How do customers decide what products and brands to buy? With the rise of sophisticated advertising and marketing research methods in this century, business leaders have spent billions of dollars attempting to answer this perplexing question. Occasionally, analysts emerge with suggestive trends, but ultimately with little hard evidence to support any definitive "laws" of customer choice.

Now, in this much-anticipated major work, Eric Marder reveals how universal patterns in survey responses lead not only to general principles in marketing but to empirically verifiable laws of human nature itself. Drawing on forty years of applying his pioneering experimental design techniques to marketing research surveys, Marder presents a global theory of choice behavior, supported by original data reported here for the first time from thousands of massive real-life experiments based on millions of interviews. His dramatic findings about pricing, optimal marketing tactics, product evaluation, the relative role of product and image, and advertising effectiveness will make this book required reading for the entire marketing community. Of special interest to social scientists and survey research practitioners will be Marder's powerful research designs and techniques, including the unbounded write-in scale for measuring desirability (attitude) and his methodological analyses of the relationships among beliefs (perceptions), desires, choice, and behavior.

In the Preface, he writes: "At the core of the theory are three laws of choice behavior the Law of Congruence, the Law of Primacy, and the Law of Persistence. These laws are both general and self-evident. At first glance, they are so self-evident that you might say: 'I have known this all along.' My reply is: 'Of course you have known it all along. But there is a difference between knowing and knowing, between the passive knowing that allows us to persist in actions that are inconsistent with what we know, and the active knowing that helps us change the way we do things.' I believe that knowing the laws of choice behavior-really knowing them -- changes the way we do things. My crass but stringent criterion has been that a good theory should enable someone equipped with it to make more money than someone who isn't. I believe my theory has passed this test."

The most important writings on the psychoanalytic understandings and treatments of drug and vice addiction Drug abuse, alcoholism, compulsive gambling, and other destructive addictions plague our society. Theories of addiction locate its cause variously-in factors related to the substance, the addict's personality, or to the addict's environment. Arguments about effective treatment programs are fierce. Essential Papers on Addiction presents the most important writing and the various sides of the debate on the psychoanalytic understanding and treatment of addiction. Daniel Yalisove outlines the history of the treatment of addiction and introduces important psychoanalytic concepts used in understanding addicts. The book includes case studies which illustrate the course of addiction and presents the work of the most influential theorists in the field. Divided into eight sections focusing on historical work on addiction, psychoanalytic theories of addiction, transference and countertransference issues in treating addiction, psychoanalytic treatment for the addictions, psychoanalytic therapy and disease concepts, and psychiatric illness and addiction, this definitive volume includes contributions by the most experienced and renowned experts on the subject. Contributors include S. Freud, E. Glover, S. Rado, R. P. Knight, L. Wurmser, N. E. Zinberg, H. Krystal, D. Jacobs, R. Fine, J. Gustafson, C. L. Brown, M. L. Selzer, V. Davidson, J. Imhof, R. Hirsch, R. E. Terenzi, M. E. Chafetz, A. Silber, R. J. Rosenthal, E. M. Pattison, M. B. Sobell, L. C. Sobell, J. E. Zweben, E. Simmel, B. Brickman, E. J. Khantzian, R. D. Weiss, S. M. Mirin, A. T. McLellan, and H. J. Richards.

Lampert presents the story of love: when, why, and how love became a central experience of humans. Assuming that our world is built of matter, she states that evolution is the change of this matter, according to the supreme criterion of success in offspring reproduction. Love evolved because of its contribution to reproduction. It first appeared in the mothers of mammals, who used the body's proximity as a main adaptation. Human love expands its borders to include the relationships between women and men, friends, and even nonhuman subjects. Lampert describes motherhood as the source of the genetic, hormonal, brain, and behavioral changes that we call love. In the sexual stage, love enters both as a way to select a partner and as a bonding force. Sexuality is built upon ancient layers of early forms of life, before humanity, and includes strong elements of aggression which interrupt our ability to experience a peaceful sexual life. Maternal love and sexual love combine in the evolution of the family. Lampert also examines homosexual love as a way to look at the fascinating process of growing sexual identity and behavior in an individual. Written in a style suited to any educated person, Lampert uses current scientific knowledge on the brain, hormones, the nervous system, ethology, psychology, and even modern physics to make her case. This book will be of interest to students and scholars alike.

