The choice factory : how 25 behavioural biases influence the products we decide to buy /
Shotton, Richard,
The choice factory : how 25 behavioural biases influence the products we decide to buy / How 25 behavioural biases influence the products we decide to buy How twenty-five behavioural biases influence the products we decide to buy Choice factory : 25 behavioural biases that influence what we buy by Richard Shotton. - xiii, 202 pages ; 22 cm
Includes bibliographical references and index.
The 25 biases. The fundamental attribution error -- Social proof -- Negative social proof -- Distinctiveness -- Habit -- The pain of payment -- The danger of claimed data -- Mood -- Price relativity -- Primacy effect -- Expectancy theory -- Confirmation bias -- Overconfidence -- Wishful seeing -- Media context -- The curse of knowledge -- Goodhart's law -- The Pratfall effect -- Winner's curse -- The power of the group -- Veblen goods -- The replicability crisis -- Variability -- Cocktail party effect -- Scarcity -- Ethics -- Conclusion.
"By observing a typical day of decision-making, from trivial food choices to significant work-place moves, he investigates how our behavior is shaped by psychological shortcuts. With a clear focus on the marketing potential of knowing what makes us tick, Shotton has drawn on evidence from academia, real-life ad campaigns and his own original research"--Back cover.
9780857196095 085719609X
2017492481
Consumer behavior.
Influence (Psychology)
Consumers--Attitudes.
658.8342
The choice factory : how 25 behavioural biases influence the products we decide to buy / How 25 behavioural biases influence the products we decide to buy How twenty-five behavioural biases influence the products we decide to buy Choice factory : 25 behavioural biases that influence what we buy by Richard Shotton. - xiii, 202 pages ; 22 cm
Includes bibliographical references and index.
The 25 biases. The fundamental attribution error -- Social proof -- Negative social proof -- Distinctiveness -- Habit -- The pain of payment -- The danger of claimed data -- Mood -- Price relativity -- Primacy effect -- Expectancy theory -- Confirmation bias -- Overconfidence -- Wishful seeing -- Media context -- The curse of knowledge -- Goodhart's law -- The Pratfall effect -- Winner's curse -- The power of the group -- Veblen goods -- The replicability crisis -- Variability -- Cocktail party effect -- Scarcity -- Ethics -- Conclusion.
"By observing a typical day of decision-making, from trivial food choices to significant work-place moves, he investigates how our behavior is shaped by psychological shortcuts. With a clear focus on the marketing potential of knowing what makes us tick, Shotton has drawn on evidence from academia, real-life ad campaigns and his own original research"--Back cover.
9780857196095 085719609X
2017492481
Consumer behavior.
Influence (Psychology)
Consumers--Attitudes.
658.8342