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Further reading
Ehrenberg, A. S. C. (1988) Repeat Buying, 2nd
edn, Griffin, Edinburgh. A landmark mono-
graph which is fundamental to understand-
ing patterns of buyer behaviour over time on
the basis of painstaking empirical observa-
tion and analysis. A very necessary antidote
to the near-ubiquitous and uncritical pre-
sentation of cognitive information processing
as the sole approach to understanding con-
sumer choice.
Foxall, G. R. (1997) Marketing Psychology: The
Paradigm in the Wings, Macmillan, London.
Marketing Psychologyportrays the behaviour
of consumers as influenced by its environ-
mental consequences and extends this analy-
sis to marketing management by proposing a
novel understanding of the marketing firm.
The book undertakes a behaviour analysis of
consumer choice, based on a critical exten-
sion of radical behaviourism to the inter-
pretation of human economic behaviour. This
suggests that consumer behaviour is
explained by locating it among the environ-
mental contingencies that shape and main-
tain it. The analysis of the marketing firm
construes marketing management as resting
on a behaviouristic understanding of con-
sumer choice and of the role of the firm in the
attempted prediction and control of con-
sumer behaviour.
Foxall, G. R. (2002) Consumer Behaviour Analysis:
Critical Perspectives in Business and Manage-
ment, Routledge, London. These three volu-
mes take further the analysis begun in
Marketing Psychology, bringing together a
large collection of articles that trace the
development of consumer behaviour analy-
sis as an alternative paradigm for consumer
research and marketing management.
Foxall, G. R., Goldsmith, R. E. and Brown, S.
(1998)Consumer Psychology for Marketing, 2nd
edn, International Thomson Business Press,
London. A new edition of this textbook of
consumer behaviour which integrates recent