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Contents

List of Figures
List of Tables
About The Authors
Preface To The Fourth Edition
Using This Book
Part One Consumer Behaviour In Context
1 Understanding Consumer Behaviour
Introduction
Defining consumer behaviour
Consumer behaviour in context
Consumer behaviour and the marketing mix
Consumers, relationship marketing and marketing planning
Antecedents of consumer behaviour
Psychology
Sociology
Anthropology
Economics
Neuroscience
Summary
Key points
How to impress your examiner
Review questions
Case study: From prehistoric to pre-Brexit times
Further reading
References
2 Decisions, Behaviours and Interactions
Introduction
Decision-making using goals
Decision-making models
Interrupts
Risk and uncertainty
Pre-purchase activities
The search effort
Factors affecting the external search for information
Making the choice
Categorisation of decision rules
Involvement

8
 Dimensions of involvement
Involvement with brands
Increasing involvement levels
Loyalty in buyer behaviour
Unsought goods
Summary
Key points
How to impress your examiner
Review questions
Case study: Jaguar Land Rover
Further reading
References
3 Innovation and Digital Technologies
Introduction
The influence of ‘product life cycle’ in innovation
Adoption of innovation
Categories of innovation adopters
Innovative products
Marketing approaches to new product launches
Resistance to innovation
Summary
Key points
How to impress your examiner
Review questions
Case study: Dementia-friendly homes
Further reading
References
4 Consumption in B2C vs. B2B
Introduction
The decision-making unit
Influences on buyers
Classifying business customers
Business and commercial organisations
Reseller organisations
Government organisations
Institutional organisations
Buyers’ techniques
The Buygrid framework
Value analysis
Evaluating supplier capability

9
 Evaluating supplier performance
Summary
Key points
How to impress your examiner
Review questions
Case study: Facebook and 139 consumption by its suppliers
Further reading
References
5 Consumer Journeys through the WORLD of Technology
Introduction
Marketing places of interest 1: The City of Post-Purchase
Behaviour
Quality
Evaluation
Consequences of post-purchase evaluation
Journeys that face crossroads
Marketing places of interest 2: World of Technology
AI replaces human interaction with Machine Learning
Robotics and unmanned aerial vehicles (UAVs/drones)
Virtual reality (VR) and augmented reality (AR)
The Internet of Things (IoT)
Mobile
Big data and analytics
Platforms and blockchains
Summary
Key points
How to impress your examiner
Review questions
Case study: Ministry of Supply
Further reading
References
Part Two Consumers As Individuals (The Psychological Issues)
6 Drive, Motivation and Hedonism
Introduction
Drive
Motivation
Classifying needs
Motivational factors
Individual factors
Motivational conflict

10
 Goals
Heuristics
Hedonism
Understanding motivation
Research into motivation
Summary
Key points
How to impress your examiner
Review questions
Case study: Is it better to give than to receive?
Further reading
References
7 The Self and Personality
Introduction
Self-concept
Personality
Approaches to studying personality
Type approach
Traits and factors
Psychographics
Summary
Key points
How to impress your examiner
Review questions
Case study: LDN_HYPE: Feeding the personality of
streetwear around the world
Further reading
References
8 Perception
Introduction
Elements of perception
Creating a world-view
How we process data in our head
Culture and perception
Using our ears to eat
Environmental influences
Perception and store atmospherics
Perception and consumers’ characteristics and behaviour
Combining factors
Subliminal perception

11
 Colour
Passing off, brandalism and subvertising
Summary
Key points
How to impress your examiner
Review questions
Case study: How I became a fake fashion designer
Further reading
References
9 Learning and Knowledge
Introduction
Defining learning
Studying learning
The need for knowledge
Sources of consumer knowledge
Summary
Key points
How to impress your examiner
Review questions
Case study: Entrepreneurial marketing and the 4S model
Further reading
References
10 Attitude Formation and Change
Introduction
Defining attitude
Dimensions of attitude
Attitude formation
Attitude measurement
Functions of attitudes
Attitude and behaviour
The duality of private vs. public attitudes
Attitude vs. situation
Attitude towards adverts vs. attitude towards the brand
General vs. specific attitudes
Changing attitudes
Cognitive dissonance
Summary
Key points
How to impress your examiner
Review questions

