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Legends in Consumer Behavior: James R. Bettman
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Legends in Consumer Behavior: James R. Bettman

Six Volume Set
Edited by:
  • Jagdish N. Sheth - Ph.D., Charles H. Kellstadt Professor of Marketing, Goizueta Business School, Emory University, USA


© 2016 | 2 220 pages | SAGE Publications Pvt. Ltd

The Legends in Consumer Behavior series captures the essence of the most important contributions made in the field of consumer behavior in the past several decades. It reproduces the seminal works of legends in the field, which are supplemented by interviews of these legends as well as by the opinions of other scholars about their work.

The series comprises various sets, each focusing on the multiple ways in which a legend has contributed to the field. This fourth set in the series, consisting of six volumes, is a tribute to James R. Bettman, one of the most prolific contemporary consumer behavior and marketing scholars.

James R. Bettman is Burlington Industries Professor of Business Administration 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 his appointment at Duke, he was on the faculty at UCLA. His research focuses on consumer information processing and decision making, particularly constructive preferences, how decision makers adapt to different situations, effects of emotion and stress on decision making, the role of nonconscious processes in consumer behavior, and how people use consumption in forming identities.

His publications include two books, An Information Processing Theory of Consumer Choice and The Adaptive Decision Maker, and a monograph, Emotional Decisions: Tradeoff Difficulty and Coping in Consumer Choice. His research papers (over 120) appear in journals in marketing, consumer research, psychology, management, and neuroscience. He is a member of the editorial review boards for the Journal of Consumer Research and Journal of Consumer Psychology, is an associate editor for the Journal of Marketing Research, and has previously served as co-editor for the JCR, and also as an editor of its monographs. Bettman has been recognized for his PhD mentorship throughout his career, receiving the Duke University Dean’s Award for Excellence in Mentoring in 2006. He has chaired or co-chaired 40 PhD committees at Fuqua and UCLA. He is a Fellow of the American Psychological Association, the American Psychological Society, and the Association for Consumer Research.

The series is edited by Jagdish N. Sheth who is the Charles H. Kellstadt Professor of Marketing in the Goizueta Business School at Emory University, Georgia, U.S.A. He is the Past President of the Association for Consumer Research, as well as Division 23 (Consumer Psychology) of the American Psychological Association. He is also a Fellow of APA. Professor Sheth is the co-author of the Howard-Sheth Theory of Buyer Behavior, a classic in consumer behavior published in 1969.

This set includes:

Volume 1: Consumer Information Processing:  Decision Making
Edited by: John G. Lynch, Jr.

Volume 2: Consumer Information Processing: Marketing Applications
Edited by: Mita Sujan

Volume 3: Adaptive Decision Making
Edited by: John W. Payne

Volume 4: Emotion, Adaptive Decision Making and Consumer Behavior
Edited by: Mary Frances Luce

Volume 5: Recent Work on Consumer  Information Processing
Edited by: Itamar Simonson

Volume 6: Attitude, Identity, and Influence
Edited by: Jennifer E. Escalas

John Lynch
VOLUME 1: CONSUMER INFORMATION PROCESSING: DECISION MAKING
 
Appendix of Sources
Jagdish N. Sheth
Series Introduction
Jagdish N. Sheth
Set Introduction
John Lynch
Volume Introduction – Consumer Information Processing: Decision Making
E.J. Johnson and J.W. Payne
Literature Reviews / Consumer Psychology / Consumer Decision Making
 
Memory Factors in Consumer Choice: A Review
 
Consumer Information Acquisition and Search Strategies
 
Consumer Information Processing: What a Long, Strange Trip It's Been
 
Decision Nets
 
Information Processing Models of Consumer Behavior
 
The Structure of Consumer Choice Processes
 
A Graph Theory Approach to Comparing Consumer Information Processing Models
 
Toward a Statistics for Consumer Decision Net Models
 
Decision Net Models of Buyer Information Processing and Choice: Findings, Problems, and Prospects
 
Decision Processes
P. Kakkar
Effects of Information Presentation Format on Consumer Information Acquisition Strategies
M. Zins
Information Format and Choice Task Effects in Decision Making
M. Zins
Constructive Processes in Consumer Choice
C. W. Park
Implications of a Constructive View of Choice for Analysis of Protocol Data: A Coding Scheme for Elements of Choice Processes
C.W. Park
Effects of Prior Knowledge and Experience and Phase of the Choice Process on Consumer Decision Processes: A Protocol Analysis
 
