Buch, Englisch, 200 Seiten, Format (B × H): 156 mm x 234 mm
Understanding Customer Behaviour with the ABC Approach
Buch, Englisch, 200 Seiten, Format (B × H): 156 mm x 234 mm
ISBN: 978-1-032-89116-3
Verlag: Taylor & Francis Ltd
This lively and engaging book helps marketers create more effective strategies and campaigns. It explores why customers behave the way they do, drawing on hundreds of psychological theories and showing how these can be applied to marketing practice.
The book presents a broad framework, grouping psychology theories together into a simple to follow ‘ABC’ approach: Understanding your audience, communicating brand perception and helping customers to make the right choice – posing key questions to consider. Understanding the basics of psychology gives invaluable insight into customer behaviour, whether in B2C, B2B or non-profit contexts. Written by authors with expertise in both marketing psychology and marketing practice, the book presents the latest research in a way that will be accessible to all, guiding readers through the psychology underpinning marketing to understand human behaviour and explain what we know about how customers think.
Offering effective strategies to develop successful marketing plans, Marketing and Psychology is essential reading for marketing practitioners, from early career to seasoned professionals. It will also be relevant reading for students of marketing, consumer psychology, and advertising.
Zielgruppe
Professional Practice & Development, Professional Reference, Undergraduate Advanced, and Undergraduate Core
Autoren/Hrsg.
Fachgebiete
Weitere Infos & Material
Contents
About the authors
Contents
List of figures
Acknowledgements
Introduction
Chapter 1.
Marketing & Psychology in Practice.
Chapter 2.
Audience: Using Psychology for Segmentation.
Personality – five traits.
Personality – dark triad.
Intelligence.
Socioeconomics
Geography (culture)
Age.
Sex and gender
Chapter 3.
Audience: Customer Disposition.
Attitude.
Beliefs.
Values.
Morals.
Motivation.
Executive functions.
Self-evaluation.
Chapter 4.
Audience: Navigating Social Dynamics.
Relationships with others.
Using others as reference points.
Impression management
The influence of crowds.
Chapter 5.
Brand: Shaping Brand Perception.
Attention.
Cognition.
Emotion.
Branding.
Messaging.
Storytelling.
Language.
Humour
Memory aides.
Visual senses.
Aural senses.
Chapter 6.
Brand: Finding The Right Voices.
Judgement of people.
Likeability and authenticity.
Credibility.
Authority and status.
Chapter 7.
Choice: Embedding Your Brand in Memory.
Implicit and explicit memory.
Long-term v short-term memory.
Rumination.
Other memory effects.
Information processing.
Conditioning.
Chapter 8.
Choice: Recognizing Biases and Demonstrating Value.
Reference-dependence.
Loss and gain.
Time-related assessment
Effort
Ownership.
Choice.
Presentation of prices.
Self-control and decision-making.
Assessment of chance and logical fallacies.
Time perception when making decisions.
Involvement
Summary.
References.
Index.
