Explaining Buyer Behavior : Central Concepts and Philosophy of Science Issues - John O'Shaughnessy

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Explaining Buyer Behavior

Central Concepts and Philosophy of Science Issues

By: John O'Shaughnessy (Editor)

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Hardcover | 1 March 1992

At a Glance

Hardcover
396 Pages

Dimensions(cm)
22.86 x 15.24 x 2.54

Hardcover

$200.15

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With the globalization of markets, heightened competition within various market sectors, and more demands on companies to increase profits, it is of great importance to understand the most effective manner in which marketing managers can reach the appropriate consumer. It is also necessary to use effective systems and tools to study the actions and inactivity of potential buyers. Explaining Buyer Behavior provides the fundamentals needed to understand the various explanatory systems and methodologies used in the behavior sciences and to evaluate their findings, in particular the literature and findings on buyer behavior. The work also shows how to evaluate various findings on buyer behavior and how to discuss the strengths and weaknesses, as well as the applicability of these findings to marketing. In clear prose, John O'Shaughnessy discusses the key issues in modern philosophy, psychology, and sociology and their relevance for the student of marketing and buyer behavior. He exploits insights from many disciplines as to the many ways to derive understanding of behavioral phenomena, making it accessible not only to academics and students of marketing, but to professionals as well.

Industry Reviews

"Serious readers will find viable and useful fundamentals for understanding and appraising models and other less-structured explanations of buyer behavior....Ideally, all students of marketing, as well as marketing managers, should possess thorough grounding in philosophy and the behavioral sciences; however, frequently time constraints restrict our keeping abreast of developments in those fields as they pertain to marketing. A careful reading of [this book] can do much to close the gap and to serve as a guide for further investigation."--Choice "This is one of those rare contributions to the marketing literature that deserves the attention of all those involved in the profession."--Journal of Macromarketing "Serious readers will find viable and useful fundamentals for understanding and appraising models and other less-structured explanations of buyer behavior....Ideally, all students of marketing, as well as marketing managers, should possess thorough grounding in philosophy and the behavioral sciences; however, frequently time constraints restrict our keeping abreast of developments in those fields as they pertain to marketing. A careful reading of [this book] can do much to close the gap and to serve as a guide for further investigation."--Choice "This is one of those rare contributions to the marketing literature that deserves the attention of all those involved in the profession."--Journal of Macromarketing

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