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The Personality Continuum and Consumer Behavior
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Paul J. Albanese
Book Code: Q558
ISBN: 1-56720-558-5
ISBN-13: 978-1-56720-558-9
392 pages, figures, tables
Quorum Books
Publication: 11/30/2002
List Price: $105.00 (UK Sterling Price: £59.95)
Availability: In Stock
Media Type: Hardcover
Trim Size: 6 1/8 x 9 1/4
Subjects:
  • Endorsement From Morris B. Holbrook
    William T. Dillard Professor of Marketing, Columbia University Graduate School of Business:     Paul Albanese has written a definitive account of personality theory and its relation to economic phenomena in general and to consumer behavior in particular. Covering a broad spectrum of approaches to personality theory, this comprehensive and meticulously researched work will become a standard reference for all those interested in the psychoanalytic aspects of consumption.
  • Endorsement From Gordon Foxall
    Professor of Consumer Behavior and Professor of Psychology
    Keele University, England:     The conventional wisdom among consumer behaviorists is that personality research is dead. Fortunately, Paul Albanese's brilliance has never been constrained by conventionality. This book is a masterly interdisciplinary work that brings object relations theory into contact with consumer choice and marketing management. Paul Albanese's book has profound implications for marketing academicians but also for economists and psychologists. It should find a place on the bookshelves of every professional involved with understanding consumer behavior.
  • Endorsement From Manfred Kets de Vries
    Raoul de Vitry d'Avaucourt Professor of Human Resource Management
    INSEAD, France & Singapore:     Why do consumers behave the way they do? To find an answer to this deceivingly simple question the Paul Albanese's book is a must. This book will take you on a profound and complex journey. Albanese integrates findings from various schools of psychoanalysis, psychology, sociology, anthropology, behavioral economics, and consumer behavior. Using his framework of the "personality continuum" he raises our understanding of the behavior of consumers to another level. I highly recommend this book to students of human behavior.
  • Endorsement From Richard Bagozzi
    Rice University:     This book is a jewel. Albanese presents a highly original framework for explaining consumer behavior that is steeped in objects relations theory. Especially noteworthy are the rich interdisciplinary focus and the emphasis on processes of development and growth. This book is a major addition to the current literature.
Description: Why do consumers behave as they do? Why do some make consistent, predictable, and rational choices among competing products while others demonstrate inconsistent, unpredictable, and irrational purchasing patterns? Why do some people and not others become compulsive shoppers? The answers lie in the individual's personality organization. Albanese has formulated an operational approach to the organization of the personality of an individual from psychoanalytic object relations theory combined with an interpersonal theory of the personality. He relates this to the neoclassical theory of the consumer. The results are encapsulated in the Personality Continuum, an integrative framework drawing on the disciplines of economics, sociology, psychology, and anthropology. This multidisciplinary conceptual construct does not exclude any approach to the study of consumer behavior, and will therefore be of interest to scholars and practitioners in all of these fields, as well as in marketing.
Table of Contents:
  • Preface
  • Inside Economic Man
  • Introduction
  • Personality In Behavioral Economics, Marketing, Trait Theory in Psychology, and Organizational Behavior
  • Shrinking Economic Man
  • Individual Pursuit of Self Interest and the Social Basis of Individual Behavior
  • The Historical Misinterpretation of Adam Smith's Exquisite View of Human Nature
  • Object Relations Theory of Personality
  • Superego and the Origins of Object Relations Theory
  • The Crossroads
  • Normal Personality Development
  • The Normal Consumer: Rational Economic Man, Mutatis Mutandis
  • The Basic Fault: Failure to Achieve the Integration of Whole Object Relations
  • Comparative Analysis of Personality Organizations
  • W. R. D. Fairbairn, The Schizoid Personality Organization, and British Object Relations Theory
  • Otto F. Kernberg, The Borderline Personality Organization, and American Object Relations Theory
  • Portrait of the Narcissistic Personality Organizations
  • An Expanded Comparative Analysis of Personality Organizations
  • Toward a Human Understanding of Consumer Behavior
  • The Dark Side of Consumer Behavior
  • Expanded Economic Analysis of Consumer Behavior
  • Relentless Individual Pursuit of Self Interest in America
  • Epilogue
  • References
  • Index
LC Card Number: 2002069692
LCC Class: HB72
Dewey Class: 330
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