Explaining Buyer Behavior: Central Concepts and Philosophy of Science Issues

Hardcover | January 1, 1993

EditorJohn OShaughnessy

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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 modernphilosophy, 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.

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From Our Editors

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 th...

From the Publisher

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 modernphilosophy, psychology, and sociology and th...

From the Jacket

This book 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 the...

John O'Shaughnessy is at Graduate School of Business, Columbia University.

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Format:HardcoverDimensions:400 pages, 9.57 × 6.5 × 1.5 inPublished:January 1, 1993Publisher:Oxford University Press

The following ISBNs are associated with this title:

ISBN - 10:0195071085

ISBN - 13:9780195071085

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Table of Contents

1. Marketing Management and the Behavioral Sciences2. Explanation3. Causal Explanation4. Causal Temporal Modes of Explanation5. Teleological Explanation: Goal Ascription, Reasons, and the Rationality Principle6. Teleological Explanation: Function Ascription7. Explanatory Systems of Psychology8. Explanatory Systems of Sociology9. Emotion: A Multidisciplinary Approach10. Understanding Consumer Actions Using Social Science Sensitizing Concepts11. Philosophical Controversies Underlying Explanatory Systems and Methodologies12. Research Methodology13. Choosing Explanatory Theory: Recent Controversies in the Philosophy of ScienceDiscussion QuestionsName IndexSubject Index

From Our Editors

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 beh

Editorial Reviews

"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