Consumer Behaviour: Asia-Pacific Edition,
1st Edition

Wayne D. Hoyer, Deborah J. MacInnis, Rik Pieters, Eugene Chan, Gavin Northey

ISBN-13: 9780170362016 | ISBN-10: 0170362019

Copyright 2017

| Published 2017

| 592 pages

List Price USD $118.50


Cutting edge and relevant to the local context, this first Australia and New Zealand edition of Hoyer, Consumer Behaviour, covers the latest research from the academic field of consumer behaviour. The text explores new examples of consumer behaviour using case studies, advertisements and brands from Australia and the Asia-Pacific region. The authors recognise the critical links to areas such as marketing, public policy and ethics, as well as covering the importance of online consumer behaviour with significant content on how social media and smartphones are changing the way marketers understand consumers. * Students grasp the big picture and see how the chapters and topics relate to each other by reviewing detailed concept maps * Marketing Implications boxes examine how theoretical concepts have been used in practice, and challenge students to think about how marketing decisions impact consumers * Considerations boxes require students to think deeply about technological, research, cultural and international factors to consider in relation to the contemporary consumer * Opening vignettes and end-of-chapter cases give students real-world insights into, and opportunities to analyse consumer behaviour, with extensive Australian and international examples providing issues in context New, print versions of this book come with bonus online study tools on the CourseMate Express platform.

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Meet the Authors

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Wayne D. Hoyer holds the James L. Bayless/William S. Farish Fund Chair for Free Enterprise and is Chairman of the Department of Marketing. He received his Ph.D., M.S., and B.S. from Purdue University. His major area of study is consumer psychology and his research interests include consumer information processing and decision making, customer relationship management and new product development, and advertising information processing (including miscomprehension, humor, and brand personality). Dr. Hoyer has published more than 100 articles in academic journals, such as the Journal of Consumer Research, Journal of Marketing Research, Journal of Marketing, Journal of the Academy of Marketing Science, Journal of Retailing, and other marketing and psychology forums. His 1998 article on assortment perceptions (with Susan Broniarczyk and Leigh McAlister) won the 2003 O’Dell Award from the American Marketing Association. He has also been the Montezemolo Visiting Research Fellow in the Judge School of Business and is a Visiting Fellow of Sidney Sussex College at the University of Cambridge (UK). Dr. Hoyer has taught internationally at the University of Cambridge (UK), University of Mannheim, the University of Muenster, and the Otto Beisheim School of Management (Germany), the University of Bern (Switzerland), and Thammasat University (Bangkok, Thailand).

Deborah MacInnis is the Charles L. and Ramona I. Hilliard Professor of Business Administration and Professor of Marketing at USC’s Marshall School of Business. She received her PhD from the University of Pittsburgh. Her work focuses on the role of emotions in consumer behavior and branding. She has received the Journal of Marketing’s Alpha Kappa Psi and Maynard Awards for the papers that make the greatest contribution to marketing thought as well as the Long-Term Contribution Award from the Review of Marketing Research. Dr. MacInnis has served as Co-Editor and Associate Editor of the Journal of Consumer Research and Associate Editor for the Journal of Marketing and the Journal of Consumer Psychology. In addition to co-authoring CONSUMER BEHAVIOR, she has several edited volumes on branding and has an upcoming book on developing, enhancing and leveraging brand admiration. She is former Treasure and President of the Association for Consumer Research and former Vice President of Conferences and Research for the American Marketing Association’s academic council. She is the winner of local and national teaching awards. Dr. MacInnis has also served the Marshall School of Business as Vice of Research and Strategy and Vice Dean of the Undergraduate Program. Her consulting includes work with major consumer packaged goods companies, business-to-business marketers and advertising agencies. She enjoys reading, walking, music, and drawing and adores her family and pets.

Rik Pieters is Professor of Marketing in the Tilburg School of Economics and Management (TISEM) of Tilburg University, the Netherlands. He received his Ph.D. in social psychology from the University of Leiden in 1989. Dr. Pieters believes in interdisciplinary work and that imagination, persistence and openness to surprise are a person’s biggest assets. He has published more than 90 articles in marketing, psychology, economics, and statistics. His work has appeared in Journal of Consumer Psychology, Journal of Consumer Research, Journal of Marketing, Journal of Marketing Research, Marketing Science, Management Science, and International Journal of Research in Marketing. Dr. Pieters has published in the Journal of Personality and Social Psychology, Organizational Behavior and Human Decision Processes, European Journal of Social Psychology, Emotion, Psychological Science, Journal of Economic Literature. His research concerns attention and memory processes in marketing communication and the role of emotions in consumer decision making. He has served as Co-Chair of the Association for Consumer Research annual conference and has co-organized special conferences on visual marketing, social communication, and service marketing and management. He has taught internationally at Pennsylvania State University; University of Innsbruck, Austria; Koc University, Turkey; and the University of Auckland, New Zealand. Dr. Pieters has been Strategy Director for National and International clients at the Prad/FCB Advertising Agency, Amsterdam office. He bakes bread, rides bikes, and drinks hoppy, fermented barley beverages, all except the first in moderation.

