Consumer Behavior Analysis

Consumption is the primary economic activity in our post-industrial society. We are consumers, not producers. Consumer behavior analysis is leading heterodox marketing scholarship and innovative applied behavioral work, with much to offer both constituencies. This volume shows how consumer behavior analysis fits within a larger-scale approach to marketing, consumer psychology, behavior analysis and organizational behavior management. Describing both theoretical analyses and empirical studies including laboratory experiments in e-commerce, in-store experiments in grocery shopping, and an analysis of the counterfeit goods market, this book is a working example of translational research. It contains tools and studies to help understand contemporary consumer behavior, particularly for those in marketing. Scholars will appreciate the theory and real-world applications evident in each chapter when considering their own research direction. All students of marketing theory, behavior analysis and consumer choice will find this collection a thought-provoking tool for further understanding of a new behavioral approach to marketing strategy, consumer decisions and marketing firms. This book comprises articles originally published in the Journal of Organizational Behavior Management.

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.

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