Using Behavioral Science in Marketing

Chapter - 01: Emotional and rational elements in decision making; Chapter - 02: Conveying customer benefits through loss aversion and the endowment effect; Chapter - 03: Achieving urgency and exclusivity through the scarcity principle; Chapter - 04: The reciprocity principle and the marketing value of give to get; Chapter - 05: Social proof - harnessing the power of people like us, and the people we like; Chapter - 06: Storytelling - increasing consumer involvement and engagement; Chapter - 07: Autonomy bias - harnessing the human need for control; Chapter - 08: Encouraging sales and loyalty through the consistency principle and the Zeigarnik effect; Chapter - 09: Information gap theory - prompting consumers to take action through curiosity and the need to know; Chapter - 10: Tapping into the authority principle to stand out and prompt responses; Chapter - 11: Choice architecture and status quo bias - how to use inertia to get things moving; Chapter - 12: Labeling and framing - making people see things your way; Chapter - 13: Increasing action through automatic compliance triggers and reasons; Chapter - 14: Maximizing the impact of your marketing copy and language; Chapter - 15: Increasing desirability though triggering availability bias; Chapter - 16: Creating stand out marketing communications through context, rewards and unpredictability; Chapter - 17: Temporal discounting and temporal landmarks - the effects of time on behavior