Consumer Behavior

Learn the secret of what really drives sales - and how to give people what they need so they want to buy from you.

“Scale” has become a favored buzzword in the startup world. But scale isn't just about accumulating more users or capturing more market share. It's about whether an idea that takes hold in a small group can do the same in a much larger one. Translating an idea into widespread impact, says University of Chicago economist John A. List, depends on one thing only: whether it can achieve “high voltage”—the ability to be replicated at scale. In The Voltage Effect, List explains that scalable ideas share a common set of attributes, while any number of attributes can doom an unscalable idea.

If you want to succeed in life or career; regardless of your industry, profession (not just marketing or sales profession), location, age, gender, or any other aspect, you need to become more persuasive, you need to influence people. You cannot do it all on your own - you need people to leverage your efforts and get results faster. Persuasion is not merely for marketing and sales people - it’s the basic life skill that every human being needs to sell their view point, ideas, and get people along - everyone is into salesmanship.

As Lawrence Ingrassia shows in this timely and eye-opening audiobook, a growing number of digital entrepreneurs have found new and creative ways to crack the code on the bonanza of physical goods that move through our lives every day. They have discovered that manufacturing, marketing, logistics, and customer service have all been flattened - where there were once walls that protected big brands like Gillette, Sealy, Victoria’s Secret, or Lenscrafters, savvy and hungry innovators now can compete on price, value, quality, speed, convenience, and service.

Nova versão: revisada, rediagramada e atualizada. Descubra todo o poder do Copywriting e das Palavras que Vendem. Nessa obra, você descobrirá como aplicar na prática 32 "gatilhos" no seu negócio, indo muito além de uma simples comunicação de vendas. Nesse livro você descobrirá: A Coroa de Ferro dos Gatilhos Mentais (e os 4 gatilhos que realmente importam na sua comunicação). A Joia da Coroa (e o principal motivo que o impede de realizar mais vendas). 18 Gatilhos Emocionais (e como você ativa as principais emoções no seu cliente para que ele compre).

Behavioral Economics: The Basics is the first book to provide a rigorous yet accessible overview of the growing field that attempts to uncover the psychological processes which mediate all the economic judgments and decisions we make. With recommended further readings throughout, this book is essential for all students taking courses in behavioral economics, economic psychology, consumer psychology, microeconomicsm and game theory, and also for professionals looking for an accessible introduction to the topic.

The members of a massive and growing customer group are highly engaged with one subject: changing their own behavior to be healthier, wealthier, and wiser. Unlike the average consumer, these people are eager and excited to connect with businesses - if they'll help them make these very difficult changes. Nelson calls these people "transformational consumers".

Radical uncertainty changes the way we should think about decision-making. For over half a century economics has assumed that people behave rationally by optimizing among well-defined choices. Behavioral economics questioned how far people are rational, pointing to the cognitive biases that seem to describe actual behavior.

Word of mouth is directly responsible for 19 percent of all purchases, and influences as much as 90 percent. Every human on Earth relies on word of mouth to make buying decisions. Yet even today, fewer than 1 percent of companies have an actual strategy for generating these crucial customer conversations. Talk Triggers provides that strategy in a compelling, relevant, timely book that can be put into practice immediately, by any business.

Competition is tougher than ever these days and competing on price or product just doesn’t work as well anymore. So how can companies stand out in a crowded marketplace that is constantly evolving? The answer is customer experience, and the best part about customer experience is that it's delivered by human beings who are unique to a company. The Experience Maker helps managers and executives focus on customers who are already spending money with their company rather than spending more money on marketing new customers.

If today’s brands want to succeed, they have to be in the conversation, and influencers make that happen. The Age of Influence is an essential guide for marketing professionals and business owners who want to create and implement a highly effective and sustainable influencer marketing plan.

We live in an age of extreme corporate concentration, in which global industries are controlled by just a few giant firms - big banks, big pharma, and big tech, just to name a few. But concern over what Louis Brandeis called the "curse of bigness" can no longer remain the province of specialist lawyers and economists, for it has spilled over into policy and politics, even threatening democracy itself.

Behavior change is hard, but O’Mara shows that by adopting strategies that are well-founded in the science of brain and behavior, individuals and organizations can adapt to the demands of the modern world.

User experience doesn’t happen on a screen; it happens in the mind, and the experience is multidimensional and multisensory. This practical book will help you uncover critical insights about how your customers think so you can create products or services with an exceptional experience. Corporate leaders, marketers, product owners, and designers will learn how cognitive processes from different brain regions form what we perceive as a singular experience. Author John Whalen shows you how anyone on your team can conduct "contextual interviews" to unlock insights.

Green Giants examines nine companies that are merging social responsibility with wild profitability - and reveals the six factors responsible for their success, including: iconoclastic leadership fueled by deep conviction and a rebellious streak; disruptive innovation that uses sustain ability to spur the development of radically better products and services; a higher purpose that ignites the company - when the mission leads, profits follow.

In this signal work of history, Bancroft Prize winner and Pulitzer Prize finalist Lizabeth Cohen shows how the pursuit of prosperity after World War II fueled our pervasive consumer mentality and transformed American life. Trumpeted as a means to promote the general welfare, mass consumption quickly outgrew its economic objectives and became synonymous with patriotism, social equality, and the American Dream.

What Retirees Want presents the culmination of 30 years of research by world-famous "Age Wave" expert Ken Dychtwald, PhD, and author and consultant Robert Morison. This entertaining, thought-provoking, and wide-ranging book explains how individuals, businesses, nonprofits, and governments can best prepare for a new era - where the needs and demands of the "Third Age" will set the lifestyle, health, social, marketplace, and political priorities of generations to come.

If the consumer economy had a sex, it would be female. If the business world had a sex, it would be male. And therein lies the pickle. Women are the engine of the global economy, driving nearly 80 percent of consumer household spending in the United States alone. They hold the purse strings, and when they've got a tight grip on them as they do now, companies must be shrewder than ever to win them over.

For many marketing professionals, "science" is a four-letter word. They see brand-building as an unteachable art guided by their intuition and experience. But at its core, marketing aims to seed ideas into people's minds, make them feel a certain way, and, ultimately, get them to act. In Brand Seduction, Daryl reveals the latest psychological and neuroscientific discoveries about how our minds process brand information and make decisions, and the important roles our emotions and unconscious play in our selections.

Once you learn how to use them, controlling people's minds will be that easy. Do you struggle to get people to listen to you, to have them comply with instructions and requests? Do you always use the same common words that everyone else is using? Are you paying any attention to the words that you choose? Imagine yourself flowing with powerful words: you just can't help it, it's almost automatic.