The Illusion of Choice: 16 ½ psychological biases that influence what we buy
Harriman House

The Illusion of Choice: 16 ½ psychological biases that influence what we buy

$26.99
/
  • Recommended for 14 years or older
  • Printed in United Kingdom

The compelling new book by Richard Shotton, author of The Choice Factory

Every day, people make hundreds of choices.

Many of these are commercial: What shampoo to pick? How much to spend on a bottle of wine? Whether to renew a subscription?

These choices might appear to be freely made, but psychologists have shown that subtle changes in the way products are positioned, promoted and marketed can radically alter how customers behave.

The Illusion of Choice identifies the 16½ most important psychological biases that everyone in business needs to be aware of today – and shows how any business can take advantage of these quirks to win customers, retain customers and sell more.

Richard Shotton, author of the acclaimed The Choice Factory, draws on academic research, previous ad campaigns and his own original field studies to create a fascinating and highly practical guide that focuses on the point where marketing meets the mind of the customer.

You’ll learn to take advantage of the peak end rule, the power of precision, the wisdom of wit – and much, much more.

You simply cannot afford to miss The Illusion of Choice.

Softcover, 216 pages.

Published by Harriman House.

Printed in the United Kingdom.

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Reviews

No one should be allowed near a layout pad or a keyboard until they have read this book. It is an antidote to the tediously direct and transactional nature of much of modern marketing. ~ Rory Sutherland, author of Alchemy, vice-chairman of Ogilvy

This book will make you better at your job. If you’re trying to get your head around behavioural science, or how to apply it, look no further – Shotton has done all the hard work for you. Keep a copy within arm’s reach – you’ll be coming back to it time and again. ~ Jonah Berger, marketing professor at the Wharton School at the University of Pennsylvania and internationally bestselling author of Contagious

People behave in surprising ways, often driven by cognitive biases. The Illusion of Choice is a straightforward and practical guide to these biases and how to apply them. An essential read for every marketing professional. ~ Matthew Syed, Olympian and author of Black Box Thinking

Some books are designed to be impressive, written in complicated jargon. This book is designed to be useful, surprising, and practical, which is why it’s written in plain English. Those other books look good on the bookshelf or behind your head on Zoom calls. This book you’ll actually use. ~ Dave Trott, creative director, columnist at Campaign and multiple agency founder

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