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Author: William J. CUSICK
Publisher: AMACOM
ISBN: 0814414222
Category : Business & Economics
Languages : en
Pages : 240
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Book Description
As many businesses are discovering, customer behavior doesn’t always make sense. That really shouldn’t be surprising. As recent studies have shown, people tend to base their decisions on more subconscious, emotional desires than on rational, practical choices. What’s more, customers aren’t able to tell you accurately why they do what they do. Combining recent research findings with real-world examples from his consulting practice on customer experience, William J. Cusick examines how the subconscious part of the brain drives the decisions and behavior of every customer on a daily basis and introduces the concept of "the irrational customer." All Customers Are Irrational shows why businesses must change their approach to attracting and retaining customers, and proposes ways they can alter their strategies on everything from customer research, product design and website development to call center management, employee recruitment, and retail store layouts, by focusing on what customers are actually doing instead of what they’re saying. Honest, direct and insightful, All Customers Are Irrational will help businesses tap into the impulses and motivations that both attract and retain consumers for the long haul.
Author: William J. CUSICK
Publisher: AMACOM
ISBN: 0814414222
Category : Business & Economics
Languages : en
Pages : 240
Get Book Here
Book Description
As many businesses are discovering, customer behavior doesn’t always make sense. That really shouldn’t be surprising. As recent studies have shown, people tend to base their decisions on more subconscious, emotional desires than on rational, practical choices. What’s more, customers aren’t able to tell you accurately why they do what they do. Combining recent research findings with real-world examples from his consulting practice on customer experience, William J. Cusick examines how the subconscious part of the brain drives the decisions and behavior of every customer on a daily basis and introduces the concept of "the irrational customer." All Customers Are Irrational shows why businesses must change their approach to attracting and retaining customers, and proposes ways they can alter their strategies on everything from customer research, product design and website development to call center management, employee recruitment, and retail store layouts, by focusing on what customers are actually doing instead of what they’re saying. Honest, direct and insightful, All Customers Are Irrational will help businesses tap into the impulses and motivations that both attract and retain consumers for the long haul.
Author: Enrico Trevisan
Publisher: Routledge
ISBN: 1317026950
Category : Business & Economics
Languages : en
Pages : 156
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Book Description
Companies of all kinds have fallen into some of the most fundamental of traps when it comes to consumer marketing; in assuming that the motivation that drives their customers is entirely rational. Enrico Trevisan's The Irrational Consumer builds on the ground breaking works on behavioural economics of authors such as Daniel Kahneman and Richard Thaler in order to explain the fundamental drivers of customer decisions and how to incorporate these into your business strategy. Learn how consumers respond to different offer architectures and discounts; why they sometimes struggle to see the wood for the trees in a world of ever-increasing options; what are the rules of thumb they develop for making sense of value. Behavioural economics offers organizations 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.
Author: Dan Ariely
Publisher: Harper Collins
ISBN: 006135323X
Category : Business & Economics
Languages : en
Pages : 310
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Book Description
Intelligent, lively, humorous, and thoroughly engaging, "The Predictably Irrational" explains why people often make bad decisions and what can be done about it.
Author: Ori Brafman
Publisher: Currency
ISBN: 0385530609
Category : Business & Economics
Languages : en
Pages : 226
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Book Description
A fascinating journey into the hidden psychological influences that derail our decision-making, Sway will change the way you think about the way you think. Why is it so difficult to sell a plummeting stock or end a doomed relationship? Why do we listen to advice just because it came from someone “important”? Why are we more likely to fall in love when there’s danger involved? In Sway, renowned organizational thinker Ori Brafman and his brother, psychologist Rom Brafman, answer all these questions and more. Drawing on cutting-edge research from the fields of social psychology, behavioral economics, and organizational behavior, Sway reveals dynamic forces that influence every aspect of our personal and business lives, including loss aversion (our tendency to go to great lengths to avoid perceived losses), the diagnosis bias (our inability to reevaluate our initial diagnosis of a person or situation), and the “chameleon effect” (our tendency to take on characteristics that have been arbitrarily assigned to us). Sway introduces us to the Harvard Business School professor who got his students to pay $204 for a $20 bill, the head of airline safety whose disregard for his years of training led to the transformation of an entire industry, and the football coach who turned conventional strategy on its head to lead his team to victory. We also learn the curse of the NBA draft, discover why interviews are a terrible way to gauge future job performance, and go inside a session with the Supreme Court to see how the world’s most powerful justices avoid the dangers of group dynamics. Every once in a while, a book comes along that not only challenges our views of the world but changes the way we think. In Sway, Ori and Rom Brafman not only uncover rational explanations for a wide variety of irrational behaviors but also point readers toward ways to avoid succumbing to their pull.
Author: Colin Shaw
Publisher: Springer
ISBN: 1137534303
Category : Business & Economics
Languages : en
Pages : 230
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Book Description
Building on the work of Daniel Kahneman (Thinking Fast and Slow), Dan Ariely (Predictably Irrational), Shaw and Hamilton provide a new understanding of how people behave, explain what it means for organizations who really want to understand their customers, and show you what to do to create exceptional customer experiences.
