The Psychology Of Buying
Our series of articles on buyer psychology is aimed at providing sellers with access to the latest scientific research on decision making and choice.
We have gathered the latest published cognitive research applied it to the interaction of the seller in the buying decision. We have taken what can sometimes be a difficult subject and re-presented it in a manner aimed at allowing the salesperson to apply it fast.
The following are the research sources we have found very helpful in our research into the psychology of buying:
The Optimism Bias: A Tour of the Irrationally Positive Brain, Tali Sharot
Thinking Fast and Slow, Penguin, 2011 – Daniel Kahneman.
Predictably Irrational: The Hidden Forces That Shape Our Decisions, Dan Ariely
Nudge, Thaler & Sunstein, Penguin Books
Nudge Nudge Think Think, Peter John et al, Bloomsbery
Delivering The Neural Nudge, Roger Parry, MSQ Partners
Inventory Of Emotions, Human-Machine Interaction Network on Emotion (HUMAINE)
The “IKEA Effect”: When Labor Leads to Love, Michael I. Norton, Daniel Mochon, Dan Ariely, HBS.
Influence: The Psychology of Persuasion (Collins Business Essentials), Robert B. Cialdini
The Paradox of Choice: Why More Is Less, Barry Schwartz
The Upside of Irrationality: The Unexpected Benefits of Defying Logic , Dan Ariely
The Invisible Gorilla: How Our Intuitions Deceive Us, Christopher Chabris & Daniel Simons
Strangers to Ourselves: Discovering the Adaptive Unconscious by Timothy D. Wilson (2004)
Redirect: The Surprising New Science of Psychological Change by Timothy D. Wilson (2011)
The Brain and Emotional Intelligence: New Insights, Daniel Goleman
Redirect: The Surprising New Science of Psychological Change, Timothy Wilson
The Black Swan: The Impact of the Highly Improbable, Nassim Nicholas Taleb
Sway: The Irresistible Pull of Irrational Behavior, Ori Brafman, Rom Brafman
Beyond the Power of Your Subconscious Mind, C. James Jensen
Blink: The Power of Thinking Without Thinking, Malcolm Gladwell
The Science of Fear: How the Culture of Fear Manipulates Your Brain, Daniel Gardner
The Narrative Escape (Our brains naturally frame events as stories), Tom Stafford