Advancing Consumer Psychology
Selected Topics and Approaches
Will be published approx. on 14. July 2026
Book
Hardback
330 pages
978-1-0353-5967-7 (ISBN)
Description
This incisive book examines the motivations behind consumer psychology and investigates future directions in the field. Leading experts adopt an interdisciplinary approach, evaluating the foundations, structural issues and factors influencing the evolution of consumer psychology.
Contributors assess structural advancements, including a shift in the debate around the replication crisis, as well as new theories on fundamental constructs such as extreme attitudes and judgment under uncertainty. Chapters explore the impact of technological developments, health disparity, consumer beliefs, trust and complaints, analysing consumer agency, behaviour and attitudes in these contexts. This book provides a platform for progressing research and practice, highlighting methods and examples that promote further studies in this field.
Advancing Consumer Psychology is a valuable resource for scholars and students of business and management, psychology, marketing and economics. Practitioners in branding, business and marketing will also benefit from the insights into the changing nature of consumer psychology and projections for its future.
Contributors assess structural advancements, including a shift in the debate around the replication crisis, as well as new theories on fundamental constructs such as extreme attitudes and judgment under uncertainty. Chapters explore the impact of technological developments, health disparity, consumer beliefs, trust and complaints, analysing consumer agency, behaviour and attitudes in these contexts. This book provides a platform for progressing research and practice, highlighting methods and examples that promote further studies in this field.
Advancing Consumer Psychology is a valuable resource for scholars and students of business and management, psychology, marketing and economics. Practitioners in branding, business and marketing will also benefit from the insights into the changing nature of consumer psychology and projections for its future.
Reviews / Votes
'This volume makes a strong case for why advancing consumer psychology truly matters for understanding the human condition. Written by scholars who have shaped the field, it offers deep theoretical insight while engaging foundational ideas, methodological issues, and pressing societal concerns. It's essential reading-and a book I expect to return to often, and use extensively, in my PhD seminar.' -- Rajesh Bagchi, Pamplin College of Business, Virginia Tech, USA 'The outstanding feature of this book is its coverage of cutting-edge topics that reflect the current and emerging profile of consumer psychology. I know of no other treatment that accomplishes this undertaking so thoughtfully and well.' -- Robert Cialdini, Arizona State University and Founder of Influence at Work, USA 'A thought-provoking collection that redefines the frontiers of consumer psychology, blending rigorous theory with timely real-world relevance. By integrating diverse perspectives and emerging insights, this book offers a compelling framework for understanding how consumers think, decide, and behave in an increasingly complex and dynamic marketplace.' -- Alexander Chernev, Northwestern University, USAMore details
Series
Language
English
Place of publication
Cheltenham
United Kingdom
Target group
Professional and scholarly
Dimensions
Height: 234 mm
Width: 156 mm
ISBN-13
978-1-0353-5967-7 (9781035359677)
Copyright in bibliographic data is held by Nielsen Book Services Limited or its licensors: all rights reserved.
Schweitzer Classification
Persons
Edited by Paul M. Herr, Professor Emeritus of Marketing and Virginia-Carolinas Professor Emeritus of Purchasing Management, Pamplin College of Business, Virginia Tech, Alexander Fedorikhin, Associate Professor of Marketing, Kelley School of Business, Dawn Iacobucci, E. Bronson Ingram Chair Emerita and Professor Emerita Management in Marketing, Owen Graduate School of Management, Vanderbilt University and Frank R. Kardes, Distinguished University Research Professor and Donald E. Weston Professor of Marketing, Department of Marketing, Carl H. Lindner College of Business, University of Cincinnati, USA
Content
Contents
1 An introduction to Advancing Consumer Psychology:
Selected topics and approaches 1
Paul M. Herr, Alexander Fedorikhin, Dawn Iacobucci, and
Frank R. Kardes
2 On the meaning and use of structural concepts in consumer
research 7
Richard P. Bagozzi
3 Replication in behavioral research: Mission impossible 31
David Brinberg and Dawn Iacobucci
4 Consumer extremism: An attitude strength perspective 58
Brett S. Burton, Richard E. Petty, and Pablo Brinol
5 Consumers' persuasion: Persuaders' triggers, targeting, and
tactics 81
Derek D. Rucker, Jesse D'Agostino, and Mark Dyer
6 Epistemic inference theory: Subjective uncertainty and the
conditions for inference formation 102
Donald R. Gaffney, Frank R. Kardes, and Steven S. Posavac
7 The transition to generative AI in consumer research: Moving
beyond algorithm aversion and the road ahead 129
Umair Usman, Adam Duhachek, Aaron Garvey, and Tae Woo Kim
8 Closing the intention-action gap: A behavioral science
approach to enhancing sustainable food choices 156
Gizem Ceylan and Ravi Dhar
9 The social optics of monetized UGC contests: Reward size
influences peer upvotes 188
Debjit Gupta, Dipankar Chakravarti, and Juncai Jiang
10 Improving health support programs through cultural sensitivity 213
Donnel Briley
11 Snake oil marketing: An agenda for consumer research 234
Ty Longmire-Monford and Philip M. Fernbach
12 Conditions and reasons for consumer trust 256
Jacob (Jiajun) Li and Kent Grayson
13 Consumer complaining and company response processes:
Critical questions, answers, and suggestions for future research 275
Zhiying Ben, Paurav Shukla, Mansur Khamitov, and Martin
H. Kunc
14 Afterword: On advancing a discipline 298
Paul M. Herr
1 An introduction to Advancing Consumer Psychology:
Selected topics and approaches 1
Paul M. Herr, Alexander Fedorikhin, Dawn Iacobucci, and
Frank R. Kardes
2 On the meaning and use of structural concepts in consumer
research 7
Richard P. Bagozzi
3 Replication in behavioral research: Mission impossible 31
David Brinberg and Dawn Iacobucci
4 Consumer extremism: An attitude strength perspective 58
Brett S. Burton, Richard E. Petty, and Pablo Brinol
5 Consumers' persuasion: Persuaders' triggers, targeting, and
tactics 81
Derek D. Rucker, Jesse D'Agostino, and Mark Dyer
6 Epistemic inference theory: Subjective uncertainty and the
conditions for inference formation 102
Donald R. Gaffney, Frank R. Kardes, and Steven S. Posavac
7 The transition to generative AI in consumer research: Moving
beyond algorithm aversion and the road ahead 129
Umair Usman, Adam Duhachek, Aaron Garvey, and Tae Woo Kim
8 Closing the intention-action gap: A behavioral science
approach to enhancing sustainable food choices 156
Gizem Ceylan and Ravi Dhar
9 The social optics of monetized UGC contests: Reward size
influences peer upvotes 188
Debjit Gupta, Dipankar Chakravarti, and Juncai Jiang
10 Improving health support programs through cultural sensitivity 213
Donnel Briley
11 Snake oil marketing: An agenda for consumer research 234
Ty Longmire-Monford and Philip M. Fernbach
12 Conditions and reasons for consumer trust 256
Jacob (Jiajun) Li and Kent Grayson
13 Consumer complaining and company response processes:
Critical questions, answers, and suggestions for future research 275
Zhiying Ben, Paurav Shukla, Mansur Khamitov, and Martin
H. Kunc
14 Afterword: On advancing a discipline 298
Paul M. Herr