Attitude, Identity, and Influence
Published on 11. August 2025
Book
Paperback/Softback
368 pages
978-1-63651-600-4 (ISBN)
Description
Attitude, Identity, and Influence by James R. Bettman offers a compelling look into how internal beliefs and social dynamics shape consumer behavior. This book explores the psychological underpinnings of attitude formation, the role of self-concept in brand choice, and how consumers navigate influence from peers, culture, and media.
Bettman synthesizes research from social psychology and behavioral marketing to explain how identity-driven motives interact with cognitive processing. Topics include value alignment, attitude strength, resistance to persuasion, and the influence of group norms on purchasing behavior. The result is a rich analysis of how who we are-and who we want to be-affects what we buy.
A valuable resource for researchers, marketers, and branding professionals, this book highlights strategies to connect authentically with consumers based on identity relevance and attitudinal resonance. As part of the Legend in Consumer Behavior series, Bettman's work continues to illuminate the complex forces that shape modern consumer decision-making.
More details
Language
English
Product notice
Paperback (trade)
Unsewn / adhesive bound
Dimensions
Height: 229 mm
Width: 152 mm
Thickness: 20 mm
Weight
533 gr
ISBN-13
978-1-63651-600-4 (9781636516004)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Persons
James R. Bettman is Burlington Industries Professor and a member of the Marketing Faculty at the Fuqua School of Business and Professor of Psychology and Neuroscience at Duke University. He received his BA (mathematics-economics) and PhD (administrative sciences) from Yale University. Prior to joining Duke, he was on the faculty at University of California, Los Angeles (UCLA). His research focuses on consumer information processing and decision-making, particularly constructive preferences, how decision-makers adapt, eff ects of emotion, the role of nonconscious processes, and how people build identities using consumption. His publications include two books, An Information Processing Th eory of Consumer Choice and Th e Adaptive Decision Maker, a monograph, "Emotional Decisions: Tradeoff Diffi culty and Coping in Consumer Choice", and over 120 research papers in marketing, consumer research, psychology, management, and neuroscience. He is on the Journal of Consumer Research (JCR) and Journal of Consumer Psychology editorial boards, is an Associate Editor for the Journal of Marketing Research, and has been a co-editor for JCR. Bettman has been recognized for PhD mentorship throughout his career, receiving Duke's Award for Excellence in Mentoring. He has chaired or co-chaired forty PhD committees. Professor Bettman is a Fellow of the American Psychological Association, the American Psychological Society, the Association for Consumer Research, and the American Marketing Association, and a past president of the Association for Consumer Research. He has received the Converse Award, the AMA/Irwin/McGraw-Hill Distinguished Marketing Educator Award, Consumer Behavior Special Interest Group Lifetime Achievement Award, Harold Maynard Award, Paul Green Award, and William O'Dell Award from the American Marketing Association; a Career Contribution Award from the Society for Consumer Psychology; a Distinguished Service Award and an Outstanding Reviewer Award from the Journal of Consumer Research; and was awarded the Leo Melamed Prize for outstanding scholarship. He also received teaching awards at both UCLA and Duke. In addition to research and mentoring PhD students, Professor Bettman's loves are his wife Joan, his son David, dark chocolate, and rock and roll (ranging from the music of the 1950s to often obscure current alternative bands).