12
 Case study: #FabulousFinn
Further reading
References
Part Three Consumers As Social Actors (The Sociological Issues)
11 Reference Groups
Introduction
Formation of reference groups
Influence of reference groups
Modelling
Mechanisms of personal influence and word of mouth
The emergence of word of mouse
Summary
Key points
How to impress your examiner
Review questions
Case study: One tattoo buys 10,000 pizzas
Further reading
References
12 Age, Gender and Familial Roles
Introduction
How old are you? (Cohorts and subcultures developed
using age)
Defining families
Influence of children on buying decisions
Changing nature of the family
Gender roles
Other functions of the family
Roles in family consumption
Summary
Key points
How to impress your examiner
Review questions
Case study: Recycled Teenagers
Further reading
References
13 Culture and Social Mobility
Introduction
Culture
Subcultures
Social mobility (aka class)

13
 Summary
Key points
How to impress your examiner
Review questions
Case study: Bird scoots around SF
Further reading
References
14 Ethical Consumption
Introduction
Definitions and categories
Ethics and the person
Ethics and the public
Disposal and recycling
Summary
Key points
How to impress your examiner
Review questions
Case study: Ethical Consumer
Further reading
References
15 Sustainable Consumption
Introduction
Definitions
A short look back in recent history
Principles of sustainable consumption
Consumption
Summary
Key points
How to impress your examiner
Review questions
Case study: Growing barley in the desert
Further reading
References
Index

14
List of Figures
Figure 1.1 Consumer behaviour dynamics 10
Figure 1.2 Businesses and relationship marketing 14
Figure 1.3 Antecedents of studying consumer behaviour 18
Figure 1.4 Contributions from psychology 19
Figure 1.5 Contributions from sociology 21
Figure 1.6 Elastic demand curve 25
Figure 2.1 Drivers for end goals 40
Figure 2.2 Developing goals 40
Figure 2.3 The decision-making process 42
Figure 2.4 Actual and desired states 43
Figure 2.5 Programmed and non-programmed problem-solving 44
Figure 2.6 Temporary effects of an interrupt 46
Figure 2.7 Reducing risk 48
Figure 2.8 Information searching 49
Figure 2.9 Limits on the information search 51
Figure 2.10 Factors affecting the external search for information 52
Figure 2.11 An example of a decision-making process for a holiday
purchase 56
Figure 2.12 Howard–Sheth model 58
Figure 2.13 Involvement continuum 59
Figure 2.14 Categories of involvement 59
Figure 2.15 Dimensions of involvement 63
Figure 2.16 Categorising consumers 65
Figure 2.17 Increasing involvement 65
Figure 2.18 Reasons for postponing purchase of unsought goods 68
Figure 3.1 The influence of social media 85
Figure 3.2 The product life cycle 86
Figure 3.3 Product dropped shortly after introduction 86
Figure 3.4 Effects of marketing activities on the product life cycle 87
Figure 3.5 Failed product 91
Figure 3.6 Models of the adoption and diffusion process 92
Figure 3.7 Classification of innovators 95
Figure 3.8 Variables that affect innovativeness 95
Figure 3.9 Communication variables associated with innovativeness
96
Figure 3.10 Degrees of innovation 98

15
Figure 4.1 Relationships in the DMU 118
Figure 4.2 Environmental influences on buyer behaviour 119
Figure 4.3 Organisational influences on buyer behaviour 123
Figure 4.4 Types of purchase 127
Figure 4.5 Tiers of government and their typical purchases 128
Figure 4.6 Factors in institutional marketing 129
Figure 4.7 Trade-offs in type of buying situation 132
Figure 4.8 The Buygrid framework 133
Figure 5.1 Components of quality 147
Figure 5.2 Post-purchase evaluation 149
Figure 5.3 Consequences of post-purchase evaluation 151
Figure 5.4 Factors in complaining behaviour 156
Figure 5.5 Dealing with complaints 160
Figure 5.6 Dissonance and consonance 163
Figure 5.7 Dissonance reduction strategies 163
Figure 6.1 Creating a drive 191
Figure 6.2 Dimensions of motives 194
Figure 6.3 Zuckerman’s Hierarchy of Stimulation 197
Figure 6.4 Maslow’s Hierarchy of Needs 198
Figure 6.5 The Values and Lifestyles (VALS) model 201
Figure 6.6 Dual-factor theory 204
Figure 6.7 Emphases on power, affiliation and achievement 205
Figure 6.8 Motivation conflict 208
Figure 6.9 A hierarchical model of consumer goals 209
Figure 6.10 A model of goal-determination processes 210
Figure 6.11 Hedonism vs. utilitarianism 214
Figure 7.1 The person as artwork 230
Figure 7.2 Relationship between components of self-concept 237
Figure 7.3 Self-monitoring 238
Figure 7.4 The id, the ego and the superego 241
Figure 7.5 Cartoon projective technique 242
Figure 7.6 Reisman’s typologies 244
Figure 7.7 Myers–Briggs Type Indicator 244
Figure 8.1 Selectivity and synthesis 263
Figure 8.2 Information processing types 268
Figure 8.3 Influences on perceptual mapping 270
Figure 8.4 Elements in the environment 273
Figure 8.5 Perception and store atmospherics 274
Figure 8.6 Adapted Mehrabian–Russell model 276
Figure 8.7 The functional environment 277

