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

Shotton, Richard2018

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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.

Record details

Main title:

The choice factory : how 25 behavioural biases influence the products we decide to buy / by Richard Shotton.

Author:

Shotton, Richard, author

Work:

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

Imprint:

Collation:

xiii, 202 pages ; 22 cm

Notes:

Includes bibliographical references and index.

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.

ISBN:

9780857196095 (pbk)9780857196095 (paperback)

Dewey class:

658.8342

Language:

English

Added title:

How 25 behavioural biases influence the products we decide to buyHow twenty-five behavioural biases influence the products we decide to buyChoice factory : 25 behavioural biases that influence what we buy

Subject:

Consumer behaviorInfluence (Psychology)Consumers -- Attitudes

BRN:

507749