Литература

Введение

Шарп Байрон. Как растут бренды: О чем не знают маркетологи. — М.: Манн, Иванов и Фербер, 2017.

'37 Who Saw Murder Didn't Call the Police', New York Times, 27 March 1964.

'Effect of colour of drugs: systematic review of perceived effect of drugs and of their effectiveness', by Anton J M de Craen, Pieter J Roos, A Leonard de Vries, Jos Kleijnen [British Medical Journal, Vol. 313; 21 Dec 1996].

The Wiki Man by Rory Sutherland [2011].

1. Фундаментальная ошибка атрибуции

'From Jerusalem to Jericho', by John Darley and Daniel Batson [Journal of Personality and Social Psychology, Vol. 27 (1), pp. 100–108, 1973].

Marketers Are from Mars, Consumers Are from New Jersey by Bob Hoffman [2015].

'Social Roles, Social Control, and Стереотипes in Social-Perception Processes' by Lee Ross, Teresa Amabile, and Julia Steinmetz [Journal of Personality and Social Psychology, Vol. 35, No 7, pp. 485–94, 1977].

2. Социальное доказательство

Чалдини Р. Психология влияния: Убеждай. Воздействуй. Защищайся. — СПб.: Питер, 2018.

Behind the Scenes in Advertising: More Bull More (Mark III) [2003].

3. Отрицательное социальное доказательство

'Crafting Normative Messages to Protect the Environment' by Robert Cialdini [Current Directions in Psychological Science, Vol. 12, No 4, pp. 105–109, 2003].

Inside the Nudge Unit: How Small Changes Can Make a Big Difference by David Halpern [2015] 'Perils of Perception: A Fourteen Country Study' by IPSOS MORI [2014].

4. Своеобразие

'Aging and the von Restorff Isolation Effect in Short/Term Memory', by Richard Cimbalo and Lois Brink [The Journal of General Psychology Vol. 106, No. 1, pp. 69–76, 1982].

5. Привычка

'Habits in Everyday Life: Thought, Emotion, and Action', by Wendy Wood, Jeffrey Quinn and Deborah Kashy [Journal of Personality and Social Psychology, Vol. 83, No. 6, pp. 1281–1297, 2002].

'Sainsbury's — How an idea helped make Sainsbury's great again', by Tom Roach, Craig Mawdsley and Jane Dorsett [IPA Effectiveness Awards 2008].

'People Search for Meaning When They Approach a New Decade in Chronological Age', by Adam Alter and Hal Hershfield [Proceedings of the National Academy of Sciences of the United States of America, Vol. 111, No. 48, pp. 17066–17070, 2014].

Inside the Nudge Unit: How Small Changes Can Make a Big Difference by David Halpern [2015].

6. Боль оплаты

'Always Leave Home Without It: A Further Investigation of the Credit-Card Effect on Willingness to Pay', by Drazen Prelec and Duncan Simester [Marketing Letters, Vol. 12, No. 1, pp. 5–12, 2001.

'$ or Dollars: Effects of Menu-Price Formats on Restaurant Checks', by Sybil Yang, Sheryl Kimes and Mauro Sessarego [Cornell Hospitality Report, Vol. 9, No. 8, pp. 6–11 2009].

"The Best Price You'll Ever Get": The 2005 Employee Discount Pricing Promotions in the U. S. Automobile Industry', by Meghan Busse, Duncan Simester and Florian Zettelmeyer [Marketing Science, Vol. 29, No. 2, pp. 268–290, 2008].

7. Опасность заявленных данных

Dataclysm: Who We Are When We Think No-one's Looking [2014].

'The Influence of In-store Music on Wine Selections', by Adrian North, David Hargreaves and Jennifer Kendrick [Journal of Applied Psychology, Vol. 84, No. 2, pp. 271–276, 1999].

The Righteous Mind: Why Good People are Divided by Politics and Religion by Jonathan Haidt [2012].

'The National Survey of Sexual Attitudes and Lifestyles', UCL, London School of Tropical Medicine and Hygiene, and National Research Centre [2010–2012].

Everybody Lies: Big Data, New Data, and What the Internet Can Tell Us About Who We Really Are by Seth Stephens-Davidowitz [2017].

8. Настроение

'In the Mood for Advertising', by Fred Bronner, Jasper Bronner and John Faasse [International Journal of Advertising, Vol. 26, No. 3, 2007].

