For undergraduate- and graduate-level courses in Consumer Behavior and Consumer Psychology, offered in departments of Marketing, Psychology, Consumer Studies, and MBA programs. The authors' goal in Consumer Behavior, Fifth Edition is three-fold-(1) to provide a current, balanced, and interesting treatment of the field; (2) to fully integrate modern electronic technology into the learning and instruction processes; and (3) to provide students with a means of identifying the managerial relevance of the consumer behavior concepts.

Consumer behavior

Business & Money

Mowen, John C.

Management & Leadership

Collier/Macmillan

A Concise, yet complete, review of the fields of consumer behavior. The book provides professionals with a source for understanding why consumers act as they do. It is a revised slimmed down version of Consumer Behavior by the same authors The Book integrates the consumer behavior principles with managerial strategy considerations. It gives a means of developing managerial action plans. For Market Research, Sales, and Public Relations professionals.

Consumer Behavior: A Framework

Minor, Michael

Marketing & Sales

PRENTICE/HALL

By incorporating recent research including dramaturgical analysis of white-water rafting and sky-diving and the investigation of customer relationships the authors provide students with a means of identifying the managerial relevance of consumer behavior concepts. Each chapter begins with a short related case, and ends with a managerial applications analysis of that case, along with a similar case for students to analyze (solutions are in the teacher's manual). Annotation c. by Book News, Inc., Portland, Or.

Consumer Behavior (5th Edition)

A highly readable guide with a method for avoiding mistakes when making decisions that will affect the future of your business The Art of High Stakes Decision Making takes readers to the most important crossroads in business with dozens of real-life scenarios. Engaging "you are there" stories teach how to focus on the core issues involved in high stakes decision making. The authors share powerful tools for cutting through the psychological and emotional barriers to making the best decisions. Each chapter concludes with a set of fundamental principles for successfully navigating each stage of the SCRIPTS method, an acronym that outlines a seven-step process for making tough choices under the gun. J. Keith Murnighan, PhD (Evanston, IL), is the Harold H. Hines, Jr. Distinguished Professor of Risk Management at the Kellogg Graduate School of Management at Northwestern University. John C. Mowen, PhD (Stillwater, OK), is Regents Professor and Noble Chair of Marketing Strategy at Oklahoma State University's College of Business Administration.

The Art of High Stakes Decision Making: Tough Calls in a Speed Driven World

Murnighan, J. Keith

Economics

John Wiley&Sons, Inc.

A close-up look at the decision-making process analyzes the principles underlying the difficult choices made daily by high-profile individuals under circumstances of extreme uncertainty and enormous risk. By the author of Consumer Behavior.

Judgment Calls: High-Stakes Decisions in a Risky World

Simon&Schuster

A close-up look at the decision-making process analyzes the principles underlying the difficult choices made daily by high-profile individuals under circumstances of extreme uncertainty and enormous risk

