Gordon R. Foxall Explaining Consumer Choice

ISBN 13: 9781403998620

Explaining Consumer Choice

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With this book we have arrived at an intriguing point in the development of a theory of consumer choice in the context of marketing. Consumer behavior is usually explained by reference to the intentions of the buyer: "She wants to buy this, or had a positive attitude toward it" "He needs that and intends to obtain one," and so on. But this kind of explanation is controversial throughout the social sciences, and it is essential that researchers acquire a reasoned framework of analysis within which intentionality can be convincingly ascribed to observed behavior in order to explain it. In addressing this issue in the context of consumer choice in marketing-driven economies, this book makes a substantial contribution to marketing theory. A means is proposed for the ascription of intentionalistic content in the explanation of behavior which is based on sound scientific reasoning: that of evolutionarily consistent neurological processes at the sub-personal level and that of consistent environment-behavior relationships at the super-personal level. The deficiencies of a purely descriptivist approach to consumer choice and of an extensional behavioral science of consumer choice have been exposed at the level of explanation (though they remain valid, indeed essential, approaches to the prediction and influence of consumer choice, suggest lines of explanation, and act as standpoints from which the prevailing cognitive orthodoxy can be uniquely critiqued). The result is a solid intellectual basis for the economic psychology of consumer choice and by extension marketing science. Written by an internationally acknowledged expert in the field in appropriate, accessible language, this book extends marketing thought, something that is highly necessary in a field dominated by the quest for practical results and the generation of empirical results that are unrelated to any overall framework of conceptualization and analysis.

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Synopsis:

This book presents the most up-to-date account of research based on the Behavioural Perspective Model of consumer choice. The accumulated empirical results, which draw on behavioural economics, psychology, and marketing, are summarized, after which the philosophy of science that underpins the model is explored. Foxall's contribution to the debate about the explanation of consumer choice, intentional behaviourism, is both expounded and critiqued, and the resulting synthesis is explored in relation to its relevance to marketing management, public policy on environmental matters, the adoption and diffusion of innovations, and further research in consumer behaviour and marketing. This is a major contribution to consumer research and marketing theory.

About the Author:

GORDON R. FOXALL is Distinguished Research Professor at Cardiff University, UK. He is a graduate of the Universities of Birmingham (PhD business) and Strathclyde (PhD psychology), and holds a higher doctorate of the University of Birmingham (DSocSc). He is a Fellow of both the British Psychological Society (FBPsS) and the British Academy of Management (FBAM), and an Academician of the Academy of Learned Societies for the Social Sciences (AcSS).

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Publisher: Palgrave Macmillan, 2014
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