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Consumption is the primary economic activity in a post-industrial society. This volume shows how consumer behavior analysis fits within a larger-scale approach to marketing, consumer psychology, behavior analysis and organizational behavior management. It comprises articles originally published in the Journal of Organizational Behavior Manage
List of contents
1. Introduction: The Analysis of Consumer Behavior
Donald A. Hantula and Victoria K. Wells Part I: Theoretical and Conceptual Issues in Consumer Behavior Analysis 2. Invitation to Consumer Behavior Analysis
Gordon R. Foxall 3. Implications of Motivating Operations for the Functional Analysis of Consumer Choice
Asle Fagerstrøm, Gordon R. Foxall and Erik Arntzen 4. On the Evolutionary Bases of Consumer Reinforcement
Michael Nicholson and Sarah Hong Xiao 5. Organizational Performance and Customer Value
Donald Tosti and Scott A. Herbst Part II: Empirical Research in Consumer Behavior Analysis 6. A Prompting Procedure for Increasing Sales in a Small Pet Store
Jacqueline Milligan and Donald A. Hantula 7. Substitutability and Independence: Matching Analyses of Brands and Products
Gordon R. Foxall, Victoria K. Wells, Shing Wan Chang and Jorge M. Oliveira-Castro 8. Consumer Brand Choice: Money Allocation as a Function of Brand Reinforcing Attributes
Jorge M. Oliveira-Castro, Gordon R. Foxall and Victoria K. Wells 9. Market Segmentation From a Behavioral Perspective
Victoria K. Wells, Shing Wan Chang, Jorge M. Oliveira-Castro and John Pallister 10. The Motivating Effect of Antecedent Stimuli on the Web Shop: A Conjoint Analysis of the Impact of Antecedent Stimuli at the Point of Online Purchase
Asle Fagerstrøm 11. The Effects of a Point-of-Purchase Display on Relative Sales: An In-Store Experimental Evaluation
Valdimar Sigurdsson, Halldor Engilbertsson and Gordon R. Foxall 12. In-Store Experimental Approach to Pricing and Consumer Behavior
Valdimar Sigurdsson, Gordon R. Foxall and Hugi Saevarsson 13. Trick or Treat? An Examination of Marketing Relationships in a Nondeceptive Counterfeit Market
Sarah Hong Xiao and Michael Nicholson 14. From Job Analysis to Performance Management: A Synergistic Rapprochement to Organizational Effectiveness
Charles R. Crowell, Donald A. Hantula and Kari L. McArthur 15. From Producers to Consumers: Organizational Behavior Management Meets Consumer Behavior Analysis, and the Future Looks Bright
Donald A. Hantula
About the author
Donald A. Hantula is an organizational psychologist, Associate Professor of Psychology, member of the Interdisciplinary Masters Program in Applied Behavior Analysis and Director of the Decision Laboratory at Temple University, USA.
Victoria K. Wells is Senior Lecturer in Marketing at Durham Business School at the University of Durham, UK. Previously she was a Strategy and Research Associate and Lecturer in Marketing at Cardiff Business School, UK. She has also worked in industry as an Account Executive in marketing communications.
Summary
Consumption is the primary economic activity in a post-industrial society. This volume shows how consumer behavior analysis fits within a larger-scale approach to marketing, consumer psychology, behavior analysis and organizational behavior management. It comprises articles originally published in the Journal of Organizational Behavior Manage
