Format:
1 online resource (156 pages)
Edition:
1st ed.
ISBN:
9781472413444
,
9781317026945
Content:
Behavioural economics shows organizations how to understand the motivation that drives their customers. It offers perspectives for engaging with customers whose views on what to buy are strongly driven by contextual factors, such as the framework and the dynamics of choices. Enrico Trevisan's The Irrational Consumer is your 'must-have' primer to this world
Note:
Cover -- Contents -- List of Figures -- About the Author -- Preface -- Introduction -- 1 The Loss of Rationality -- 1.1 Heuristics -- 1.2 The Anchor Effect -- 1.3 The Deal Effect -- 1.4 The Separation Effect -- 1.5 The Choice Effect -- 1.6 The Endowment Effect -- 1.7 The Accounting Effect -- 1.8 The Self-Control Effect -- 1.9 Commercial Strategies -- 2 A Passion for Deals -- 2.1 The Impact of 'Free' -- 2.2 Transaction Utility -- 2.3 Points of Reference -- 2.4 Price and Quality -- 3 The Sense of Possession -- 3.1 Out-of-Pocket Costs and Opportunity Costs -- 3.2 Losses and Gains -- 3.3 What is Possessed and How -- 3.4 Giving and Taking Away -- 4 An Embarrassment of Riches -- 4.1 The Problem of Choice -- 4.2 Less is Better than More -- 4.3 Choosing Less, Getting More -- 5 Sunk Costs and Re-Emerging Costs -- 5.1 The Costs of the Past -- 5.2 Future Losses -- 5.3 The Past that Passes -- 6 Divide and Rule -- 6.1 Paying, Buying and Using -- 6.2 Paying and Securing -- 6.3 Paying and Misallocating -- 6.4 Paying and Self-Binding -- 7 Money Games -- 7.1 Form Becomes Substance -- 7.2 The Origin of Money -- 7.3 The Purpose of Money -- 8 Ulysses, the Sirens and the Challenge of Self Control -- 8.1 Temporal Inconsistency -- 8.2 Controlling Self-Control -- 8.3 The Market of Self-Control -- 9 Mind Games -- 9.1 Statistical Intuition -- 9.2 Mental Representations -- 9.3 Availability and Anchors -- Conclusions: Seize the Moment -- Bibliography -- Index
Additional Edition:
Print version Trevisan, Enrico The Irrational Consumer Oxford : Taylor & Francis Group,c2013 ISBN 9781472413444
Language:
English
Keywords:
Electronic books
URL:
FULL
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