Psychology of the Consumer and Its Development

1. Introduction. 2. Attention and Awareness. Modes and Levels. Results of Increased Attention. Variables of Attention. Mainly-Stimulus Variables. Between-Stimulus Variables. 3. Inferences of Organization and Meaning. Inferences of Organization. Perceptual Organization. Memory Organization. Inferences of Completion. Visual Construction. Auditory Constructio. Inferences of Meaning. 4. Cognition, Reasoning, and Choosing. General Principles of Memory. Inferences of Reasoning. Distortions of Inference. Making Choices: Cognitive Elements. 5. Aspects of the Unconscious. Unconscious Memory Influences. Subliminal Perception. Subattentional Perception. Background Music. Freudian Symbolism. 6. Affect, Emotion, and Involvement. Definitions and Distinctions. Cognitive Impact of Affect. Making Choices: Affective Elements. 7. Attitudes and Persuasion. Overview and Definitions. Attitude Formation: The Cognitive Component. Schema Congruity Theory. Attitude Formation: The Affective Component. Variables of Attitudinal Change. 8. Psychological Needs. Need to Feel Worth. Sources of Self-Worth. Cohort Versus Age Differences. Other Approaches to Psychological Needs. 9. Classical Conditioning in Marketing. Classical Conditioning Basics. Affective Conditioning. Cognitive Conditioning. 10. Operant Conditioning in Marketing. Simple Conditioning. Complex Conditioning. The Nature of Reinforcement. 11. Culture and Family Influences. The Role of Culture. Family Dynamics. 12. Developmental Factors. Our Personal History of Affect and Cognition. Information Processing in Children. Information Processing in Older Adults. Processing Deficits. References. Index.