Author: Robyn Dawes
Publisher: Routledge
ISBN: 0429980310
Category : Social Science
Languages : en
Pages : 315
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Book Description
Robyn Dawes defines irrationality as adhering to beliefs that are inherently self-contradictory, not just incorrect, self-defeating, or the basis of poor decisions. Such beliefs are unfortunately common. This book demonstrates how such irrationality results from ignoring obvious comparisons, while instead falling into associational and story-based thinking. Strong emotion—or even insanity—is one reason for making automatic associations without comparison, but as the author demonstrates, a lot of everyday judgment, unsupported professional claims, and even social policy is based on the same kind of "everyday" irrationality.
Author: Francesco Parisi
Publisher: Stanford University Press
ISBN: 9780804751445
Category : Business & Economics
Languages : en
Pages : 634
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Book Description
This collection of essays explores the most relevant developments at the interface of economics and psychology, giving special attention to models of irrational behavior, and draws the relevant implications of such models for the design of legal rules and institutions. The application of economic models of irrational behavior to law is especially challenging because specific departures from rational behavior differ markedly from one another. Furthermore, the analytical and deductive instruments of economic theory have to be reshaped to deal with the fragmented and heterogeneous findings of psychological research, turning towards a more experimental and inductive methodology. This volume brings together pioneering scholars in this area, along with some of the most exciting developments in the field of legal and economic theory. Areas of application include criminal law and sentencing, tort law, contract law, corporate law, and financial markets.
Author: Deb Gabor
Publisher: Lioncrest Publishing
ISBN: 9781544513621
Category : Business & Economics
Languages : en
Pages : 170
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Book Description
Eventually, every organization faces a serious branding disaster. Think of United Airlines, Wells Fargo, Uber, and other companies whose tribulations made front page news. Poor business decisions, corrupt cultures, or just plain bad luck can lead to major PR meltdowns, sending once-loyal consumers fleeing in droves. But there's a right way to handle controversy and come out stronger on the other side.Using recent high-profile brand implosions as prime examples, Deb Gabor demonstrates how top companies that break their promises inevitably suffer, and she explores the routes the more agile ones have taken to full recovery after letting their customers down. One of the world's premier branding experts, Gabor provides invaluable insights that will help your own enterprise build positive brand equity, good will, and the "irrational loyalty" that will support your brand long-term through the best and worst of times.This is your essential guide to building Irrational Loyalty.
Author: Melina Palmer
Publisher: Mango Media Inc.
ISBN: 1642505633
Category : Business & Economics
Languages : en
Pages : 263
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Book Description
Why do people buy? A behavioral economist explains the science of consumer behavior in “the most important business book to come out in years” (Michael F. Schein, author and columnist for Inc., Forbes, and Psychology Today). What Your Customer Wants and Can’t Tell You explains the neuroscience of consumer behavior. Learn exactly why people buy—and how to use that knowledge to improve pricing, increase sales, create better “brain-friendly” brand messaging, and be a more effective leader. Behavioral economics is the marketing research future of brands and business. This book goes beyond an academic understanding of behavioral economics and into practical applications. Learn how real businesses and business professionals can use science to make their companies better. Business owner, consultant, and behavioral economics expert Melina Palmer helps leaders like you use the psychology of the consumer, innovation, and truly impactful branding to achieve real, bottom-line benefits. Discover information and tools you can actually use to influence consumers. Go beyond data science and learn how the consumer brain works. Dramatically improve your effectiveness as a leader and marketer with: · Real-world examples that bring a concept to life and make it stick · Ideas to help you with problem solving for your business · Ways to hack your brain into coming up with innovative programs, products, and initiatives “A stand-out guide for anyone fascinated by customer behavior and the science of decision-making.” —Madeline Quinlan, cofounder of Salient Behavioral Consultants
Author: Daniel Wirls
Publisher: JHU Press
ISBN: 0801898420
Category : Political Science
Languages : en
Pages : 254
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Book Description
2011 Winner of the Selection for Professional Reading List of the U.S. Marine Corps The end of the Cold War was supposed to bring a “peace dividend” and the opportunity to redirect military policy in the United States. Instead, according to Daniel Wirls, American politics following the Cold War produced dysfunctional defense policies that were exacerbated by the war on terror. Wirls’s critical historical narrative of the politics of defense in the United States during this “decade of neglect” and the military buildup in Afghanistan and Iraq explains how and why the U.S. military has become bloated and aimless and what this means for long-term security. Examining the recent history of U.S. military spending and policy under presidents George H. W. Bush, Bill Clinton, and George W. Bush, Wirls finds that although spending decreased from the close of the first Bush presidency through the early years of Clinton’s, both administrations preferred to tinker at the edges of defense policy rather than redefine it. Years of political infighting escalated the problem, leading to a military policy stalemate as neither party managed to craft a coherent, winning vision of national security. Wirls argues that the United States has undermined its own long-term security through profligate and often counterproductive defense policies while critical national problems have gone unmitigated and unsolved. This unified history of the politics of U.S. military policy from the end of the Cold War through the beginning of the Obama presidency provides a clear picture of why the United States is militarily powerful but “otherwise insecure.”