'Inferring Negative Emotion from Mouse Cursor Movements', by Martin Hibbeln, Jeffrey Jenkins, Christoph Schneider, Joseph S. Valacich, and Markus Weinmann [MIS Quarterly, Vol. 41, No.1, pp. 1–21, 2017].

'Consumers' Response to Commercials: When the Energy Level in the Commercial Conflicts with the Media Context', by Nancy Puccinelli, Keith Wilcox, and Dhruv Grewal [Journal of Marketing, Vol. 79, No. 2, pp. 1–18, 2015].

9. Относительность цены

The Wiki Man by Rory Sutherland [2011].

'Context-Dependent Preferences', by Amos Tversky and Itamar Simonson [Management Science, Vol. 39, No. 10, pp. 1179–1189, 1993].

10. Эффект первичности

'Forming Impressions of Personality' by Solomon Asch [Journal of Abnormal Psychology, Vol. 41, pp. 258–290, 1946].

11. Теория ожидания

Mindless Eating by Brian Wansink [2006].

12. Предвзятость подтверждения

'On resistance to persuasive communications' by Leon Festinger and Nathan Maccoby [The Journal of Abnormal and Social Psychology, Vol. 68, No. 4, pp. 359–366, 1964].

Seducing the Subconscious: The Psychology of Emotional Influence in Advertising by Robert Heath [2012] 'They Saw a Game: A Case Study' by Albert Hastorf and Hadley Cantril [Journal of Abnormal Psychology, Vol. 49, No. 1, pp. 129–34, 1954].

13. Самоуверенность

'Unskilled and Unaware of It: How Difficulties in Recognizing One's Own Incompetence Lead to Inflated Self-Assessments', by Justin Kruger and David Dunning [Journal of Personality and Social Psychology, Vol. 77, No. 6, pp. 1121–1134, 1999].

'Are We All Less Risky and More Skillful Than Our Fellow Drivers?' By Ola Svenson [Acta Psychologica, Vol. 47, pp. 143–148, 1981].

The Wiki Man by Rory Sutherland [2011].

Psychology of Intelligence Analysis by Richards Heuer [1999].

14. Принятие желаемого за действительное

Розенцвейг Ф. Эффект ореола… и другие восемь иллюзий, вводящие менеджеров в заблуждение. — М.: Бомбора, 2019.

'Value and Need as Organizing Factors in Perception', by Jerome Bruner and Cecile Goodman [Journal of Abnormal and Social Psychology, Vol. 42, pp. 33–44, 1947].

Grow: How Ideals Power Growth and Profit at the World's Greatest Companies by Jim Stengel and Marc Cashman [2011].

15. Медиаконтекст

'Evidence for a neural correlate of a framing effect: Bias-specific activity in the ventromedial prefrontal cortex during credibility judgments', by Deppe, M., Schwindt, W., Krämer, J., Kugel, H., Plassmann, H., Kenning, P., Ringelstein, E. [Brain Research Bulletin, Vol. 67, No. 5, pp. 413–21, 2005].

Behind the Scenes in Advertising: More Bull More (Mark III) [2003] 'Is advertising rational?', by Evan Davis, John Kay, and Jonathan Star [London Business School Review, Vol. 2, No. 3, pp. 1–23, 1991].

Marketers Are from Mars, Consumers Are from New Jersey by Bob Hoffman [2015].

16. Проклятие знаний

Made to Stick: Why Some Ideas Survive and Others Die by Chip Heath and Dan Heath [2008].

The Wiki Man by Rory Sutherland [2011].

17. Закон Гудхарта

Long and Short of It: Balancing Short and Long-Term Marketing Strategies by Les Binet and Peter Field [2012].

Management in 10 Words by Terry Leahy [2012].

Leading by Alex Ferguson and Michael Moritz [2015].

18. Эффект оплошности

Аронсон Э. Общественное животное: Введение в социальную психологию. — М.: Прайм-Еврознак, 2006.

Бэнкс И. Осиная фабрика — М.: Эксмо, 2009.

19. Проклятие победителя

Грант А. Оригиналы: Как нонконформисты двигают мир вперед. — М.: Corpus (АСТ), 2019.

The Winner's Curse: Paradoxes and Anomalies of Economic Life by Richard Thaler [1991].

'Harnessing naturally occurring data to measure the response of spending to income', by Michael Gelman, Shachar Kariv, Matthew Shapiro, Dan Silverman, Steven Tadelis [Science, Vol. 345, No. 6193, pp. 212–215, 2014].

