Psychographics

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Psychographics

1 .

Values, Lifestyles, and Psychographics
by Lynn R. Kahle, Larry Chiagouris. 420 pgs.

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Title Page

ADVERTISING AND CONSUMER PSYCHOLOGY A series sponsored by the Society for Consumer Psychology

Contents

Preface

References

Part I Theoretical and Conceptual Perspectives

Chapter 1 A Strategic Framework for Developing and Assessing Political, Social Issue, and Corporate Image Advertising

References

Chapter 2 Where Perception Meets Reality: The Social Construction of Lifestyles

References

Chapter 3 The Value of Understanding the Influence of Lifestyle Trait Motivations on Consumption Beliefs

Conclusion

ACKNOWLEDGMENTS

References

Chapter 4 Advertising, Values, and the Consumption Community

References

Chapter 5 Value and Values: What Is the Relevance for Advertisers?

References

Chapter 6 Maslow's Hierarchy and Social Adaptation as Alternative Accounts of Value Structures

References

Part II Methodological Approaches

Chapter 7 Issues Involving the Relationship Between Personal Values and Consumer Behavior: Theory, Methodology, and Application

ACKNOWLEDGMENTS

Conclusion

References

Chapter 8 "Seeing With the Mind's Eye": On the Use of Pictorial Stimuli in Values and Lifestyle Research

References

Chapter 9 Developing Useful and Accurate Customer Profiles

References

Chapter 10 A Causal Analysis of Means-End Hierarchies: Implications in Advertising Strategies

Conclusion

References

Chapter 11 The Use of Psychographics by Advertising Agencies: An Issue of Value and Knowledge

References

Conclusion

Chapter 12 Using Attitudinal Segmentation to Target the Consumer

Conclusion

References

Part III Social Trends

Chapter 13 Gender Role Changes in the United States

References

Chapter 14 The New Materialists

References

Chapter 15 Change Leaders and New Media

Conclusion

Reference

Chapter 16 The Benevolent Society: Value and Lifestyle Changes Among Middle-Aged Baby Boomers

References

17 The Adult Longitudinal Panel': A Research Program to Study the Aging Process and Its Effect on Consumers Across the Life Span

References

Part IV International Applications

Chapter 18 Food-Related Lifestyle: Development of a Cross-Culturally Valid Instrument for Market Surveillance

Conclusions

References

Chapter 19 The Edge of Dream: Managing Brand Equity in the European Luxury Market

Conclusion

20 Transferability of the Concept of Environmental Awareness Within the EUROSTYLES System into Tourism Marketing

Conclusion

References

Chapter 21 Cross-Cultural Values Research: Implications for International Advertising

References

Author Index
2 .

Social Marketing: Theoretical and Practical Perspectives (Part II "Methodological Issues/Psychographic Segmentation")
by Marvin E. Goldberg, Martin Fishbein, Susan E. Middlestadt. 457 pgs.

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Contents

Preface

Part I: Paradigms/Perspectives

Chapter 1: Challenges for the Science and Practice of Social Marketing

Chapter 2: Social Marketing: beyond the Nostalgia

Chapter 3: Advertising in the Social Marketing Mix: Getting the Balance Right

Chapter 4: Public Health Education and Communication as Policy Instruments for Bringing about Changes in Behavior

Part II: Methodological Issues/Psychographic Segmentation

Chapter 5: Keep Me Posted: a Plea for Practical Evaluation

Chapter 6: From Madison Avenue to the Field: Cross-Cultural Uses of Media Research Technology

Chapter 7: Useful Correlates of Pro-Environmental Behavior

Chapter 8: Demographic and Lifestyle Data: a Practical Application to Stimulating Compliance with Mammography Guidelines among Poor Women

Part III: Fighting AIDS/Promoting Family Planning

Chapter 9: Using a Theory-Based Community Intervention to Reduce AIDS Risk Behaviors: the Cdc's AIDS Community Demonstration Projects

Chapter 10: Advertising Affordable Contraceptives: the Social Marketing Experience

Chapter 11: Marketing, Safer Sex, and Condom Acquisition

Part IV: Antismoking Efforts

Chapter 12: Does Antismoking Advertising Combat Underage Smoking? a Review of Past Practices and Research

Chapter 13: Social Advertising and Tobacco Demand Reduction in Canada

Chapter 14: Low Yield, Light, and Ultra Light Cigarettes: Let's Understand the Product before We Promote

Chapter 15: The Dangers of Advertising Low Tar Cigarettes: Let's Understand What Consumers Understand

Part V: Three Differing Institutional Approaches: Government, Nongovernment Organizations, Private Corporations

Chapter 16: Marketing Public Health: the CDC Experience

Chapter 17: Community Involvement in Health Planning: Lessons Learned from Practicing Social Marketing in a Context of Community Control, Participation, and Ownership

Chapter 18: The Benefits of Corporate Social Marketing Initiatives

Part VI: The Broad Potential of Social Marketing

Chapter 19: Reducing the Level of Violence in Hockey

Chapter 20: Effective Health Promotion among Communities of Color: the Potential of Social Marketing

Chapter 21: Advertising and Its Role in Organ Donation

Chapter 22: Hippocrates to Hermes: the Postmodern Turn in Public Health Advertising

Author Index

Subject Index
3 .