Bede Rundle challenges the quasi-mechanical view of human action that is dominant in contemporary philosophy of mind. A materialist view of the mind and a causal theory of action fit together conveniently: the notion of action as caused by thoughts and desires allows philosophers to accommodate explanations of action within a framework that is congenial to scientific understanding, and the conception of mind as physical enables them to make sense of causal transactions between the two domains. Mind in Action offers an alternative approach. Compelling reasons are given for demoting causation and for shifting the emphasis to the role played by behaviour in accounts of thought, belief, desire, intention, freedom, and other key concepts. Rundle's approach sheds fresh light not only on human behaviour but also on animal mentality, and has important implications for the feasibility of current programmes in cognitive science.

The work presents a thorough and engaging overview of a pernnial problem in philosophy -the relation between moral theory and human limitations - which is examined in an interdisciplinary context. This treatment emphasizes the character of the problem and focuses on proposed methods for dealing with it which lie outside the normal philosophical path of discourse but are nonetheless at the core of 20th-century American philosophy. Dr. Morris's monograph presents an examination of the constraints placed upon ethical theory by certain aspects of contemporary psychological theory, specifically behaviorism. These constraints were outlined in many of the writings of John Dewey. The present text culs and organizes Dewey's thougth regarding the issue. It traces the development of Dewey's thoughts regarding the interrelations between ethics and psychology from his early papers to his last works. For contrast and dimension, a parallel discussion is presented for B.F.Skinner. The book focuses on Dewey's insistence that an adequate ethical theory must be modeled within the context of the most current psychological theories; among the latter Dewey saw behaviorism as most promising. Skinner's behaviorism is outlined and extra-psychological views are presented regarding ethical matters and ethical outcomes.

Melville C. Branch continues his lifelong examination of planning as inherent in all human activities, and the primary determinant of our prospects and survival as a species. This latest work discusses the use of simulation throughout society, as the representation of what is considered or planned. Simulation is everpresent in many different forms, such as financial statements representing the economic state of a business, flight simulators used in training pilots, and wind tunnels and hydrodynamic tanks employed in research. Scientific sample polls of relatively few people reveal the collective opinion of entire populations. Mathematical models are used to analyze all sorts of phenomena and to plan many activities. Literature, law, music, and art simulate human thoughts, emotions, concerns, and conclusions. Simulation is an essential element of individual behavior and societal action.