16
Figure 8.8 Perceptual responses 280
Figure 8.9 Linear additive model 281
Figure 8.10 Linear averaging model 281
Figure 8.11 The configural model 281
Figure 8.12 Subliminal advertising 284
Figure 8.13 Colour in marketing 287
Figure 9.1 Learning 300
Figure 9.2 Classical conditioning 301
Figure 9.3 Ordering of stimuli 303
Figure 9.4 Operant conditioning 308
Figure 9.5 Cognitive learning 310
Figure 9.6 Factors in cognitive learning 310
Figure 9.7 Five elements of cognitive learning 314
Figure 9.8 Reasoning and cognitive learning 315
Figure 9.9 Knowledge and risk 317
Figure 9.10 Categorising knowledge 318
Figure 9.11 Product expert knowledge 319
Figure 9.12 Brand association 321
Figure 9.13 Relative price information 324
Figure 9.14 Advantages of having purchase knowledge 325
Figure 9.15 Consumption knowledge 325
Figure 9.16 Dice 1 – The Entrepreneurial Marketing 4S Model: S1
Strategy, S2 Serendipity, S3 Storytelling, S4 Software 330
Figure 9.17 Dice 2 – The Entrepreneurial Marketing 4S Model: TS1
Thinking, RS2 Reading, WS3 Writing, SS4 Speaking 331
Figure 10.1 Dimensions of attitude 343
Figure 10.2 Starting points for attitude formation 344
Figure 10.3 Attitude formation 346
Figure 10.4 Strength of attitudes 348
Figure 10.5 Functions of attitudes 349
Figure 10.6 The theory of reasoned action 351
Figure 10.7 The theory of planned behaviour 352
Figure 10.8 The cycle of attitude and behaviour 353
Figure 10.9 Effect of situation on attitude 354
Figure 10.10 Changing beliefs 358
Figure 10.11 Consistent vs. inconsistent attitude 359
Figure 10.12 Peripheral and direct routes to attitude change 360
Figure 10.13 Cognitive dissonance 362
Figure 10.14 Post-purchase dissonance 362

17
Figure 11.1 An individual and his reference groups 384
Figure 11.2 Modifying behaviour through groups 386
Figure 11.3 Mechanisms for controlling behaviour 388
Figure 11.4 Factors in modelling 390
Figure 11.5 Mechanisms of personal influence 392
Figure 11.6 Multistage interaction model 394
Figure 11.7 Forces driving influentials 395
Figure 12.1 Defining characteristics of families 418
Figure 12.2 Determinants of decision-making style in families 419
Figure 12.3 Children’s stages of development as consumers 422
Figure 12.4 Children’s persuasion tactics 423
Figure 12.5 Effects of falling birth rate 428
Figure 12.6 Drivers for gender role change 432
Figure 12.7 Estimated size of the global LGBT community 433
Figure 12.8 Other functions of the family 434
Figure 12.9 Family roles and decisions 437
Figure 12.10 Communication pattern and children’s influence 438
Figure 13.1 The social environment 452
Figure 13.2 Elements of culture 453
Figure 13.3 Dimensions of culture 456
Figure 13.4 High-context vs. low-context cultures 458
Figure 13.5 Culture and subculture 462
Figure 13.6 Stages in acculturation 469
Figure 13.7 Studying social class 471
Figure 14.1 Variables determining environmental preferences and
practices 490
Figure 14.2 The ethical consumers’ choices 495
Figure 14.3 Ethical consumerism and its constituent areas of interest
497
Figure 14.4 Disposal options 501
Figure 14.5 Good thoughts, good words, good deeds 505
Figure 15.1 The ‘triple bottom line’ represented as three overlapping
sectors 520
Figure 15.2 Nested diagram of sustainability 521
Figure 15.3 The fourth pillar of sustainability 521

