TY  - BOOK
AU  - Shotton,Richard
TI  - The choice factory : how 25 behavioural biases influence the products we decide to buy
SN  - 9780857196095
U1  - 658.8342 23
PY  - 2018///
CY  - Hampshire, Great Britain
PB  - Harriman House Ltd
KW  - Consumer behavior
KW  - Influence (Psychology)
KW  - Consumers
KW  - Attitudes
N1  - 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
N2  - "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
ER  -