A Functional Analysis of the Role of Overall Evaluation of Alternatives in Choice Processes
Peter Wright, Joe Alba, Dipankar Chakravarti
Perspectives of Other Scholars
James R. Bettman
John Lynch interviews
 
VOLUME 2: CONSUMER INFORMATION PROCESSING: MARKETING APPLICATIONS
Mita Sujan
Volume Editor
 
Appendix of Sources
Jagdish N. Sheth
Series Introduction
Jagdish N. Sheth
Set Introduction
Mita Sujan
Volume Introduction – Consumer Information Processing: Marketing Applications
 
Perceived Risk
 
Perceived Risk and Its Components: A Model and Empirical Test
 
Information Integration in Consumer Risk Perception: A Comparison of Two Models of Component Conceptualization
 
Policy Implications
 
Issues in Designing Consumer Information Environments
John W. Payne and R. Staelin
Cognitive Considerations in Designing Effective Labels for Presenting Risk Information
 
Branding
 
Relationship of Information Processing Attitude Structures to Private Brand Purchasing Behavior
Mita Sujan
Effects of Framing on Evaluation of Comparable and Noncomparable Alternatives by Expert and Novice Consumers
Mita Sujan
The Effects of Brand Positioning Strategies on Consumers' Brand and Category Perceptions: Some Insights from Schema Research
 
Attributions about Performance and Price-Quality Perceptions
B.A. Weitz
Attributions in the Board Room: Causal Reasoning in Corporate Annual Reports
D. Roedder John, and C.A. Scott
Sampling Data for Covariation Assessment: The Effect of Prior Beliefs on Search Patterns
D. Roedder John, and C.A. Scott
Covariation Assessment by Consumers
E.H. Creyer, D. Roedder John, and C.A. Scott
Covariation Assessment in Rank Order Data
 
Information Processing and Selling
M. Sujan and H. Sujan
Effects of Consumer Expectations on Information Processing in Selling Encounters
H. Sujan and M. Sujan
Knowledge Structure Differences Between More Effective and Less Effective Salespeople
Kevin Keller, Debbie John, Bob Meyer
Perspectives of Other Scholars
James R. Bettman
Mita Sujan Interviews
Mita Sujan
Interview of James R. Bettman
 
VOLUME 3: ADAPTIVE DECISION MAKING
John Payne
Volume Editor
 
Appendix of Sources
Jagdish N. Sheth
Series Introduction
Jagdish N. Sheth
Set Introduction
John Payne
Volume Introduction – Adaptive Decision Making
 
Conceptual Frameworks
J.W. Payne, and E.J. Johnson
The Adaptive Decision Maker: Effort and Accuracy in Choice
J.W. Payne, and E.J. Johnson
Behavioral Decision Research: A Constructive Processing Perspective
J.W. Payne, and E.J. Johnson
The Use of Multiple Strategies in Judgment and Choice
J.W. Payne, E.J. Johnson and M. F. Luce
An Information Processing Perspective on Choice
J.W. Payne and M. F. Luce
Behavioral Decision Research: An Overview
J.W. Payne, E. Coupey, and E.J. Johnson
A Constructive Process View of Decision Making: Multiple Strategies in Judgment and Choice
 
Processes of Adaptivity in Decision Making
 
Adaptive Strategy Selection
E.J. Johnson and J.W. Payne
Information Displays and Preference Reversals
J.W. Payne, and E.J. Johnson
Adaptive Strategy Selection in Decision Making
E.J. Johnson and J.W. Payne
Adapting to Time Constraints
E.J. Johnson and J.W. Payne
A Componential Analysis of Cognitive Effort in Choice
J.W. Payne, E.J. Johnson, and E. Coupey
Understanding Contingent Choice: A Computer Simulation Approach
E.H. Creyer, and J.W. Payne
The Impact of Accuracy and Effort Feedback and Goals on Adaptive Decision Behavior
E.J. Johnson, M. F. Luce, and J.W. Payne
Correlation, Conflict, and Choice
J.W. Payne and M. F. Luce
When Time is Money: Decision Behavior Under Opportunity-Cost Time Pressure
Ziv Carmon, Eric Johnson, Jonathan Levav
Perspectives of Other Scholars
James R. Bettman
John Payne Interviews
John Payne
Interview of James R. Bettman
 
