                                                                                                                                                                              1. Attitude Definitions
                                                                                                                                                                                                                                                1. Attitude Functions
                                                                                                                                                                                                                                                  1. Utilitarian Function
                                                                                                                                                                                                                                                    1. Value-Expressive Function
                                                                                                                                                                                                                                                      1. Ego-Defensive Function
                                                                                                                                                                                                                                                        1. Knowledge Function
                                                                                                                                                                                                                                                      2. Attitude Structure and Components
                                                                                                                                                                                                                                                        1. Tricomponent Model
                                                                                                                                                                                                                                                          1. Cognitive Component
                                                                                                                                                                                                                                                            1. Affective Component
                                                                                                                                                                                                                                                              1. Behavioral Component
                                                                                                                                                                                                                                                              2. Multi-Attribute Attitude Models
                                                                                                                                                                                                                                                                1. Fishbein Model
                                                                                                                                                                                                                                                                  1. Extended Fishbein Model
                                                                                                                                                                                                                                                                    1. Theory of Reasoned Action
                                                                                                                                                                                                                                                                      1. Theory of Planned Behavior
                                                                                                                                                                                                                                                                    2. Attitude Formation
                                                                                                                                                                                                                                                                      1. Direct Experience
                                                                                                                                                                                                                                                                        1. Social Learning
                                                                                                                                                                                                                                                                          1. Classical Conditioning
                                                                                                                                                                                                                                                                            1. Cognitive Dissonance
                                                                                                                                                                                                                                                                            2. Attitude Change Theories
                                                                                                                                                                                                                                                                              1. Elaboration Likelihood Model
                                                                                                                                                                                                                                                                                1. Central Route Processing
                                                                                                                                                                                                                                                                                  1. Peripheral Route Processing
                                                                                                                                                                                                                                                                                    1. Motivation and Ability Factors
                                                                                                                                                                                                                                                                                    2. Balance Theory
                                                                                                                                                                                                                                                                                      1. Social Judgment Theory
                                                                                                                                                                                                                                                                                        1. Cognitive Dissonance Theory
                                                                                                                                                                                                                                                                                        2. Persuasion and Communication
                                                                                                                                                                                                                                                                                          1. Source Factors
                                                                                                                                                                                                                                                                                            1. Credibility
                                                                                                                                                                                                                                                                                              1. Attractiveness
                                                                                                                                                                                                                                                                                                1. Expertise
                                                                                                                                                                                                                                                                                                2. Message Factors
                                                                                                                                                                                                                                                                                                  1. Message Content
                                                                                                                                                                                                                                                                                                    1. Message Structure
                                                                                                                                                                                                                                                                                                      1. Fear Appeals
                                                                                                                                                                                                                                                                                                        1. Humor Appeals
                                                                                                                                                                                                                                                                                                        2. Receiver Factors
                                                                                                                                                                                                                                                                                                          1. Personality Traits
                                                                                                                                                                                                                                                                                                            1. Involvement Level
                                                                                                                                                                                                                                                                                                              1. Prior Attitudes
                                                                                                                                                                                                                                                                                                            2. Attitude-Behavior Relationship
                                                                                                                                                                                                                                                                                                              1. Consistency Theories
                                                                                                                                                                                                                                                                                                                1. Moderating Factors
                                                                                                                                                                                                                                                                                                                  1. Situational Influences
                                                                                                                                                                                                                                                                                                                    1. Measurement Issues
                                                                                                                                                                                                                                                                                                                  2. Personality and Self-Concept
                                                                                                                                                                                                                                                                                                                    1. Personality Theories in Consumer Behavior
                                                                                                                                                                                                                                                                                                                      1. Psychoanalytic Theory
                                                                                                                                                                                                                                                                                                                        1. Freudian Concepts
                                                                                                                                                                                                                                                                                                                          1. Id Impulses
                                                                                                                                                                                                                                                                                                                            1. Ego Functions
                                                                                                                                                                                                                                                                                                                              1. Superego Controls
                                                                                                                                                                                                                                                                                                                              2. Neo-Freudian Theories
                                                                                                                                                                                                                                                                                                                                1. Social Character
                                                                                                                                                                                                                                                                                                                                  1. Cultural Influences
                                                                                                                                                                                                                                                                                                                                  2. Trait Theory
                                                                                                                                                                                                                                                                                                                                    1. Big Five Personality Traits
                                                                                                                                                                                                                                                                                                                                      1. Consumer-Relevant Traits
                                                                                                                                                                                                                                                                                                                                        1. Innovativeness
                                                                                                                                                                                                                                                                                                                                          1. Materialism
                                                                                                                                                                                                                                                                                                                                            1. Compulsiveness
                                                                                                                                                                                                                                                                                                                                          2. Brand Personality
                                                                                                                                                                                                                                                                                                                                            1. Brand Personality Dimensions
                                                                                                                                                                                                                                                                                                                                              1. Sincerity
                                                                                                                                                                                                                                                                                                                                                1. Excitement
                                                                                                                                                                                                                                                                                                                                                  1. Competence
                                                                                                                                                                                                                                                                                                                                                    1. Sophistication
                                                                                                                                                                                                                                                                                                                                                      1. Ruggedness
                                                                                                                                                                                                                                                                                                                                                      2. Brand-Consumer Personality Congruence
                                                                                                                                                                                                                                                                                                                                                        1. Brand Relationship Quality
                                                                                                                                                                                                                                                                                                                                                        2. Self-Concept Theory
                                                                                                                                                                                                                                                                                                                                                          1. Actual Self
                                                                                                                                                                                                                                                                                                                                                            1. Ideal Self
                                                                                                                                                                                                                                                                                                                                                              1. Social Self
                                                                                                                                                                                                                                                                                                                                                                1. Ideal Social Self
                                                                                                                                                                                                                                                                                                                                                                  1. Extended Self
                                                                                                                                                                                                                                                                                                                                                                    1. Possible Selves
                                                                                                                                                                                                                                                                                                                                                                    2. Self-Congruity Theory
                                                                                                                                                                                                                                                                                                                                                                      1. Self-Image Congruence
                                                                                                                                                                                                                                                                                                                                                                        1. Functional Congruence
                                                                                                                                                                                                                                                                                                                                                                          1. Self-Monitoring
                                                                                                                                                                                                                                                                                                                                                                            1. Impression Management

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                                                                                                                                                                                                                                                                                                                                                                        1. Introduction to Consumer Behavior

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                                                                                                                                                                                                                                                                                                                                                                        3. Consumer Decision-Making Process