The book emphasises the collaborative relationship with the patient, explaining the nature of the problem and working out a treatment plan. At the end of each chapter there are useful lists of references and recommended further reading, including leaflets and other useful information for patients. There also many helpful appendices on subjects such as self-help for anxiety, coping with panic attacks, deep muscle relaxation, and Masters and Johnson therapy. Not only does this book describe a form of therapy, but it also enters the debate on the reorganisation of mental health services, advocating A model where a clinical psychologist practitioner is part of the primary health care team.' - International Journal Of Psychiatry In Clinical Practice 'This is a good resource book, giving information about materials ranging from a CD-ROM on enuresis to contracts for British Airways fear-of-flying courses. On balance, I would say buy it for all your primary carers.' - Clinical Psychology Forum 'This is a very readable and useful text... a wonderful introductory text for those new to the technique, and offers a basic framework for practice and source of reference for those specialising in other techniques. There are many gems within the book, which is written by a GP and a clinical psychologist... well structured, makes good use of cross-referencing, and contains additional material in the appendices. The book also includes a useful list of contact addresses, suggested further reading and a comprehensive index.' - Mental Health Care 'A well organised and coherent presentation of Cognitive Behavioural Therapy applied in primary care...the authors have managed to include anxiety, depression, habit and appetite, as well as sexual and relationship problems. Each problem is extensively explored with provision of examples of contracts and clear stages of progression through treatment. A chapter also covers problems of childhood and adolescence, which sensitively and clearly explains approaches to bed-wetting, nightmares and sleepwalking as well as tantrums and feeding difficulties. Cognitive Behavioural Therapy is shown to provide clear and positive guidelines for both parents and health workers. This is a valuable book providing both extensive and consistent guidelines for the primary care worker and other professional groups.' - Psychotherapy and Counselling Despite increased recognition of the importance of psychological factors in the treatment of physical illness there have been surprisingly few practical guides published on the subject of behavioural therapy in primary care. In 1986, in response to this need, Richard France and Meredith Robson created a practical manual for those with limited time at their disposal, who still wish to use behavioural methods with their patients or clients. Ten years on, 'Behaviour Therapy in Primary Care'(originally published by Chapman and Hall) has become a well established and highly thought of work within this field. In this new and updated guide the authors have incorporated recent research in the area of cognitive behaviour therapy, including: * advances in the general field of cognitive behaviour therapy * fundamental changes in certain established problem areas, such as sexual and marital therapy * additional work in 'core' areas, such as anxiety and depression * work in problem areas that have recently come to the fore, such as post traumatic stress disorder, HIV and stillbirth/abortion trauma. France and Robson explore a great diversity of issues within this practical guide, creating a reference work that will be indispensable to those needing a comprehensive introduction to this developing field.

That time is both a dimension of behaviour and a ubiquitous controlling variable in the lives of all living things has been well recognized for many years.
The last decade has seen a burgeoning of interest in the quantitative analysis of timing behaviour, and progress during the last five or six years has been particularly impressive, with the publication of several major new theoretical contributions.
There has also been considerable progress in behavioural methodology during the past decade. In the area of reinforcement schedules, for example, the venerable interresponse time schedule, fixed interval peak procedure and interval bisection task have been complemented by a 'second generation' of incisive instruments for analyzing timing behaviour.
Another area of recent development is the analysis of the neurobiological substrate of timing behaviour. Several research groups are currently studying the involvement of various central neurotransmitter systems in the timing behaviour, and the ability of centrally acting drugs and discrete brain lesions to alter timing processes.
Yet another recent development in timing research is the growing dialogue between two fields that have grown up separately, although, superficially at least, they seem to have much in common: the experimental analysis of 'interval timing', traditionally the province of experimental psychology, and behavioural chronobiology. The last few years have seen a growing interest in the comparative properties of the internal 'clocks' that regulate biobehavioural rhythms with time bases in the circadian range or longer, and those that are entailed in timing of intervals in the range of seconds or minutes.
All these areas of research, and others, are represented in the chapters that make up this volume. This book will help to promote further interactions among researchers who hail from disparate disciplines, but who share a common interest in the temporal properties of behaviour."

In recent years, innovative schools have developed courses in what has been termed emotional literacy, emotional intelligence, or emotional competence. This volume evaluates these developments scientifically, pairing the perspectives of psychologists with those of educators who offer valuable commentary on the latest research. It is an authoritative study that describes the scientific basis for our knowledge about emotion as it relates specifically to children, the classroom environment, and emotional literacy.Key topics include: historical perspectives on emotional intelligence neurological bases for emotional development the development of social skills and childhood socialization of emotion. Experts in psychology and education have long viewed thinking and feeling as polar opposites reason on the one hand, and passion on the other. And emotion, often labeled as chaotic, haphazard, and immature, has not traditionally been seen as assisting reason.All that changed in 1990, when Peter Salovey and John D. Mayer coined the term emotional intelligence as a challenge to the belief that intelligence is not based on processing emotion-laden information. Salovey and Mayer defined emotional intelligence as the ability to monitor one's own and others' feelings and emotions, to discriminate among them, and to use motivated scientists, educators, parents, and many others to consider the ways in which emotions themselves comprise an intelligent system.With this ground-breaking volume, invited contributors present cutting-edge research on emotions and emotional development in a manner useful to educators, psychologists, and anyone interested in the unfolding of emotions during childhood. In recent years, innovative schools have developed courses in emotional literacy" that making these classes teach children how to understand and manage their feelings and how to get along with one another. Many such programs have achieved national prominence, and preliminary scientific evaluations have shown promising results.Until recently, however, there has been little contact between educators developing these types of programs and psychologists studying the neurological underpinnings and development of human emotions. This unique book links theory and practice by juxtaposing scientific explanations of emotion with short commentaries from educators who elabourate on how these advances can be put to use in the classroom.Accessible and enlightening, Emotional Development and Emotional Intelligence provides ample evidence about emotional intelligence as well as sound information on the potential efficacy of educational programs based on this idea.