Volume 4: EMOTION, ADAPTIVE DECISION MAKING AND CONSUMER BEHAVIOR
Mary Frances Luce
Volume Editor
 
Appendix of Sources
Jagdish N. Sheth
Series Introduction
Jagdish N. Sheth
Set Introduction
Mary Frances Luce
Volume Introduction –Emotion, Adaptive Decision Making and Consumer Behavior
 
Conceptual Frameworks
M. F. Luce and J.W. Payne
Constructive Consumer Choice Processes
M. F. Luce and J.W. Payne
The Impact of Emotional Tradeoff Difficulty on Decision Behavior
M. F. Luce and J.W. Payne
Minimizing Negative Emotion as a Decision Goal: Investigating Emotional Trade-off Difficulty
M. F. Luce and J.W. Payne
The Emotional Nature of Decision Trade-Offs
 
The Decision Maker Who Came In from the Cold
 
Emotion and Adaptive Strategy Selection
M. F. Luce and J.W. Payne
Choice Processing in Emotionally Difficult Decisions
M. F. Luce and J.W. Payne
Emotional Trade-off Difficulty and Choice
M. F. Luce and J.W. Payne
Coping with Unfavorable Attribute Values in Choice
M. F. Luce and J.W. Payne
Attribute Identities Matter: Subjective Perceptions of Attribute Characteristics
H. Sujan, M. Sujan, and T. Verhallen
Sources of Consumers’ Stress and Their Coping Strategies
 
Effects of Discrete Emotions on Consumer Behavior
L. A. Cavanaugh, M. F. Luce, and J. W. Payne
Appraising the Appraisal-Tendency Framework
Y. Zemack-Rugar, and G. Fitzsimons
The Effects of Nonconsciously Priming Emotion Concepts on Behavior
L. A. Cavanaugh, K. M. Cutright, and M. F. Luce
Hope, Pride, and Processing During Optimal and Nonoptimal Times of Day
Barbara Kahn, Punam Keller
Perspectives of Other Scholars
James R. Bettman
Mary Frances Luce Interviews
James R. Bettman by Mary Frances Luce
Interview of
 
Volume 5: RECENT WORK ON CONSUMER INFORMATION PROCESSING
 
Volume Editor Itamar Simonson
 
Appendix of Sources
Jagdish N. Sheth
Series Introduction
Jagdish N. Sheth
Set Introduction
 
Volume Introduction – Recent Work on Consumer Information Processing by Itamar Simonson
 
Conceptual Frameworks
M. F. Luce and J.W. Payne
Consumer Decision Making: A Choice Goals Approach
J. W. Payne, and D. A. Schkade
Measuring Constructed Preferences: Towards a Building Code
M. F. Luce and J.W. Payne
Preference Construction and Preference Stability: Putting the Pillow to Rest
 
Games, Unconscious Thought, and Neural Mechanisms
W. Amaldoss, and J. W. Payne
Biased but Efficient: An Analysis of Coordination Facilitated by Asymmetric Dominance
J. W. Payne, A. Samper, and M. F. Luce
Boundary Conditions on Unconscious Thought in Complex Decision Making
V. Venkataraman, J.W. Payne, M. F. Luce, and S. A. Huettel
Separate Neural Mechanisms Underlie Choices and Strategic Preferences in Risky Decision Making
 
Intertemporal Preferences
G. Zauberman, B. Kyu Kim, and Selin A. Malkoc
Discounting Time and Time Discounting: Subjective Time Perception and Intertemporal Preferences
Selin A. Malkoc and G. Zauberman
Unstuck from the Concrete: Carryover Effects of Abstract Mindsets in Intertemporal Preferences
Gal Zauberman, Aimee Drolet, Benjamin Rossi
Perspectives of Other Scholars
James R. Bettman
Itamar Simonson Interviews
Itamar Simonson
Interview of James R. Bettman
 
Volume 6: ATTITUDE, IDENTITY, AND INFLUENCE
Jennifer E. Escalas
Volume Editor
 
Appendix of Sources
Jagdish N. Sheth
Series Introduction
Jagdish N. Sheth
Set Introduction
Jennifer E. Escalas
Volume Introduction – Attitude, Identity, and Influence
 
Attitude Models
N. Capon, R. J. and Lutz
Cognitive Algebra in Multi attribute Attitude Models
N. Capon, R. J. and Lutz
Multiattribute Measurement Models and Multiattribute Attitude Theory
N. Capon, R. J. and Lutz
Information Processing in Attitude Formation and Change
 
