Consumer Tribes

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Routledge, Jun 25, 2012 - Business & Economics - 360 pages
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Marketing and consumer research has traditionally conceptualized consumers as individuals- who exercise choice in the marketplace as individuals not as a class or a group. However an important new perspective is now emerging that rejects the individualistic view and focuses on the reality that human life is essentially social, and that who we are is an inherently social phenomenon. It is the tribus, the many little groups we belong to, that are fundamental to our experience of life. Tribal Marketing shows that it is not individual consumption of products that defines our lives but rather that this activity actually facilitates meaningful social relationships. The social ‘links’ (social relationships) are more important than the things (brands etc.)

The aim of this book is therefore to offer a systematic overview of the area that has been defined as “cultures of consumption”- consumption microcultures, brand cultures, brand tribes, and brand communities. It is though these that students of marketing and marketing practitioners can begin to genuinely understand the real drivers of consumer behaviour. It will be essential to everyone who needs to understand the new paradigm in consumer research, brand management and communications management.

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Conceptual Foundations
Tribes as Activators
Tribes as double Agents
Tribes as Plunderers
Tribes as Entrepreneurs

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About the author (2012)

BERNARD COVA is Professor of Marketing and Director of the Project Marketing Research Institute at ESCP-EAP, Paris.
PERVEZ GHAURI is Professor of International Business at the Manchester School of Management, UMIST.
ROBERT SALLE is Professor of Marketing and Research Director at EM Lyon.

Robert V. Kozinets is a globally recognized expert on social media, marketing, branding and innovation. Besides inventing netnography, he has authored and co-authored over 100 pieces of research on the intersection of technology, media, brands, and consumers.

Robert V. Kozinets is widely recognized as the inventor of netnography, and a social media marketing and research authority. He has authored and co-authored over 150 pieces of research, and hundreds more Tweets (@kozinets) and blog posts (, usually about the intersection of technology, media, brands, methods, institutions, and social groups. This includes four books three of them Sage Method books. Currently, Kozinets is Associate Editor of the "Journal of Consumer Research" and the "Journal of Retailing", an Academic Trustee of the "Marketing Science Institute", and is the Industry seat on the Board of Directors of the "Association for Consumer Research". On the industry side, he has extensive speaking, training, and consulting experience with a range of global companies and organizations, including HSBC, TD Banking and Financial Group, American Express, Merck, Sony, Nissan, eBay, Campbell Soup, and L Oreal. He is Professor of Marketing at York University s Schulich School of Business, where he is also Chair of the Marketing department.

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