18
List of Tables
Table 1.1 Consumer behaviour and the seven Ps 13
Table 1.2 Transactional marketing vs. relationship marketing 14
Table 2.1 Examples of purchase end goals 39
Table 2.2 Goal and interrupt strengths 46
Table 2.3 Categorising consumers according to involvement 64
Table 2.4 Decision-making model for unsought goods 68
Table 3.1 Attributes necessary for adoption 89
Table 4.1 Classification summary of buying organisations 125
Table 4.2 Assessing suppliers 135
Table 4.3 Evaluation approaches 136
Table 6.1 Classification of consumer motives 193
Table 6.2 Using modelling for positive reinforcement 206
Table 6.3 Examples of heuristics 212
Table 7.1 Components of self-concept 235
Table 7.2 Relevance of self-image 235
Table 7.3 16 personality factor (PF) trait analysis 246
Table 7.4 Lifestyle types 248
Table 8.1 Conventions about perception 262
Table 8.2 Colour perceptions 286
Table 9.1 Extinction 304
Table 9.2 Learning from experience 311
Table 9.3 Managing the learning process 313
Table 10.1 Attitudinal metrics 341
Table 10.2 Dimensions of attitude 343
Table 10.3 Example of a belief set 346
Table 10.4 Functions of attitudes 349
Table 11.1 Effects of reference groups on consumer choice 387
Table 11.2 Determinants of reference group influence 390
Table 11.3 Word of mouth 397
Table 12.1 Conflict resolution in families 421
Table 12.2 Tactics used by children to influence their parents 423
Table 12.3 The family life cycle 429

19
Table 12.4 Roles in family decision-making 436
Table 12.5 How children perceive themselves to have influenced the
purchase of different products 438
Table 13.1 Key points about religion in the UK 465
Table 13.2 Acculturation framework for ethnic entrepreneurs 467
Table 13.3 UK socio-economic groupings 470
Table 13.4 The Socio-Economic Classification System 471
Table 14.1 Early categories of ethical consumers 490
Table 14.2 National Consumer Council’s ‘UK Green Consumers’
491
Table 14.3 The guilt checklist of ethical consumption 492
Table 15.1 Highlights of water, energy and food consumption 516
Table 15.2 The Greenwashing Index Scoring Criteria 525

20
About the Authors

Dr Zubin Sethna
is a born and bred Londoner – Wimbledon in fact – and this is from
where he remembers his earliest lesson in consumer behaviour. Year
after year he would watch the crowds gather in neat queues to buy
tickets to watch the tennis; all in the heat of summer. So one year, as

21
an 11-year-old, he decided to sell ice-cold cans of a famous cola drink
to the waiting crowds. And whilst John McEnroe was shouting the
now infamous words ‘you cannot be serious’ on Centre Court, Zubin
was thinking the very same thing when, much to his surprise, captive
individuals in the crowd were willing to spend £3 a can to quench
their thirst!
As an avid proponent of ‘practise what you preach’, Zubin has
successfully launched five businesses (one of which won a National
Award). As Managing Consultant at Baresman Consulting
(www.baresman.com), he has integrated marketing/consumer
behavioural strategy with management consultancy and training for
numerous organisations both in the UK and internationally, and
across a variety of industry sectors (including Health Care,
Professional Services, Music, Travel, Manufacturing, Retail, IT,
Education and ‘cottage’ industries).
Zubin is also a seasoned academic and a published author. His
research interests lie at the interface of entrepreneurship, marketing
and ethnicity (in fact, his PhD thesis examined the entrepreneurial
marketing activities of the Zarathustrian entrepreneur). He is a
Visiting Professor of Entrepreneurship and Marketing at ISME, has
delivered online academic courses for universities in France, Spain
and Italy, and has previously been a Head of Postgraduate
Programmes, responsible for managing a postgraduate portfolio
totalling nearly 1500 students!
In 2016, Zubin took over as the Editor-in-Chief of the internationally
respected Journal of Research in Marketing and Entrepreneurship
(JRME) and is also a reviewer for a variety of leading marketing and
business journals, including the Journal of Business Research,
European Journal of Marketing, Journal of Marketing Management
and Journal of Strategic Marketing.
He also finds time to get out on his Specialized Roubaix, although it’s
usually more a Tour de Barnet than a Tour de France! Most recently,
Zubin has been infatuated with riding around on his Boosted Board –
an electric long-board skateboard – and has consequently acquired the
nickname ‘Dr Boosted’; a name which his three teenaged children,
Mahya, Kai and Kaus, are thoroughly embarrassed about!