Judgement Calls: Making Good Decisions in Difficult Situations

Fireside

Integrating control theory, evolutionary psychology, and a hierarchical approach to personality, this book presents a new approach to motivation, personality, and consumer behavior. Called the 3M, which stands for `Meta-theoretic Model of Motivation', this theory seeks to account for how personality traits interact with the situation to influence consumer attitudes and actions. The book proposes that multiple personality traits combine to form a motivational network that acts to influence behavior. Mowen argues that in order to understand the causes of enduring behavioral tendencies, one must identify the more abstract traits underlying surface behaviors. In constructing the 3M model, the author reports data from fifteen empirical studies employing over 3500 respondents. In this hierarchical model, four types of personality traits are identified: elemental, compound, situational, and surface traits. Eight elemental traits are proposed as forming the underlying dimensions of personality. Consistent with control theory, the research reveals that the elemental traits combine to form compound traits, such as self-efficacy, task orientation, playfulness, and competitiveness. These elemental and compound traits combine with situational influences to cause enduring behavioral tendencies within general situational contexts. Examples of situational traits investigated include impulsive buying, value consciousness, sports interest, and health motivation. In the 3M model the elemental, compound, and situational traits combine to yield surface traits, which are enduring dispositions to act in specific behavioral contexts. Five surface traits are empirically investigated in the book: compulsive buying, sports participation, healthy diet lifestyles, proneness to bargaining, and a tendency to frugality. Across these five studies, the empirical results reveal that the 3M model accounts for over 44% of the variance in the surface trait measures. By presenting a new meta-theory of motivation and personality that is testable, Mowen's 3M model accounts for high levels of variance in consumer behavior. By integrating the work of selected past and current theorists into a comprehensible whole, the 3M model provides coherence in a field currently dominated by conflicting ideas, theories, and approaches. The book provides evidence that by understanding the individual dispositions that underlie consumer behavior, public policy officials and marketing specialists can develop better communication programs to influence and persuade their target audiences. The book shows how to employ the 3M model to segment the marketplace, provide psychographic inventories, position brands, create promotional themes, and develop brand personalities.

The 3M Model of Motivation and Personality: Theory and Empirical Applications to Consumer Behavior

Springer

Integrating control theory, evolutionary psychology, and a hierarchical approach to personality, this book presents a new approach to motivation, personality, and consumer behavior. Called the 3M, which stands for `Meta-theoretic Model of Motivation', this theory seeks to account for how personality traits interact with the situation to influence consumer attitudes and actions. The book proposes that multiple personality traits combine to form a motivational network that acts to influence behavior. Mowen argues that in order to understand the causes of enduring behavioral tendencies, one must identify the more abstract traits underlying surface behaviors.  In constructing the 3M model, the author reports data from fifteen empirical studies employing over 3500 respondents. In this hierarchical model, four types of personality traits are identified: elemental, compound, situational, and surface traits. Eight elemental traits are proposed as forming the underlying dimensions of personality. Consistent with control theory, the research reveals that the elemental traits combine to form compound traits, such as self-efficacy, task orientation, playfulness, and competitiveness. These elemental and compound traits combine with situational influences to cause enduring behavioral tendencies within general situational contexts. Examples of situational traits investigated include impulsive buying, value consciousness, sports interest, and health motivation.  In the 3M model the elemental, compound, and situational traits combine to yield surface traits, which are enduring dispositions to act in specific behavioral contexts. Five surface traits are empirically investigated in the book: compulsive buying, sports participation, healthy diet lifestyles, proneness to bargaining, and a tendency to frugality. Across these five studies, the empirical results reveal that the 3M model accounts for over 44% of the variance in the surface trait measures. By presenting a new meta-theory of motivation and personality that is testable, Mowen's 3M model accounts for high levels of variance in consumer behavior. By integrating the work of selected past and current theorists into a comprehensible whole, the 3M model provides coherence in a field currently dominated by conflicting ideas, theories, and approaches. The book provides evidence that by understanding the individual dispositions that underlie consumer behavior, public policy officials and marketing specialists can develop better communication programs to influence and persuade their target audiences. The book shows how to employ the 3M model to segment the marketplace, provide psychographic inventories, position brands, create promotional themes, and develop brand personalities.

See the best price to sell, buy, or rent books by Mowen, John C.. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by Mowen, John C.

See the best price to sell, buy, or rent books by Mowen, John C.. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Consumer behavior

Consumer behavior

Consumer Behavior: A Framework

Consumer Behavior (5th Edition)

The Art of High Stakes Decision Making: Tough Calls in a Speed Driven World

Judgment Calls: High-Stakes Decisions in a Risky World

Judgement Calls: Making Good Decisions in Difficult Situations

The 3M Model of Motivation and Personality: Theory and Empirical Applications to Consumer Behavior

The 3M Model of Motivation and Personality: Theory and Empirical Applications to Consumer Behavior