Using behavioral science in marketing : drive customer action and loyalty by prompting instinctive responses /: drive customer action and loyalty by prompting instinctive responses. (2022)

• Record Type: Book
• Further Information: Note: Nancy Harhut.
• Authors: Harhut, Nancy
• Contents: <ul style='padding-top:0;padding-left:0;list-style:none;'><ul style='padding-top:0;list-style:none;'>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
• Edition: 1st
• Publisher Details: London : KoganPage
• Publication Date: 2022
• Extent: 1 online resource
• Subjects: 658.80019; Marketing; Consumer behavior
• Languages: English
• ISBNs: 9781398606678
• Related ISBNs: 9781398606685; 9781398606487
• Notes: Note: Description based on CIP data; resource not viewed.
• Access Rights: Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time; The Legal Deposit Libraries (Non-Print Works) Regulations (UK).
• Access Usage: Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.