Gordon R. Foxall's Books

Corporate Innovation (RLE Marketing)

Marketing and Strategy

By: Gordon Foxall

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Corporate Innovation (RLE Marketing)

Marketing and Strategy

By: Gordon Foxall

This volume is concerned with understanding the factors that determine innovation and its contribution to corporate achievement. It considers the whole range of innovation, consumer and industrial, and both final and intermediate buying behaviour. Although the tenor of the book is towards understanding and evaluation, its ultimate concerns are with the practicalities of marketing and corporate innovation.

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Page Count

391

Publisher

Routledge

Published Date

ISBN 10

1317647238

ISBN 13

9781317647232

The Theory of the Marketing Firm

Responding to the Imperatives of Consumer-orientation

By: Gordon R. Foxall

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The Theory of the Marketing Firm

Responding to the Imperatives of Consumer-orientation

By: Gordon R. Foxall

The marketing firm is that business organisation which responds to the imperatives of consumer-orientation. Its style of management is marked by its adherence to the criteria of goal separation, participation in marketing transactions, entrepreneurial sovereignty and reciprocal entrepreneurial management, all of which are explored in this pioneering book. It assumes the proposition, uncontroversial enough to marketing academics and students, that contemporary firms can survive and prosper – achieve their financial goal, be it the maximization of profit or sales or growth – only if they respond appropriately to those imperatives: specifically, the forces that promote consumer discretion and consumer sophistication. Surprisingly, however, theories of the firm, based on economics, strategic management or behavioural science, show scant recognition of this observation which is abundantly clear from the most elementary treatment of marketing management. Renowned scholar Gordon R. Foxall argues that this proposition should form the starting point of a theory of the firm and explores its implications for marketing theory in the light of the findings of consumer behaviour analysis and research on the marketing firm. Hence, while pursuing a competence theory of the marketing firm based on the idealised implications of the imperatives of consumer-orientation, the book rests its conception on a groundwork of empirical evidence on consumer behaviour and corporate action.

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Page Count

385

Publisher

Springer Nature

Published Date

ISBN 10

3030861066

ISBN 13

9783030861063

The Continuum of Consumer Choice

By: Gordon R. Foxall

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The Continuum of Consumer Choice

By: Gordon R. Foxall

Human consumption is multi- faceted and so requires inter- disciplinary exploration in order to explain a spectrum of experiences that is at once particular and allpervading. Consumer choice is a microcosm of human activity which transcends the purview of the archetypal marketing or consumer psychology textbook. Its perspective is that of social science itself. This book understands the study of consumer choice as a paradigm of human socio- economic activity and seeks further understanding of its socio- economic and philosophical bases. The Continuum of Consumer Choice provides a novel view of consumer choice based on the temporal horizon of the consumer, giving rise to a spectrum of consumption styles from the everyday to the extreme. The focus is on explaining this continuum in behavioral, cognitive, and neurophysiological terms, affording the reader a unique perspective on the intellectual basis of consumer psychology and marketing. The reader gains insight into a critical combination of economic psychology, neurophysiology, and philosophy, which contributes to establishing marketing and consumer research as scholarly academic pursuits. The book’s particular focus is the proper place and form of an intentional (cognitive and perceptual) explanation of consumer choice. This is an essential monograph for advanced students in consumer psychology and marketing as well as for researchers in these areas. It is particularly relevant to marketing and consumer theory, providing appreciation of their scholarly foundations. It also appeals to students, lecturers, and researchers in social science generally who are alert to the intellectual potential of consumer psychology and marketing as contributors to a full understanding of human behavior and experience.

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Page Count

235

Publisher

Taylor & Francis

Published Date

ISBN 10

1040002552

ISBN 13

9781040002551

Perspectives on Consumer Choice

From Behavior to Action, from Action to Agency

By: Gordon R. Foxall

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Perspectives on Consumer Choice

From Behavior to Action, from Action to Agency

By: Gordon R. Foxall

Evaluating the ways in which we construe consumer choice, this book examines the psychology, methods and realities of the role it plays for today’s consumer. Confronted by competing brands and products, services, and e-tailed opportunities that are but a click away, how does the consumer choose among them to achieve the particular array of goods to suit their lifestyle? Consumer researchers often seek to explain consumer choice by attributing it to beliefs, desires, attitudes, and intentions in the absence of any theoretical justification. Perspectives on Consumer Choice is the outcome of a research program that employs cognitive explanations in a responsible and disciplined way to genuinely elucidate consumer choice in social scientific terms. Employing a reasoned approach to understanding consumption, this book builds upon theoretical and empirical research in economic psychology, behavioral economics and philosophy as well as marketing and consumer research.

