All Chapters

Explore all 24 chapters of PSYCHOMarketing by Roger Nichols, from the paradox of choice to the psychology behind everyday purchases.

Section One

1. The Paradox of Choice
2. Purchasing Strategies
3. Marketing Psychologist
4. A Few More Ploys of Marketing Psychologists

Section Two · Psychological Principles and Implications

5. The Art of Priming
6. Reciprocity
7. The Decoy Effect
8. Social Proof
9. Scarcity Marketing Theory
10. Information Gap Theory
11. Anchoring
12. Loss Aversion Theory
13. Baader-Meinhof Phenomenon
14. Freedman and Fraser’s Compliance Experiment
15. Kahneman and Tversky’s Framing Experiment
16. Zajonc’s Mere Exposure Study
17. Asch’s Conformity Experiment
18. Data-Driven Marketing
19. Psychological Factors that Affect Consumers’ Behavior
20. Gestalt Theory
21. Motivation and Maslow’s Hierarchy of Needs
22. Pavlov’s Dog and Marketing
23. The Diderot Effect
24. Conclusion