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A practical and illuminating guide to understanding – and taking advantage of – the psychology behind buying decisions.
'This book will make you better at your job' – Jonah Berger, bestselling author of Contagious
Discover the psychological biases that shape every buying decision – and how to use them in business.
Every day we make hundreds of choices, many of them 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, promoted and marketed can radically alter how customers behave.
In The Illusion of Choice, Richard Shotton, author of the acclaimed The Choice Factory, identifies the 16 and a half most important psychological biases that everyone in business needs to be aware of. Drawing on academic research, advertising campaigns and his own original field studies, he shows how any business can utilise these biases to win and retain customers, sell more products and make money.
In this fascinating and highly practical guide, you'll learn to take advantage of the peak end rule, the power of precision, the wisdom of wit – and much, much more.
Full of marketing insights, The Illusion of Choice is essential for anyone seeking to understand consumer behaviour.
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