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The illusion of choice : 16 1/2 psychological biases that influence what we buy /

Every day, people make hundreds of choices. Many of these are commercial. What shampoo to pick? How much to spend on a bottle of wine? Whether to renew a subscription? These choices might appear to be freely made, but psychologists have shown that subtle changes in the way products are positioned, p...

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Bibliographic Details
Main Author: Shotton, Richard (Author)
Format: Book
Language:English
Published: Petersfield, Hampshire, UK : Harriman House, [2023].
Subjects:
Consumers > Psychology.
Influence (Psychology)
Economics > Psychological aspects.
Consumer behavior.
Marketing.
Choice (Psychology)
Table of Contents:
  • Introduction
  • 1. Habit Formation
  • 2. Make It Easy
  • 3. Make it Difficult
  • 4. The Generation Effect
  • 5. The Keats Heuristic
  • 6. Concreteness
  • 6 1/2. Prevision
  • Bonus Chapter: Base Value Neglect
  • 7. Extremeness Aversion
  • 8. Denominator Neglect
  • 9. The Need to Experiment
  • 10. Framing
  • 11. Fairness
  • 12. Freedom of Choice
  • 13. The Red Sneakers Effect
  • 14. The Halo Effect
  • 15. The Wisdom of Wit
  • 16. The Peak-End Rule
  • Conclusion.