Examining a broad range of questions--from how human beings negotiate the spaces in which they live, work, and play to how firms and institutions, and their spatial behaviors, are affected by processes of economic and societal change--this work presents an overview of research into the spatial behavior of humans and their institutions. Updating and expanding concepts of decision making and choice behavior on different geographic scales, this major revision of the authors' acclaimed Analytical Behavioral Geography presents theoretical foundations, extensive case studies, and empirical evidence of human behavior in a comprehensive range of physical, social, and economic settings. Generously illustrated with maps, diagrams, and tables, the volume also covers issues of gender, discusses traditionally excluded groups such as the physically and mentally challenged, and addresses the pressing needs of our growing elderly population.

Advances in Child Development and Behavior is intended to ease the task faced by researchers, instructors, and students who are confronted by the vast amount of research and theoretical discussion in child development and behavior. The serial provides scholarly technical articles with critical reviews, recent advances in research, and fresh theoretical viewpoints.

This collection of essays on psychoanalytical thought represents Esther Menaker's emphasis on the individual's self-esteem as reflected in the ego-ideal and the sense of identity. These papers centre on three vital issues: masochism, identification and the social process, and creativity."

In Narcissistic Giving, Gerald Alper chronicles the unconscious defenses, gambits and strategies by which fightened people seek to escape the imagined terrors of relating to one another and to themselves.

The Crisis of Love in an Age of Disillusion

"A witty, ironic, poetic, deeply intelligent and iconoclastic book about love . . . serious, wise and ultimately hopeful."--Carol Gilligan

We live in an age when love and power have become virtually interchangeable. Intimate Terrorism is a profound and beautifully written exploration of this condition that draws from psychology, literature, popular culture, current events, and the author's own therapeutic practice to examine the contemporary crisis of intimacy--and suggest what we all might do about it. In doing so it offers one of the most probing readings of the American psyche in years.

"This is a serious essay, a thoughtful and thought-provoking meditation on what has gone wrong with love and marriage in the lives of individuals and in society as a whole."--Francine Klagsbrun, Boston Globe

"This is an exciting, troubling and lucid exploration of the ties that bind, even when they shouldn't."--Phillip Lopate

"Extraordinarily well written popular psychology. . . . A probing account of contemporary pain."--Kirkus Reviews

Michael Vincent Miller, Ph.D., is a clinical psychologist in private practice in Cambridge, Massachusetts. He lectures widely on his ideas about contemporary love and intimacy.

Very few books deal with the unconscious mind--the right side of the brain--and how advertising affects and directs it. This one does exactly that. Psychologist Maddock and his co-author Fulton give the readers a clear understanding of how the mind works, based on up-to-date research, and a new way to understand human motivation and behavior. Drawing unqiuely from medicine, clinical psychology, and the practice of marketing, they combine insights and principles that will provide advertisers with almost a blueprint for executing creative strategies and developing marketing plans with a better chance of success. In so doing the authors make clear that marketing to the mind is a diagnostic technique, a way to quickly and inexpensively analyze consumer resistance. With concepts, theories, and research clearly laid out, the authors show how the technique can be applied to a variety of products and services. A practical and engrossing book for the advertising and marketing community, and for teachers, consultants, and students too.

