Explaining Buyer Behavior
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Explaining Buyer Behavior : Central Concepts and Philosophy of Science Issues

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This volume 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. In clear prose, the author discusses the key issues in modern philosophy, psychology, and sociology and their relevance for the student of marketing and buyer behavior. O'Shaughnessy 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.show more

Product details

  • Hardback | 392 pages
  • 164.1 x 243.6 x 35.3mm | 865.91g
  • Oxford University Press Inc
  • New York, United States
  • English
  • line drawings, tables
  • 0195071085
  • 9780195071085

Review quote

`This is one of those rare contributions to the marketing literature that deserves the attention of all those involved in the profession ... Reading the book from cover to cover is required ... it will teach us much.' Journal of Macromarketingshow more

Back cover copy

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.show more

About John O'Shaughnessy

Author of Why People Buy (OUP 1987)show more

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