Eugene Chan is an Associate Professor in the Division of Consumer Science at Purdue University in Indiana, USA. Eugene has previously taught marketing at both Monash University in Melbourne, and at The University of Technology, Sydney, Australia. He grew up in Toronto and received his PhD from the University of Toronto after receiving his undergraduate and master’s degrees in psychology from Michigan and Chicago, respectively. His research interests are in consumer, financial and political decision-making. His work has been published in outlets such as Computers in Human Behavior, European Journal of Marketing, European Journal of Social Psychology, Evolution and Human Behavior, International Journal of Research in Marketing, and Organizational Behavior and Human Decision Processes. He teaches consumer behaviour, marketing research and services marketing at undergraduate, master’s and doctoral levels.

Gavin Northey (PhD, Western Sydney University) is a senior lecturer in marketing at Griffith University (Gold Coast). Having worked in both industry and academia, he sees the continual transfer of evidence-based knowledge between the two as a defining career objective. As a researcher, Gavin focuses on both the causes and implications of consumer behaviour in different marketing scenarios. He loosely follows a constructivist approach to examine the effects of both learned and developmental knowledge on human behaviour. A committed sensory marketer, he believes the human sensory modalities are the nexus for a firm's product offerings and its long-term competitive advantage. While teaching at the University Of Auckland from 2016, Gavin won several prestigious grants and was been named as ‘Outstanding Reviewer’ by the European Journal of Marketing, 2018; ‘Best Reviewer’ (Marketing Theory & Research) for the 2017 ANZMAC conference, and ‘Best Reviewer’ (Consumer Behaviour) for the 2016 ANZMAC conference.

  • Four types of ‘Considerations' boxes present examples and key information: Cultural considerations, Technological considerations, including social media, International considerations, Research considerations, highlighting interesting examples of applied marketing research.
  • ‘Conceptual Model and Overview’ frames each part, with a related concept map in each chapter.
  • Chapter concept maps provide a visual overview of the key concepts in each chapter and how these concepts connect to each other.
  • ‘Marketing Implications’ boxes outline regionally relevant examples of marketing implications, or key information that supports the content presented in each chapter.
  • Marketing Implications boxes explore the marketing-specific implications of decisions, as well as key information that supports the content presented in the chapter.
  • Considerations boxes contain examples and current key information to engage students and extend their thinking.
  • End-of-chapter features include summaries, review questions, case studies linking theory to actual consumer behaviour, ensuring that students have a rich learning experience.
  • End-of-chapter summary, review questions, case studies.
  • Part-opening Conceptual Model provides an overview of the book, explaining how each part, and then each chapter, is linked.
  • Opening vignette and a Consumer Behaviour case open and close each chapter, locating the topic in its context.
  • Vignettes at the beginning and cases at the end frame each chapter. These present regionally relevant examples suited to undergraduate students, demonstrating the way theory works in real-world examples.

Table of Contents

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Part 1 An Introduction to Consumer Behaviour
1. Understanding consumer behaviour
Appendix: Conducting research in consumer behaviour
Part 2 The Psychological Core
2. Motivation, ability and opportunity
3. From exposure to comprehension
4. Memory and knowledge
5. Attitudes and persuasion
Part 3 The Process of Making Decisions
6. Problem recognition and information search
7. Judgement and decision making
8. Post-decision process
Part 4 The Consumer’s Culture
9. Social influences on consumer behaviour
10. Consumer diversity
11. External and internal influences on consumer behaviour
Part 5 Consumer Behaviour Outcomes and Issues
12. Innovations: adoption, resistance, and diffusion
13. Symbolic consumer behaviour
14. Marketing, ethics, and social and social responsibility in today’s consumer society

Cengage provides a range of supplements that are updated in coordination with the main title selection. For more information about these supplements, contact your Learning Consultant.

CourseMate Express for Hoyer's Consumer Behaviour, 2-term Instant Access

Reinforce student learning with online study tools. New, print versions of this textbook come with bonus online study tools on the CourseMate Express platform. The interactive learning tools in CourseMate Express for Hoyer's Consumer Behaviour include research activities, quizzes, audio summaries, flahcards and much more..

Instructor Companion Website for Hoyer Consumer Behaviour

Everything you need for your course in one place! This collection of product-specific lecture and class tools is available online via the instructor resource centre at www.cengage.com/login. You'll be able to access and download materials such as PowerPoint presentations, images, and the instructor’s manual. New to this edition robust PowerPoint lecture outlines that have been designed for an active classroom with reading check questions and Think-Pair-Share questions as well as the traditional section by section outline.

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Consumer Behaviour: Asia-Pacific Edition

  • ISBN-10: 0170362019
  • ISBN-13: 9780170362016

Price USD$ 118.50


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