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Models Of Buyer Behavior

Chapter 18: Repeat Buying of a New Brand: A 10-Point Case History

Chapter 18 of Models of Buyer Behavior

Repeat Buying of a New Brand reviews three stages essential to supporting the notion that repeat-buying rates are a necessary component in marketing new products. These three stages are measuring behavior, tabulating data, and interpreting data. This information could prove valuable for further market research and forecasting models.

Models Of Buyer Behavior

Chapter 19: An Empirical Framework for Product Classification

Chapter 19 of Models of Buyer Behavior

The chapter develops a framework for product typology based on both consumer and distributive responses. The goal is to suggest new ways of defining products and brands with a view toward simplification and improving managerial and research decisions. The resulting data provides explanatory relationship between factory shipments and retail sales.

Models Of Buyer Behavior

Chapter 2: A Theory of Family Buying Decisions

Chapter 2 of Models of Buyer Behavior

A Theory of Family Buying Decisions proposes a theory for deconstructing the consumer behavior of families. The text attempts to fill the gap in research on the specific purpose and nature behind family decision making. Taking into consideration a multitude of factors, including predisposition, social class, life style, and methods of problem solving, this chapter provides an in-depth analysis of the family decision-making process.

Structural Dynamics Of Ghetto Marketplace

Chapter 2: Structural Dynamics of the Ghetto Marketplace

Chapter 2 of Minorities and Marketing: Research Challenges

The authors focus on change and the causes of change in low-income commercial structures. Particular emphasis is placed on the needs and opportunities for research in these areas. The authors attempt to demonstrate the importance of these structural dynamics in the understanding of the minority marketplace.

Models Of Buyer Behavior

Chapter 20: An Operational Framework for the Study of Consumer Typology and Process

Chapter 20 of Models of Buyer Behavior

An Operational Framework for the Study of Consumer Typology and Process develops an argument that both individual and group perspectives are important, and the advance of explanatory consumer theory should rest on interdisciplinary perspectives. The text produces an operational framework for use in translating complex interdisciplinary conceptual material into testable and significant questions. The paper concludes that both group and individual perspectives have relevant contributions to consumer knowledge.

Models Of Buyer Behavior

Chapter 21: The Next Decade of Buyer Behavior Theory and Research

Chapter 21 of Models of Buyer Behavior

This chapter estimates the prior probability by briefly reviewing the historical perspective of the buyer behavior discipline. Furthermore, the chapter deals with current events that are likely to influence both the direction and velocity of buyer behavior theory. The text provides relevant speculation on the course of buyer behavior theory over the next decade.

Competition and Economic Dualism in the Ghetto Marketplace

Chapter 3: Competition and Economic Dualism in the Ghetto Marketplace

Chapter 3 of Minorities and Marketing: Research Challenges

The chapter’s primary concern is that market competition in low-income areas has never been modeled. Consequently, there still exist no adequate market models of these areas from which analytic and prescriptive statements can be made. The paper details three topics that are necessary prerequisites for future examinations, which are: competition and performance, the competitive structure of the ghetto, and implications for improvement.

Models Of Buyer Behavior

Chapter 3: Consumer Decision-Process Models

Chapter 3 of Models of Buyer Behavior

Consumer Decision-Process Models reviews the current position in buyer behavior theory, focusing in particular on an approach involving the consumer decision process. The chapter provides an overview of the growing interest in theory, three main approaches, as well as the attitude-behavior issue. Finally, the text details the use of theory in day-to-day problem solving and basic market research.

Clothing, Race, and Consumer Decision Making

Chapter 4 – Clothing, Race, and Consumer Decision Making

Chapter 4 of Minorities and Marketing: Research Challenges

The authors suggest a range of hypotheses that may explain why blacks allocate a dominating portion of their income to clothing than do whites. The purpose is to draw together the major arguments about race and consumption and to outline major sets of determinants that merit research. Also discussed is the importance of this research to policy makers and private sectors, as well as possible future uses.

Models Of Buyer Behavior

Chapter 4: Some Generalizations and Problems Regarding Consumer Problem Solving in Grocery Store Channels

Chapter 4 of Models of Buyer Behavior

This chapter relates a number of constructs that are useful in analyzing the consumer problem-solving process. Drawing largely from Howard’s model and cognitive theory, a model has been constructed of the process which takes into account several factors including family composition, characteristics of products, economic factors and life cycle. The chapter breaks down the process by analyzing various models, variables, and social factors relating to buyer behavior.

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