Maddock and Fulton introduce a third dimension to marketing and a completely new marketing theory based totally upon unconscious motivation. Most marketing theory deals with conscious, rational motivators while the unconscious motivators are overlooked or ignored. Marketers often complain that they cannot get beyond consumers' rationalizations. The authors correct this by looking at the right side of the brain--the side of the brain that, according to latest empirical research, has been shown to be heavily involved in the mediation of emotion. "Marketing to the Mind" introduces a new hierarchy of consumer motives, then shows how they tie into product benefits, how they cause consumers to act, and then how marketers can address them. They validate their approach to the unconscious by offering a unique right brain market research technique, and show how it is applied to various consumer activities, such as casinos, food service, cosmetics, fashions, health care--and even to the question: Why do people still visit Elvis and Graceland? (That chapter alone will provide marketers with unusually useful information). Clearly written, authoritative, and simply fascinating reading, "Marketing to the Mind" will prove to be of special value to all those involved in the creation, development, and selling of goods and services.

How do we address and treat anger from a behavioral standpoint? Can marital problems be treated effectively using cognitive-behavioral therapy? Leading researchers and practitioners set out to answer these questions and more in Advances in Cognitive-Behavioral Therapy, a timely volume that provides a unique perspective on the use of cognitive-behavioral therapies. Instead of focusing on different forms or models, this volume examines the use of cognitive-behavioral therapy with a range of disorders such as posttraumatic stress, agoraphobia, and chronic pain. This book also includes several topics seriously underrepresented in other texts, including personality disorders and child/adolescent disorders. Excellent integration of empirical research with clinical applications characterizes this valuable volume. Advances in Cognitive-Behavioral Therapy will appeal to advanced students, researchers, and practitioners in clinical psychology, developmental psychology, social work, interpersonal violence, nursing, and criminology. Those interested in issues relating to aging and interpersonal violence will also benefit from reading this book.

Over the last fifteen years, psychological research regarding sexual orientation has seen explosive growth. In this book, Anthony R. D'Augelli and Charlotte J. Patterson bring together top experts to offer a comprehensive overview of what we have discovered - and what we still need to learn - about lesbian, gay, and bisexual identities. Writing in clear, nontechnical language, the contributors cover a range of topics, including conceptions of sexual identity, development over the lifespan, family and other personal relationships, parenting, and bigotry and discrimination. Lesbian, Gay, and Bisexual Identities Over the Lifespan is essential reading for researchers, students, social scientists, mental health practitioners, and general readers who seek the most up-to-date and authoritative treatment of the subject available.

Aggression and its Causes explores the causes and control of aggression from a broad scientific perspective. It discusses the methodological concerns involved and reviews representative studies of the contributions of biological, environmental, experimental, and social factors in producing aggression. It examines how many of these factors function as it discusses several areas of current concern: juvenile delinquency, physical and sexual child abuse, spousal abuse, rape, and aggression associated with psychiatric conditions.

This is a most unusual book with profound social, political, and philosophical implications that will inform the national debate on intelligence. It combines personality, temperament, and intelligence in a common theory that demonstrates the fundamental psychological and social significance of human differences in brain function. Dr. Robinson goes from cell to psyche in a manner that will appeal to all who wish to know more about the interrelation of brain, mind, and behavior. The book is a well of facts and insights; it provides a sound basis for teaching and a powerful stimulus for research.

Negotiation is an integral and pragmatic tool. Churchman provides a concise and practical guide to negotiation as it actually occurs. He outlines and defines key terms and concepts behind negotiation tactics that have proven effective throughout history thereby providing a clear introduction for the novice, while also offering an organized framework for the experienced.