Public Relations Theory (Chap. 12 "Expanding Pscyhographic Concepts in Public Relations: The Composite Audience Profile")
by Carl H. Botan, Vincent Hazleton Jr. 354 pgs.

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Communication

Contents

Contributors

Preface

I: Issues of Metatheory

1: The Role of Theory in Public Relations

2: Symmetrical Presuppositions as a Framework for Public Relations Theory

3: Persuasion and Public Relations: Two "Ps" in a Pod

4: Four Major Social Scientific Theories and Their Value to the Public Relations Researcher

5: Traditional, Enlightened, and Interpretiveperspectives on Corporate Annual Reporting

6: Theory Development in Public Relations

7: Business Ethics as Communication Ethics:Public Relations Practice and the Idea of Dialogue

II: Issues of Theory

8: Public Relations? No, Relations with Publics: a Rhetorical - Organizational Approach to Contemporary Corporate Communications

9: The Emerging Theoretical Perspective in Pr: an Opportunity for Communication Departments

10: Game Theory as a Paradigm for the Public Relations Process

11: Theoretical Models for Public Relations Campaigns

12: Expanding Psychographic Concepts in Public Relations: the Composite Audience Profile

13: The Theory of Psychological Type Congruence in Public Relations and Persuasion

III: Issues of Application

14: The Coorientation Model and Consultant Roles

15: Reflexivity and Internal Public Relations: the Role of Information Directing Organizational Development

16: Educator and Practitioner Differences on the Role of Theory in Public Relations

17: If You Knew What I Knew, You'D Make the Same Decision: a Common Misperception Underlying Public Relations Campaigns?

18: Reassessing the Odds against Finding Meaningful Behavioral Change in Mass Media Health Promotion Campaigns

19: Application of a Generalized Persuasion Model to Public Relations Research

Author Index

Subject Index
4 .

Excellence in Public Relations and Communication Management ("Psychographics, Lifestyles, Subcultures, Social Relationships" begins on p. 141, and "New Interest in Psychographic Typologies" begins on p. 202)
by James E. Grunig, David M. Dozier, William P. Ehling, Larissa A. Grunig, Fred C. Repper, Jon White. 666 pgs.

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Contents

Contributors

Preface

Acknowledgments

1: Communication, Public Relations, and Effective Organizations: an Overview of the Book

I: The Basic Theory

2: The Effect of Worldviews on Public Relations Theory and Practice

3: What Is an Effective Organization?

4: Public Relations and Management Decision Making

5: How Communication Managers Can Apply the Theories of Excellence and Effectiveness

II: The Program Level Effective Planning of Communication Programs

6: Strategic Management, Publics, and Issues

7: Evaluation of Public Relations Programs: What the Literature Tells Us about Their Effects

8: Research Firms and Public Relations Practices

III: The Departmental Level: Characteristics of Excellent Public Relations Departments

9: What Is Excellence in Management?

10: Public Relations Management and Operations Research

11: Models of Public Relations and Communication

12: The Organizational Roles of Communications and Public Relations Practitioners

Conclusion

References

13: Public Relations and Marketing Practices

14: The Organization of the Public Relations Function

15: Women in Public Relations: Problems and Opportunities

16: Public Relations Education and Professionalism

IV: The Organizational Level: the Conditions That Make Excellence in Public Relations Possible

17: How Public Relations/Communication Departments Should Adapt to the Structure and Environment of an Organization . . . and What They Actually Do

18: Power in the Public Relations Department

19: Activism: How It Limits the Effectiveness of Organizations and How Excellent Public Relations Departments Respond

20: Symmetrical Systems of (Internal Communication

21: Corporate Culture and Public Relations

22: Societal Culture and Public Relations

V: The Economic Level: What Public Relations and Communication Contribute to the Bottom Line

23: Estimating the Value of Public Relations and Communication to an Organization

Conclusion

Appendix A: Quantification of a Purposeful State

Appendix B: Quantification of a Purposeful State

Appendix C: Quantification of a Purposeful State

Appendix E: Quantification of a Purposeful State

Appendix D: Quantification of a Purposeful State

Author Index

Subject Index
5 .

Lifestyle Marketing: Reaching the New American Consumer ("Psychographic Segmentation" begins on p. 13)
by Ronald D. Michman, Edward M. Mazze, Alan J. Greco. 243 pgs.

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In today's competitive economic environment, knowing your customer has never been more important. Research shows that most companies do not segment their market by lifestyle. Instead, they rely solely on demographic factors to define their customers. This book helps marketers understand how to reach customers from children to tweens and singles to seniors. It demonstrates how such trends as cross-shopping and the blurring of gender roles can be accounted for by one's overall marketing strategy.