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Page Count

330

Publisher

Springer

Published Date

ISBN 10

1137501219

ISBN 13

9781137501219

Addiction as Consumer Choice

Exploring the Cognitive Dimension

By: Gordon Foxall

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Addiction as Consumer Choice

Exploring the Cognitive Dimension

By: Gordon Foxall

A striking characteristic of addictive behavior is the pursuit of immediate reward at the risk of longer-term detrimental outcomes. It is typically accompanied by the expression of a strong desire to cease from or at least control consumption that has such consequences, followed by lapse, further resolution, relapse, and so on. Understood in this way, addiction includes substance abuse as well as behavioral compulsions like excessive gambling or even uncontrollable shopping. Behavioral economics and neurophysiology provide well-worn paths to understanding this behavior and this book regards them as central components of this quest. However, the specific question it seeks to answer is, What part does cognition – the desires we pursue and the beliefs we have about how to accomplish them – play in explaining addictive behavior? The answer is sought in a methodology that indicates why and where cognitive explanation is necessary, the form it should take, and the outcomes of employing it to understand addiction. It applies the Behavioral Perspective Model (BPM) of consumer choice, a tried and tested theory of more routine consumption, ranging from everyday product and brand choice, through credit purchasing and environmental despoliation, to the more extreme aspects of consumption represented by compulsion and addiction. The book will advance debate among behavioral scientists, cognitive psychologists, and other professionals about the nature of economic and social behavior.

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Page Count

263

Publisher

Routledge

Published Date

ISBN 10

1134472242

ISBN 13

9781134472246

Consumer Behaviour (RLE Consumer Behaviour)

A Practical Guide

By: Gordon R. Foxall

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Consumer Behaviour (RLE Consumer Behaviour)

A Practical Guide

By: Gordon R. Foxall

This book is concerned with the application of the behavioural sciences, notably social psychology and sociology, to the study of consumer behaviour. The emphasis throughout is on making these sciences practical for the marketing manager by focusing on those aspects of consumer behaviour which prove useful for managerial decision-making. The introduction defines the scope of the book in these terms and outlines a model for the consumer buying process. The book conlcudes with detailed models of consumer choice.

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Page Count

192

Publisher

Routledge

Published Date

ISBN 10

1317565908

ISBN 13

9781317565901

Context and Cognition

Interpreting Complex Behavior

By: Gordon Foxall

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Context and Cognition

Interpreting Complex Behavior

By: Gordon Foxall

While the general wisdom has it that behaviorism is dead, it not only survives but is intellectually active in areas such as psychological theory, the analysis of language and cognition, and behavioral economics. It is a successful, albeit limited, source of behavioral science. Its chief difficulty arises when its practitioners look out from their laboratory windows and attempt to explain the complexities of human behavior that will never be amenable to direct experimental investigation. Behavior analysis has failed to establish a methodology of interpretation to deal fully with such complexity. The message of this essay is that it cannot do so without embracing intentional explanation in the form of an interpretive overlay that plugs the gaps in its explanations of life beyond the lab.

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Page Count

291

Publisher

New Harbinger Publications

Published Date

ISBN 10

1608828107

ISBN 13

9781608828104

Context and Cognition in Consumer Psychology

How Perception and Emotion Guide Action

By: Gordon Foxall

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Context and Cognition in Consumer Psychology

How Perception and Emotion Guide Action

By: Gordon Foxall

Context and Cognition in Consumer Psychology is concerned with the psychological explanation of consumer choice. It pays particular attention to the roles of perception and emotion in accounting for consumers’ actions and their interaction with the desires and beliefs in terms of which consumer choice is frequently analyzed. In this engaging book, Gordon Foxall extends and elaborates his theory of consumer action, based on the philosophical strategy of Intentional Behaviorism. In doing so, he introduces the concept of contingency-representation to explore the ways in which consumers mentally represent the consequences of past decisions and the likely outcomes of present consumption. The emphasis is on action rather than behavior and the manner in which the intentional consumer-situation, as the immediate precursor of consumer choice, can be reconstructed in order to explain consumer actions in the absence of the environmental stimuli required by behaviorist psychology. The result is a novel reaffirmation of the role of cognition in the determination of consumer choice. Besides the concept of contingency-representation which the author introduces, the analysis draws upon psychoanalytic concepts, theories of cognitive structure and processing, and the philosophy of perception to generate a stimulating synthesis for consumer research. The book will be of interest to students and researchers in consumer behavior and economic psychology and to all who seek a deeper interdisciplinary understanding of the contextual and cognitive interactions that guide choice in the market place.

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Page Count

302

Publisher

Routledge

Published Date

ISBN 10

1317677382

ISBN 13

9781317677383

Interpreting Consumer Choice

The Behavioural Perspective Model

By: Gordon Foxall

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Interpreting Consumer Choice

The Behavioural Perspective Model

By: Gordon Foxall

This book presents a structured approach to consumer research , showing how a simple framework that embodies the rewards and costs associated with consumer choice can be used to interpret a wide range of consumer behaviours.