22
Dr Jim Blythe
has been a Merchant Navy officer, a ladies’ hairdresser, a business
consultant, a rock musician, a truck driver, a company director and an
award-winning playwright before becoming an academic – he always
planned on having a varied life, and likes learning new skills.
Currently he is studying for a degree in modern languages, and he has
a pilot’s licence and has learned to play drums in a samba band. His
next venture is to learn to tango – preferably in Buenos Aires, where
the lessons are cheaper.
Jim has written eighteen books and more than fifty journal articles
and has contributed chapters to eight other books. He has also written
open-learning packs for international training organisations, has been
a senior examiner for the Chartered Institute of Marketing, holds four
real degrees and one fake one, and therefore feels somewhat irritated
that he is mainly known for winning the Cardiff heat of Come Dine
With Me. Perhaps this latest edition of Consumer Behaviour will
redress the balance a bit.
Jim is also the recipient of the Life Contribution Award from the
Academy of Marketing 2016 in recognition of extraordinary and
distinguished services to Marketing.

23
Preface To The Fourth Edition

Who doesn’t like gelato? Everyone likes gelato! Sesame Street once even
made a song about it – ‘search the whole world over, travel near and far,
everyone likes ice-cream no matter who they are!’ We live in a world in
which consumers are greatly influenced by the ‘haves’ and ‘have-nots’; by
those who have the ability to spend (and oh boy do they spend!) and those
who are just starting to gear-up to demand products and services in the
near future. Thus, all of us consume, even those who lead a relatively
monastic existence: this is what makes the study of consumer behaviour so
interesting and delves into the heart of the marketing concept. From the
earliest utterings of religious prophets such as Zarathustra, who lived in the
6th century BC, to political prophets in the 21st century AD, we know that
without customers there is no business, and since everything is ultimately
driven by the consumers, their needs and wants become paramount.
However, over the past 15 years we have seen many changes in consumer
behaviour which have been driven, predominantly, by changes in geo-
demographics and technology. Innovation has been followed by disruptive
innovation, and many products and brands have swiftly found themselves
being launched into globalised consumer markets. We’ve seen these
changes (both macro- and micro-environmental) highlighted in academic
research as well as commercial research, and we’ve taken the opportunity
to talk about the effects of these on consumer behaviour. The newcomers
in this space are undoubtedly technology-driven: the increasing dominance
of all things mobile-related (not least of all, mobile marketing), social
media platforms, etc. and on the flip side we have cyber-attackers, who are
also continuously finding ways to illegally and unknowingly engage the
consumer through a variety of media. Changes of this nature are likely to
continue as we hurtle towards 2020. This raises many questions: Are we
prepared and able to face all the challenges that may come our way? Do
we continue to understand who the customers are, and why they behave in
the way that they do? Do we know where they are and where they are
heading? Do we understand what they are saying? How much homage do
we pay to ethical and sustainable consumption?

The huge success of the first three editions of Consumer Behaviour is

largely due not just to the contemporary nature of the material, but to a
relaxed yet informative writing style which we know both students and

24
educators value and love! With the fourth edition, Jim and I (Zubin) have
ensured that the text, theoretical depth and the practical examples of both
‘Consumer Behaviour in Action’ and ‘Brand Experiences’ all remain very
accessible to the reader. Our approach with this edition of Consumer
Behaviour has been to continue to take a truly international perspective on
the subject. Our case studies incorporate examples from a variety of
geographic locations (United Kingdom, Europe and the United States of
America) as well as from a number of different industry sectors (fashion
[including hype culture], automotive, technology, politics, travel transport
and leisure, food retailing, social media/social enterprise and the
emergency services). This has also meant that academic disciplines other
than marketing have also made tremendous contributions – psychology,
sociology, anthropology, economics and neuroscience form the scientific
base on which consumer behaviour stands as an academic subject. We
have tried, in this book, to provide a concise and fairly comprehensive
overview of the main aspects of consumer behaviour, but inevitably there
are omissions, so at the end of each chapter we have offered some further
reading on aspects that you may find particularly insightful.

Core textbooks like this one cannot just be the creation of a couple of
people. In particular we would like to thank Matt Waters and Jasleen Kaur
at SAGE. This fourth edition would not have seen the light of day without
their dedication, support, understanding and patience! Our families, the
communities within which we live and our life experiences have all
provided a consistently rich source of examples – many of which have
been used here. Perhaps most importantly, our students should be thanked
for making us think: some by asking us awkward questions, some by
submitting thought-provoking coursework, some by making us laugh, and
some by needing a deeper explanation than we were really ready to
provide. Any errors, omissions and misconceptions are of course our own.

