Personality Continuum and Consumer Behavior
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...
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Why do consumers behave as they do? Albanese offers an operational approach to the organization of the individual's personality and relates it to the neoclassical theory of the consumer.
FiguresAcknowledgmentsPrefacePersonality ContinuumIInside Economic Man1Introduction: Why?31Personality in Behavioral Economics, Marketing, Trait Theory in Psychology, and Organizational Behavior292Shrinking Economic Man413Individual Pursuit of Self-Interest and the Social Basis of Individual Behavior594The Historical Misinterpretation of Adam Smith's Exquisite View of Human Nature69IIObject Relations Theory of Personality755The Superego and the Origins of Object Relations Theory776The Crossroads857Normal Personality Development1098The Normal Consumer: Rational Economic Man, Mutatis Mutandis1339The Basic Fault: Failure to Achieve the Integration of Whole Object Relations147IIIComparative Analysis of Personality Organizations17310W. R. D. Fairbairn, the Schizoid Personality Organization, and British Object Relations Theory17511Otto F. Kernberg, the Borderline Personality Organization, and American Object Relations Theory19312Portrait of the Narcissistic Personality Organization21113Expanded Comparative Analysis of Personality Organizations251IVToward a Human Understanding of Consumer Behavior27114The Dark Side of Consumer Behavior27315Expanded Economic Analysis of Consumer Behavior29516Relentless Individual Pursuit of Self-Interest in America311Epilogue331References333Index347
