Models of Buyer Behavior Full Book


Models of Buyer Behavior: Conceptual, Quantitative & Empirical

Discusses thorough and wide-ranging theories and models associated with differing aspects of buyer behavior from a team of marketing experts. Combines conceptual and theoretical basics of marketing discipline. Part 1 focuses on Armstrong’s views on the ideological and practical strategy of conducting research to substantiate concepts and a network of concepts that comprises a theory. Part 2 centers on the encompassing models of buyer behavior. Part 3 assimilates the extensive models of innovative behavior and adoption process. Part 4 consists of papers which provide models of consumer classification and market segmentation. Part 5 includes a theoretical analysis of the changes which are likely to emerge in buyer behavior theory and research.

Table of Contents

  1. Eclectic Research and Construct Validation
  2. A Theory of Family Buying Decisions
  3. Consumer Decision-Process Models
  4. Some Generalizations and Problems Regarding Consumer Problem Solving in Grocery Store Channels
  5. Microsimulating Consumer Behavior
  6. Information and Consumer Behavior
  7. Pattern Recognition in Stochastic Series
  8. Deriving an Empirically Testable Version of the Howard-Sheth Model of Buyer Behavior
  9. Confidence as a Validated Construct
  10. The Influence of Personal Communication on a Buyer’s Choice Criteria in the Salesman/Buyer Dyad
  11. Attitude Change and the Relative Influence of Media and Word-of-Mouth Sources
  12. Food Shopping Behavior of Low-Income Households
  13. A Field Study of Attitude Strcuture and the Attitude-Behavior Relationship
  14. A Critical Examination of “Adoption Process” Models of Consumer Behavior
  15. News Report: A Discussion of the Theory and Application of the Planning Portion of DEMON
  16. Group Characteristics and Aggregate Innovative Behavior: Preliminary Report
  17. New Product Diffusion: The Interplay of Innovativeness, Opinion Leadership, Learning, Perceived Risk, and Product Attributes
  18. Repeat Buying of a New Brand: A 10-Point Case History
  19. An Empirical Framework for Product Classification
  20. An Operational Framework for the Study of Consumer Typology and Process
  21. The Next Decade of Buyer Behavior Theory and Research

Book Information

Pages: 441
Published: 1974
New Copyright: 2011
ISBN: 9781613110805
Categories:, , ,

Author information

Jagdish N. Sheth Jagdish N. Sheth

Dr. Jagdish (Jag) N. Sheth is the Charles H. Kellstadt Professor of Marketing in the Goizueta Business School at Emory University. Prior positions include the University of Southern California, the University of Illinois, the faculty of Columbia University and the Massachusetts Institute of Technology. Dr. Sheth is well known for his scholarly contributions in consumer behavior, relationship marketing, competitive strategy and geopolitical analysis.


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