By John O'Shaughnessy

This quantity offers the basics had to comprehend many of the explanatory structures and methodologies utilized in the habit sciences and to guage their findings, particularly the literature and findings on client habit. In transparent prose, the writer discusses the main concerns in glossy philosophy, psychology, and sociology and their relevance for the scholar of selling and patron habit. O'Shaughnessy exploits insights from many disciplines as to the numerous how one can derive figuring out of behavioral phenomena, making it available not just to teachers and scholars of promoting, yet to pros besides.

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Additional resources for Explaining Buyer Behavior: Central Concepts and Philosophy of Science Issues

Sample text

Although there are no constant conjunctions or non-trivial universal regularities in marketing, there is nonetheless considerable interest in establishing statistical regularities, whether explanatory or not, as long as they help in prediction. Elster (1983) classifies these regularity models into four groups: 1. The deductive-statistical model. This deduces some statistical regularity from the assumption that some stochastic process is at work. The base model is commonly a well-established model in statistics or mathematics.

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In research on buyer behavior, causal relationships might be assumed to cover any of the following: 1. External factors causing buying action. The external factors viewed as causing buying response might be culture, reference group pressure, brand name, packaging, and so on. 2. Mental state causing buying action. The mental states viewed as causing buying response might be attitude, degree of involvement with the purchase, personality, and so on. 3. External factors causing mental state. , favorable attitude toward the brand) might be trial usage of the brand, advertising, medical recommendation, and so on.

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