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Behavior analysis and consumer psychology

Chapter

Behavior analysis and consumer psychology

DOI link for Behavior analysis and consumer psychology

Behavior analysis and consumer psychology book

Behavior analysis and consumer psychology

DOI link for Behavior analysis and consumer psychology

Behavior analysis and consumer psychology book

ByGordon Foxall
BookConsumers in Context

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Edition 1st Edition
First Published 1996
Imprint Routledge
Pages 85
eBook ISBN 9781315659077

ABSTRACT

This chapter examines the epistemological status o f a comprehensive model o f purchase and consumption derived from a critique o f behavior analysis. It firs t describes the provenance o f the model's research program. It continues by identifying the complexities with which a behavior-analytical model o f consumer choice contends: verbal behavior and marketing interven­ tions in affluent consumer-orientated economies. Such complexity results in an interpretive account o f consumer behavior. Next; the Behavioral Perspective Model o f purchase and consumption is described and refined. The model's components - the consumer's learning history, the consumer behavior setting, purchase and consumption responses, and their rein­ forcing and punishing consequences - are derived and described. Four operant classes o f consumer behavior, defined by the environmental con­ tingencies controlling them, are identified: Maintenance, Accumulation, Pleasure and Accomplishment. These behavior classes are applied in the interpretation o f broad sequences o f consumer choice: (i) consumer be­ havior is described as a hierarchy o f these operants over the consumer life cycle, exemplified by reference to household saving and financial asset management; (ii) the operant classification is then used to interpret con­ sumer behavior as an evolutionary process, exemplified by the adoption and diffusion o f innovations. Finally, the model is evaluated according to the criteria o f description, delimitation, generation and integration.

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