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 LessBarry Schwartz

The Upside of Irrationality: The Unexpected Benefits of Defying Logic Dan Ariely

The Invisible Gorilla: How Our Intuitions Deceive UsChristopher 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 ImprobableNassim Nicholas Taleb

Sway: The Irresistible Pull of Irrational BehaviorOri BrafmanRom Brafman

Beyond the Power of Your Subconscious Mind, C. James Jensen

At Left Brain Turn Right: An Uncommon Path, Anthony Meindl (Jan 20, 2012)

Blink: The Power of Thinking Without Thinking, Malcolm Gladwell

The Science of Fear: How the Culture of Fear Manipulates Your BrainDaniel Gardner

The Narrative Escape (Our brains naturally frame events as stories), Tom Stafford


The latest research on how buyers buy
Who makes the buying decision