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The choice factory : how 25 behavioural biases influence the products we decide to buy

Author: Richard Shotton
Publisher: Great Britain : Harriman House, 2018.
Edition/Format:   Print book : EnglishView all editions and formats
Summary:
"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.
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Document Type: Book
All Authors / Contributors: Richard Shotton
ISBN: 085719609X 9780857196095
OCLC Number: 1007930125
Description: xiii, 202 pages ; 22 cm
Contents: 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.
Other Titles: 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
Responsibility: by Richard Shotton.

Abstract:

Before you can influence decisions, you need to understand what drives them. In The Choice Factory, Richard Shotton sets out to help you learn. From priming to the pratfall effect, charm pricing to  Read more...

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"This book is a Haynes Manual for understanding consumer behaviour. You should buy a copy - and then buy another copy to give to one of the 97% of people in marketing who are too young to remember Read more...

 
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