This diverse set of essays traces Epstein's experimental and theoretical work over a 15 year period. Four of the essays were coauthored by the eminent psychologist B.F. Skinner. The book demonstrates how the scientific study of behavior can increase our understanding and effectiveness in many domains: creativity and innovation, parenting, artificial intelligence, self-improvement, and even world peace. Reviewers have praised the volume as an impressive effort by one of America's most notable psychologists.

Epstein's goals in writing this book were (a) to present some relatively interesting papers that can stand alone and (b) to organize and edit them so that sections have some integrity and so that the overall volume paints a fairly consistent picture of his evolving views on cognition, creativity, and behavior. Parts I and II focus on generativity research and theory and on some Columban (pigeon) simulations of human behavior, and Part III includes some related laboratory studies. Part IV is concerned with efforts to create a comprehensive science of behavior, and Part V includes essays about Skinner, one of the principle architects of behaviorism. Part VI includes forays into artifical intelligence, child rearing, categorization research, and other topics, and Part VII takes the volume to some uncertain reflections on growing older, and to a modest proposal for a day of world peace.

Obsessive-compulsive disorder is currently the subject of considerable research, because recent epidemiological studies have suggested that the condition is more prevalent than was originally believed. This book offers a critical discussion of the most important theories that have been put forward to explain this disorder. The book includes behavioral/learning accounts (and cognitive-behavioral supplements of these), accounts based on Pavlovian personality theories (such as those by Eysenck, Gray, and Claridge), Pierre Janet's account, cybernetic approaches, psychodynamic approaches, Reed's cognitive-structural account, and biological approaches. Therapeutic approaches to the disorder are also considered insofar as they are relevant to these theories. An analysis of the concept of OCD is also presented, together with a critique of the existing definitions of the disorder. This book is unique in both the comprehensiveness and the depth of its coverage of theories of OCD. It also offers an entirely new approach to the definition of the disorder.

Acknowledging that though the disciplines are supposed to be cumulative, there is little in the way of accumulated, general theory, this work opens a dialogue about the appropriate means and ends of social research based in analysis of fundamental issues. This book examines two root issues in the methodology of explanatory social research--the meaning of the idea of causation in social science and the question of the physiological mechanism that generates intentional behavior. Conclusions on these as well as on several derived problems emerge through the analysis. Among the latter, the analysis shows that neither universal nor probabilistic laws governing human behavior are possible, even within the positivist or empiricist traditions in which laws are a central feature. Instead, the analysis reveals a more modest view of what an explanatory social theory can be and do. In this view, the kind of theory that can be produced is basically the same in form and content across quantitative and qualitative research approaches, and similarly across different disciplines. The two streams of analysis are combined with resulting implications for large-sample, small-sample, and case study research design as well as for laws and theory. Written for the practicing empirical researcher in political science and organization theory, whether quantitative or qualitative, the major issuesand findings are meant to hold identically, however, for history, sociology, and other social science disciplines. Lawrence B. Mohr is Professor of Political Science and Public Policy, University of Michigan.

Clinical Neuropsychology is an up-to-the minute overview of the major and many interesting minor disorders and behavioral syndromes caused by localized brain damage or abnormal brain functioning. The text combines clinical findings with studies on normal, healthy individuals to provide a comprehensive picture of the human brain's operation and function. Biological rather than cognitive in emphasis, Clinical Neuropsychology integrates findings across a broad range of disciplines. This text serves as an up-to-date reference source for clinicians, researchers, and graduate students and as a textbook for advanced undergraduate courses on clinical neuropsychology. Coverage includes the ramifications of localized brain damage/abnormal brain functioning on emotion, thought, language, and behavior, illustrative case histories, chapter overviews, and more than 700 recent references.
Key Features
* More than 700 recent references
* Extensive illustrations
* Interesting and unusual illustrative case histories from recent literature
* An overview and a list of important further readings end each chapter
* Comprehensive index

This guide provides the practitioner with an introduction to the use of behavioural methods in order to alleviate childhood behaviour problems. The book includes photocopiable material to give to parents as handouts, to be used as preliminaries to planning a programme for the child's behaviour problem(s).