Social psychology of consumer behavior

The Social Psychology of Consumer Behavior brings together the most promising and theoretically fruitful research developments by internationally renowned scholars, whose work is at the cutting edge of research. Experts from both fields - social psychology and consumer behavior - provide an informed, up-to-date overview, from an original integrative perspective.

The aim of this volume is two-fold. On the one hand, the application of social psychology to consumer behavior is meant to broaden the horizon of social psychologists. On the other hand, students and researchers of consumer behavior will be offered an advanced account of relevant theories tailored to their interests. While the range of topics is rather broad - including the construal of judgments and decisions, affective and cognitive feelings, social and media influences, and goals and self-regulation - each chapter is focused on one specific theoretical or methodological perspective and thereby gives a comprehensive and penetrative account of the relevant issues and the respective research.

The volume provides an invaluable resource to students, researchers, and instructors in social psychology, consumer psychology, consumer behavior, and marketing.

Author Notes

Wanke, Michaela

Michaela WankeRobert S. Wyer, Jr. and Rashmi AdavalTal Eyal and Nira Liberman and Yaacov TropeAp Dijksterhuis and Rick B. van Baaren and Karin C. A. Bongers and Maarten W. Bos and Matthijs L. van Leeuwen and Andries van der LeijHerbert Bless and Rainer GreifenederAlexander Chernev and Ryan HamiltonJan De HouwerMichel Tuan PhamNorbert Schwarz and Hyunjin Song and Jing XuSharon Shavitt and Angela Y. Lee and Carlos J. TorelliL. J. ShrumNoah J. Goldstein and Robert B. CialdiniAmna Kirmani and Margaret C. CampbellAngela Y. Lee and E. Tory HigginsMalte Friese and Wihelm Hofmann and Michaela WankeAyelet Fishbach and Ying Zhang

Section I Introduction: A Tale of Two Disciplines
1 What's Social about Consumer Behavior?	p. 3
2 Social Psychology and Consumer Psychology: An Unexplored Interface	p. 19
Section II The Construal of Consumer Judgments and Decisions
3 Psychological Distance and Consumer Behavior: A Construal Level Theory Perspective	p. 65
4 The Rational Unconscious: Conscious versus Unconscious Thought in Complex Consumer Choice	p. 89
5 Brands and Successful Brand Extensions: A Social Psychology Perspective on Economic Questions	p. 109
6 Compensatory Reasoning in Choice	p. 131
Section III Affective and Cognitive Feelings in Consumer Judgment
7 Conditioning as a Source of Liking: There Is Nothing Simple about It	p. 151
8 The Lexion and Grammar of Affect as Information in Consumer Decision Making: The GAIM	p. 167
9 When Thinking Is Difficult: Metacognitive Experiences as Information	p. 201
Section IV Social and Media Influences on Judgment and Behavior
10 Cross-Cultural Issues in Consumer Behavior	p. 227
11 Television Viewing and Social Reality: Effects and Underlying Processes	p. 251
12 Normative Influences on Consumption and Conservation Behaviors	p. 273
13 Taking the Target's Perspective: The Persuasion Knowledge Model	p. 297
Section V Goals and Self-Regulation
14 The Persuasive Power of Regulatory Fit	p. 319
15 The Impulsive Consumer: Predicting Consumer Behavior with Implicit Reaction Time Measures	p. 335
16 The Dynamics of Self-Regulation: When Goals Commit versus Liberate	p. 365
Index	p. 387

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