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Page Count

201

Publisher

Routledge

Published Date

ISBN 10

113523809X

ISBN 13

9781135238094

Strategic Marketing Management (RLE Marketing)

By: Gordon Foxall

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Strategic Marketing Management (RLE Marketing)

By: Gordon Foxall

This book considers marketing management within the overall corporate system of business policy-making, strategic planning and the implementation and control of effective plans. The information requirements of marketing management are highlighted and the marketing information system concept is developed within the framework of managerial information systems. In the chapters which deal with the elements of the marketing ‘mix’, the interrelated nature of these variables is emphasized. The book illustrates how the successful marketing manager can master each ‘weapon’ in the marketing ‘armoury’ and how (s)he can integrate those weapons to achieve the right mix for each product. The accent on integrated marketing continues in the final section where differentiated marketing is presented as an integrative framework and where the systematic control of marketing operations is described. This book is for students who will one day be managers: its emphasis is therefore on what is possible in marketing management and the most effective means by which marketing objectives can be attained.

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Page Count

290

Publisher

Routledge

Published Date

ISBN 10

1317647009

ISBN 13

9781317647003

The Theory of the Marketing Firm

Responding to the Imperatives of Consumer-orientation

By: Gordon R. Foxall

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The Theory of the Marketing Firm

Responding to the Imperatives of Consumer-orientation

By: Gordon R. Foxall

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Page Count

376

Publisher

Palgrave Macmillan

Published Date

ISBN 10

3030861058

ISBN 13

9783030861056

Addiction As Consumer Choice

Exploring the Cognitive Dimension

By: Gordon Foxall

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Addiction As Consumer Choice

Exploring the Cognitive Dimension

By: Gordon Foxall

A striking characteristic of addictive behavior is the pursuit of immediate reward at the risk of longer-term detrimental outcomes. It is typically accompanied by the expression of a strong desire to cease from or at least control consumption that has such consequences, followed by lapse, further resolution, relapse, and so on. Understood in this way, addiction includes substance abuse as well as behavioral compulsions like excessive gambling or even uncontrollable shopping. Behavioral economics and neurophysiology provide well-worn paths to understanding this behavior and this book regards them as central components of this quest. However, the specific question it seeks to answer is, What part does cognition - the desires we pursue and the beliefs we have about how to accomplish them - play in explaining addictive behavior? The answer is sought in a methodology that indicates why and where cognitive explanation is necessary, the form it should take, and the outcomes of employing it to understand addiction. It applies the Behavioral Perspective Model (BPM) of consumer choice, a tried and tested theory of more routine consumption, ranging from everyday product and brand choice, through credit purchasing and environmental despoliation, to the more extreme aspects of consumption represented by compulsion and addiction. The book will advance debate among behavioral scientists, cognitive psychologists, and other professionals about the nature of economic and social behavior.

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Page Count

222

Publisher

Routledge Studies in Marketing

Published Date

ISBN 10

0367339021

ISBN 13

9780367339029

Perspectives on Consumer Choice

From Behavior to Action, from Action to Agency

By: Gordon R. Foxall

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Perspectives on Consumer Choice

From Behavior to Action, from Action to Agency

By: Gordon R. Foxall

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Page Count

330

Publisher

Springer

Published Date

ISBN 10

1137501219

ISBN 13

9781137501219

Context and Cognition

Interpreting Complex Behavior

By: Gordon Foxall

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Context and Cognition

Interpreting Complex Behavior

By: Gordon Foxall

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Solve jigsaw puzzle

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Page Count

291

Publisher

New Harbinger Publications

Published Date

ISBN 10

1608828107

ISBN 13

9781608828104

Book's by Gordon R. Foxall

Corporate Innovation (RLE Marketing)

Corporate Innovation (RLE Marketing)

The Theory of the Marketing Firm

The Theory of the Marketing Firm

The Continuum of Consumer Choice

The Continuum of Consumer Choice

Perspectives on Consumer Choice

Perspectives on Consumer Choice

Addiction as Consumer Choice

Addiction as Consumer Choice

Consumer Behaviour (RLE Consumer Behaviour)

Consumer Behaviour (RLE Consumer Behaviour)

Context and Cognition

Context and Cognition

Context and Cognition in Consumer Psychology

Context and Cognition in Consumer Psychology

Interpreting Consumer Choice

Interpreting Consumer Choice

Strategic Marketing Management (RLE Marketing)

Strategic Marketing Management (RLE Marketing)

The Theory of the Marketing Firm

The Theory of the Marketing Firm

Addiction As Consumer Choice

Addiction As Consumer Choice

Perspectives on Consumer Choice

Perspectives on Consumer Choice

Context and Cognition

Context and Cognition

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