104 CHAPTER5ANALYZINGCONSUMERMARKETS ANDBUYERBEHAVIOR
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Demographics,July 1996, pp. 38–43; information on iVALS from http://www.future.sri.com
(September 1999).- Stuart Elliott, “Sampling Tastes of a Changing Russia,”New York Times,April 1, 1992,
pp. D1, D19. - See Harold H. Kassarjian and Mary Jane Sheffet, “Personality and Consumer Behavior: An
Update,” in Perspectives in Consumer Behavior,ed. Harold H. Kassarjian and Thomas S.
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Consumer Research,December 1982, pp. 287–300. - See Thomas J. Reynolds and Jonathan Gutman, “Laddering Theory, Method, Analysis, and
Interpretation,”Journal of Advertising Research,February–March 1988, pp. 11–34. - Abraham Maslow, Motivation and Personality(New York: Harper & Row, 1954), pp. 80–106.
- See Frederick Herzberg, Work and the Nature of Man(Cleveland, OH: William Collins,
1966); and Henk Thierry and Agnes M. Koopman-Iwerna, “Motivation and Satisfaction,” in
Handbook of Work and Organizational Psychology,ed. P. J. Drenth (New York: John Wiley,
1984), pp. 141–42. - Bernard Berelson and Gary A. Steiner, Human Behavior: An Inventory of Scientific Findings
(New York: Harcourt Brace Jovanovich, 1964), p. 88. - See Alice M. Tybout, Bobby J. Calder, and Brian Sternthal, “Using Information Processing
Theory to Design Marketing Strategies,”Journal of Marketing Research,February 1981,
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- See David Krech, Richard S. Crutchfield, and Egerton L. Ballachey, Individual in Society
(New York: McGraw-Hill, 1962), ch. 2. - Melanie Wells, “Got a Milk Mustache? Campaign’s Popularity Staying Fresh,”USA Today
Ad Track,July 13, 1999, http://www.usatoday.com; Jill Venter, “Milk Mustache Campaign Is a Hit
with Teens,”St. Louis Post-Dispatch,April 1, 1998, p. E1; Dave Fusaro, “The Milk
Mustache,”Dairy Foods,April 1997, p. 75; Judann Pollack, “Milk: Kurt Graetzer,”
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- Marketing scholars have developed several models of the consumer buying process. See
John A. Howard and Jagdish N. Sheth, The Theory of Buyer Behavior(New York: Wiley, 1969);
and James F. Engel, Roger D. Blackwell, and Paul W. Miniard, Consumer Behavior,8th ed.
(Fort Worth, TX: Dryden, 1994). - See William P. Putsis, Jr. and Narasimhan Srinivasan, “Buying or Just Browsing? The
Duration of Purchase Deliberation,”Journal of Marketing Research,August 1994,
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Performance: An Alternative Conceptualization,”Journal of Marketing,October 1975,
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Heterogeneous Consideration Sets,”Marketing Science 14, no. 3, pt. 2 (1995), 326–42; and
Lee G. Cooper and Akihiro Inoue, “Building Market Structures from Consumer
Preferences,”Journal of Marketing Research33, no. 3 (August 1996), 293–306. - See Paul E. Green and Yoram Wind, Multiattribute Decisions in Marketing: A Measurement
Approach(Hinsdale, IL: Dryden, 1973), ch. 2; Leigh McAlister, “Choosing Multiple Items
from a Product Class,”Journal of Consumer Research,December 1979, pp. 213–24. - This expectancy-value model was developed by Martin Fishbein, “Attitudes and Prediction
of Behavior,” in Readings in Attitude Theory and Measurement,ed. Martin Fishbein (New York:
John Wiley, 1967), pp. 477–92. For a critical review, see Paul W. Miniard and Joel B.