Autobiographical Memories and Consumer Judgments
H. Baumgarter and M. Sujan
Autobiographical Memories, Affect, and Consumer Information Processing
M. Sujan and H. Baumgarter
Influencing Consumer Judgments via Autobiographical Memories: A Self-Referencing Perspective
 
Identity
J. E. Escalas
Using Narratives to Discern Self-Identity Related Consumer Goals and Motivations
J. E. Escalas
You Are What They Eat: The Influence of Reference Groups on Consumers’ Connections to Brands
R. Ferraro and B. Shiv
Let Us Eat and Drink, For Tomorrow We Shall Die: Effects of Mortality Salience and Self-Esteem on Self-Regulation in Consumer Choice
J. E. Escalas
Self-Construal, Reference Groups, and Brand Meaning
R. Ferraro and J. E. Escalas
Our Possessions, Our Selves: Domains of Self-Worth and the Possession-Self Link
J. E. Escalas
Self-Brand Connections: The Role of Reference Groups and Celebrity Endorsers in the Creation of Brand Meaning
 
Influence
S. L. Wood
Predicting Happiness: How Normative Feeling Rules Influence (and Even Reverse) Durability Bias
R. Tanner, R. Ferraro, T. L. Chartrand, and R. van Baaren
Of Chameleons and Consumption: The Impact of Mimicry on Choice and Preferences
R. Ferraro and T. L. Chartrand
The Power of Strangers: The Effect of Incidental Consumer-Brand Encounters on Brand Choice
Hal Kassarjian, Rich Lutz, Darren Dahl
Perspectives of Other Scholars
James R. Bettman
Jennifer E. Escalas Interviews
Jennifer E. Escalas
Interview of James R. Bettman
Key features

The Legends in Consumer Behavior series captures the essence of the most important contributions made in the field of consumer behavior in the past several decades. It reproduces the seminal works of legends in the field, which are supplemented by interviews of these legends as well as by the opinions of other scholars about their work.

The series comprises various sets, each focusing on the multiple ways in which a legend has contributed to the field. This fourth set in the series, consisting of six volumes, is a tribute to James R. Bettman, one of the most prolific contemporary consumer behavior and marketing scholars.

James R. Bettman is Burlington Industries Professor of Business Administration 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 his appointment at Duke, he was on the faculty at UCLA. His research focuses on consumer information processing and decision making, particularly constructive preferences, how decision makers adapt to different situations, effects of emotion and stress on decision making, the role of nonconscious processes in consumer behavior, and how people use consumption in forming identities.

His publications include two books, An Information Processing Theory of Consumer Choice and The Adaptive Decision Maker, and a monograph, Emotional Decisions: Tradeoff Difficulty and Coping in Consumer Choice. His research papers (over 120) appear in journals in marketing, consumer research, psychology, management, and neuroscience. He is a member of the editorial review boards for the Journal of Consumer Research and Journal of Consumer Psychology, is an associate editor for the Journal of Marketing Research, and has previously served as co-editor for the JCR, and also as an editor of its monographs. Bettman has been recognized for his PhD mentorship throughout his career, receiving the Duke University Dean’s Award for Excellence in Mentoring in 2006. He has chaired or co-chaired 40 PhD committees at Fuqua and UCLA. He is a Fellow of the American Psychological Association, the American Psychological Society, and the Association for Consumer Research.

The series is edited by Jagdish N. Sheth who is the Charles H. Kellstadt Professor of Marketing in the Goizueta Business School at Emory University, Georgia, U.S.A. He is the Past President of the Association for Consumer Research, as well as Division 23 (Consumer Psychology) of the American Psychological Association. He is also a Fellow of APA. Professor Sheth is the co-author of the Howard-Sheth Theory of Buyer Behavior, a classic in consumer behavior published in 1969.

This set includes:

Volume 1: Consumer Information Processing:  Decision Making 
Edited by: John G. Lynch, Jr.

Volume 2: Consumer Information Processing: Marketing Applications 
Edited by: Mita Sujan

Volume 3: Adaptive Decision Making
Edited by: John W. Payne

Volume 4: Emotion, Adaptive Decision Making and Consumer Behavior
Edited by: Mary Frances Luce

Volume 5: Recent Work on Consumer Information Processing
Edited by: Itamar Simonson

Volume 6: Attitude, Identity, and Influence
Edited by: Jennifer E. Escalas

 

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ISBN: 9789351506652
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