The Psychology of Marketing

Contents: Preface; Market psychology in the context of systematics; Part 1 Cognition Theories: Theories of perception and social judgement formation as starting points; The theory of social comparisons; The theory of cognitive dissonance; The theory of psychological reactance; Attribution theories; Cognitive response; Theories of information processing; Judgment heuristics. Part 2 On the Development of Personality Via Perception and on Through to Memory: Developmental psychology; Personality theories; The psychology of perception; Learning theory. Part 3 Motivation and Emotion: Motivation; Emotions. Part 4 Power, Control and Exchange: Power; Theories of control - customers' desire for control; Exchange theories - equity as a prerequisite of enduring customer relationships. Part 5 The LayPerson as Psychologist, and the Search for Insight: Lay epistemology; Biological Psychology - Scientific Bases of Economical Behaviour. Part 6 Case Studies in Market Psychology: The global housing boom: local dimensions, G. Jason Goddard; Gadgetry and the elusive search for self, G. Jason Goddard; Niche markets for organic agricultural products: Pars and the EU, Masood Kavoossi; Marketing microfinance in Ghana, G. Jason Goddard; Bon Appetit Café and Deli, G. Jason Goddard; Lappset: how to market an innovative product in a highly competitive area, Wencke Gwozdz, Kai Hockerts and Lucia A. Reisch; O'Fortuna, Ronald K. Palmgren; Index.