'The Psychology of Windfall Gains', by Hal Arkes, Cynthia Joyner, Mark Pezzo, Jane Gradwohl Nash, Karen Siegel-Jacobs, Eric Stone Eric [Organizational Behaviour and Human Decision Processes, Vol. 59, No. 3, pp. 331–347, 1994].

On the Fungibility of Spending and Earnings — Evidence from Rural China and Tanzania by Luc Christiaensen and Lei Pan [2012].

20. Сила группы

'Humour in Television Advertising: The Effects of Repetition and Social Setting', by Yong Zhang and George Zinkhan [Advances In Consumer Research, Vol. 18, pp. 813–818, 1991].

'Feeling More Together: Group Attention Intensifies Emotion', by Garriy Shteynberg, Jacob Hirsh, Evan Apfelbaum, Jeff Larsen, Adam Galinsky, and Neal Roese [Emotion, Vol. 14, No. 6, pp. 1102–1114, 2014].

21. Эффект Веблена

'Commercial Features of Placebo and Therapeutic Efficacy', by Rebecca Waber, Baba Shiv, Ziv Carmon; Dan Ariely [Journal of the American Medical Association, Vol. 299, No.9, pp. 1016–1017, 2008].

22. Кризис воспроизводимости результатов

'Why Susie Sells Seashells by the Seashore: Implicit Egotism and Major Life Decisions', by Brett Pelham, Matthew Mirenberg, and John Jones [Journal of Personality and Social Psychology, Vol. 82, No. 4, pp. 469–487, 2002].

'Rich the banker? What's not in a Name', by Tim Harford [2016]

'Estimating the reproducibility of psychological science', by Brian Nosek et al. [Science, Vol. 349, No. 6251, 2015].

'Comment on "Estimating the reproducibility of psychological science"', by Daniel Gilbert, Gary King, Stephen Pettigrew and Timothy Wilson [Science, Vol. 351, Issue 6277, pp. 1037, 2016].

'Meta-assessment of Bias in science', by Daniele Fanelli, Rodrigo Costats, and John Ioannidis [Proceedings of the National Academy of Sciences, Vol. 114, No. 14, pp. 3714–3719, 2017] 'Evaluating replicability of laboratory experiments in economics', by Colin F. Camerer et al [Science, Vol. 351, No. 6280, pp. 1433–1436, 2016].

23. Вариативность

Inside the Nudge Unit: How Small Changes Can Make a Big Difference by David Halpern [2015].

'Fear and Loving in Las Vegas: Evolution, Emotion, and Persuasion', by Vladas Griskevicius, Noah Goldstein, Chad R. Mortensen, Jill Sundie, Robert Cialdini and Douglas Kenrick [Journal of Market Research, Vol. 46, No. 3, pp. 384–395, 2009].

24. Эффект коктейльной вечеринки

The shocking history of advertising! by E. S. Turner [1953].

'Bystander Intervention in Emergencies: Diffusion of Responsibility', by John Darley and Bibb Latané [Journal of Personality and Social Psychology, Vol. 8, No. 4, pp. 377–383, 1968].

Creative Mischief by Dave Trott [2009].

Ugly Is Only Skin-Deep: The Story of the Ads That Changed the World by Dominik Imseng [2016].

25. Дефицит

Канеман Д. Думай медленно… решай быстро. — М.: АСТ, 2017.

'Effects of Supply and Demand on Ratings of Object Value', by Stephen Worchel, Jerry Lee and Akanbi Adewole [Journal of Personality and Social Psychology, Vol. 32, No. 5, pp. 906–914, 1975].

Mindless Eating by Brian Wansink [2006].

Why Smart People Make Big Money Mistakes and How to Correct Them: Lessons From The New Science of Behavioural Economics by Gary Belsky and Thomas Gilovich [1999].

Этичность

'Should Behavioural Economics in marketing be regulated — or hyped-down?' by Lazar Dzamic: .

Inside the Nudge Unit: How Small Changes Can Make a Big Difference by David Halpern [2015].

'The Dishonesty of Honest People: A Theory of Self-Concept Maintenance', by Nina Mazar, On Amir, Dan Ariely [Journal of Marketing Research, Vol. 45, No. 6, pp.633–644, 2008]. SSRN ID: 979648.

Заключение

'Debunking the myth of Kitty Genovese', New York Post, 16 February 2014.