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Contents

Illustrations

Preface

Acknowledgments

Chapter 1: The Basis for Competitive Lifestyle Market Segmentation Strategies

Chapter 2: Lifestyles and Decision Making

Chapter 3: Purchasing Behavior

Chapter 4: Changing Values and Lifestyles

Chapter 5: Subcultural Segmentation and Targeting Changing Lifestyles of the Singles Market

Chapter 6: Targeting the Changing Lifestyles of Children, Tweens, Teens, and College Markets

Chapter 7: Targeting the Changing Lifestyles of the Senior Market

Chapter 8: Culture and Targeting the Changing Lifestyles of the Black and Hispanic Markets

Chapter 9: Social Class and Targeting the Changing Lifestyles of the Asian, Jewish, and Italian Markets

Epilogue

Bibliography

Index

About the Authors
6 .

Lifestyle Market Segmentation ("Origins and Evolution of Psychographics" begins on p. 18)
by Ronald D. Michman. 220 pgs.

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The growing importance of lifestyle market segmentation and its role as one aspect of an overall marketing strategy is the focus of this management-oriented book. Michman shows how social and cultural changes in group dynamics and purchasing influences can be used in making lifestyle marketing decisions. The book places market and lifestyle segmentation in a historical perspective; discusses group dynamics and such target markets as singles, teens, the elderly, and ethnic groups; and examines the impact of decision making, purchasing habits, and changing values on consumer behavior.

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Title Page

Contents

Tables and Figures

Preface

Acknowledgments

1: Market Segmentation Concepts

2: Identying Market Differences

3: Market Segmentation Strategies

4: Group Dynamics and Purchasing Influence

5: Target Markets: Singles, Teens, and Elderly

6: Target Markets: Social Class and Ethnic Groups

7: Lifestyle and Decision Making

8: Purchasing Behavior

9: Changing Values and Lifestyle

Selected Bibliography

Index

About the Author
7 .

The Psychology of Consumer Behavior ("Psychographics" p. 110)
by Brian Mullen, Craig Johnson. 217 pgs.

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Title Page

Contents

Preface

1: Introduction

2: Perception

3: Cognition and Memory

4: Cognition and Persuasion

5: Learning

6: Emotion

7: Motivation

8: Intention and Behavior

9: Behavioral Feedback and Product Life Cycle

10: The Social Context

11: The Cultural Context

12: Sales Interactions

13: Applications to Nonprofit Settings

Afterword

Glossary

References

Credits

Author Index

Subject Index
8 .

Persuasion in Advertising ("Psychographics" begins on p. 68)
by John O'Shanghnessy, Nicholas Jackson O'Shaughnessy. 220 pgs.

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Persuasion in Advertising seeks to explain how advertising works and sets out the strategies for advertizers to adopt for persuasion. Persuasion is often the core of the marketing task and effective advertizing is always persuasive advertizing; however, not all advertizing seeks to persuade. Drawing on empirical research, concepts and case examples from both the US and Europe, this book illustrates how theory is put into practice, offering readers a practical and in-depth guide to the art of advertizing persuasion.

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Contents

Case Studies

Advertisement Examples

Preface

Acknowledgements

Chapter 1: What Facilitates Persuasion and What Inhibits It?

Chapter 2: Rationality, Symbolism and Emotion in Persuasion

Chapter 3: Persuasive Advertising Appeals, 1

Chapter 4: Persuasive Advertising Appeals, 2

Chapter 5: Persuasive Advertising Appeals, 3: Cognitive Approaches

Chapter 6: Persuasive Advertising Appeals, 4

Notes

Index
9 .

Elements of Newspaper Design ("Demographics/Psychographics" p. 22)
by Steven E. Ames. 328 pgs.

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Covering every aspect of newspaper design from typography to photography, from redesign to the specifics of a design stylebook, this volume is an essential text for use in graphic journalism courses and an effective reference source for editors and publishers. Ames coins the phrase Total Page Concept. He demonstrates the importance of placing graphic elements on a page so that they complement one another. This scholarly text includes more than 200 examples from newspapers throughout the United States, 60 interviews and citations plus statistical tables that show how editors use various graphic elements in their publications.

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Title Page

Contents

Foreword

Preface and Acknowledgments

I: BASICS OF THE TOTAL PAGE CONCEPT

1: Putting Newspaper Design into Perspective

2: The Newspapers' Public

3: Designing News Space

4: Designing Inside Sections and Pages with Advertising

5: Designing Tabloid News Space

III: BUILDING BLOCKS OF TYPOGRAPHY

7: Adding Headlines

8: Text Matter Elements

IV: DESIGN CREATIVITY

9: Creative Design

10: Photographic Design

11: Illustrative Design

V: FINISHING TOUCHES

13: Color

VI: PUTTING IT ALL TOGETHER

14: Computer-Initiated Text, Graphics and Page Design

15: Redesign

16: The Tpc Design Stylebook

References

Index

About the Author
10 .

The Importance of Older Consumers to Small Business Survival: Evidence from Rural Iowa, in Journal of Small Business Management
by Nancy J. Miller, Kim Soyoung. 15 pgs.

Journal Article

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