Zubin Sethna
North London

Jim Blythe
The Alpujarras

25
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no related content on Scribd:
1230

Diagnosis and prognosis,

410

Etiology,

406

Age and sex, influence of,

406

Heredity, influence of,

407

Pathology and morbid anatomy,

410-413

Symptoms,

407
 Circulation, disorders of,

409

Digestive,

409

Pain, seat and character,

408

Paroxysms, characters of,

408

409

Synonyms,

406

Treatment,

413
 Bromides, use,

414

415

Caffeine and guarana, use,

414

Cannabis indica, use,

413

415

Climate, change of,

413

Ergot, use,

413

414
 Galvanism, use,

414

415

in childhood,

415

Indications for,

413

Morphia, use,

415

Muriate of ammonium and chloral, use,

415

Nitrite of amyl and nitro-glycerin,

414
 Quinia, use,

414

Miliary aneurisms, relation of, to cerebral form of encephalitis,

792

hemorrhage,

921-923

tubercles in tubercular meningitis, seat and character,

730

732

Mimicry in hysteria,

251

,
255

270-272

Mind-cure in hysteria,

277

Miryachit, the, hysterical nature of,

228

Mitchell's rest-cure in hysteria,

279

in neurasthenia,

358-362
Monoplegia, hysterical,

238

in nervous diseases,

44

Monospasm in nervous diseases,

46

Moral insanity,

143

management of spinal sclerosis,

906

sense, deterioration of, in chronic alcoholism,

624
 treatment of hysteria,

276

Morbid anatomy of abscess of the brain,

792

of acute simple meningitis,

719

of acute spinal meningitis,

750

of acute spinal myelitis,

812

of amyotrophic lateral sclerosis,

867

of cerebral anæmia,
781

of cerebral hemorrhage,

919-927

of cerebral hyperæmia,

767

of cerebral meningeal hemorrhage,

713

of chorea,

450

of chronic spinal meningitis,

762

of chronic spinal pachymeningitis,

748
 of congestion of cerebral pia mater,

716

of congestion of spinal membranes,

747

of delusional insanity,

169

of diffuse sclerosis,

886

of disseminated sclerosis,

874

880-883

of external pachymeningitis,

705
 of family form of tabes dorsalis,

872

of infantile spinal paralysis,

1132

of insanity,

121

of internal pachymeningitis,

706

of neuritis,

1190

of paralysis agitans,

433

of secondary scleroses,

893
 of spastic spinal paralysis,

865

of spina bifida,

759

of spinal meningeal hemorrhage,

755

of tabes dorsalis,

840

of tetanus,

549

of tubercular meningitis,

729
Morbid anatomy and pathology of chronic lead-poisoning,

689

of epilepsy,

488

of writers' cramp,

526

Morbid somnolence,

344

Morphia, use, in acute simple meningitis,

721

in cerebral anæmia,

788
 in hysteria,

276

in migraine,

415

in multiple neuritis,

1198

in neuritis,

1194

in spinal sclerosis,

905

in thermic fever,

398

399
 in the treatment of the opium habit,

673

675

in tumors of the brain,

1068

in vertigo,

427

Morphœa, in progressive unilateral facial atrophy,

695

Morphine habit,

647
Mortality of chorea,

454

of insanity,

125

126

of tetanus,

553

Motility, disturbances of, in spinal syphilis,

1025

Motion, disorders of, in chorea,

445

446
 in chronic alcoholism,

620

in diffuse spinal sclerosis,

888

Motor paralysis in unilateral paralysis of spinal cord,

1166

Motor symptoms of thermic fever,

391

weakness, in spinal hyperæmia,

803

Motory symptoms of nervous diseases,

42

Multiple and multiple degenerative neuritis,

1195

Diagnosis,

1197

Etiology,

1197

Nature and history,

1195

Pathology,

1196

Prognosis,

1198
 Symptoms,

1195

Onset,

1195

Pain, characters,

1195

Paresis and atrophy of muscles,

1196

Sensation, disturbances of,

1195

Treatment,

1198

Electricity,
1198

Morphia,

1198

Salicylate of sodium and iodide of potassium,

1198

Rest,

1198

Multiple cerebro-spinal sclerosis,

873

Muscles, atrophy of,

1267

changes in, in alcoholism,