Prices are the most pervasive hidden persuaders of all. Rooted in the emerging field of behavioral decision theory, Priceless should prove indispensable to anyone who negotiates. From Publishers Weekly Poundstone Gaming the Vote dives into the latest psychological findings to investigate how and why prices are allocated. The idea of anchoring and adjustment—setting an arbitrary number to subconsciously drive higher or lower estimates—is just one of many research areas explained at length.
While Poundstone's case studies are vivid, the abundance of theories and experiments might prove overwhelming for the casual reader. Nevertheless, the scope of the analysis—its attention to economic abstractions as well as real-world consequences—braids together theory and practice to leave an indelible impression on the reader.
Grocery shopping will never seem so simple again when one realizes how much work goes into assigning a price to a box of cereal. All rights reserved. From Booklist Poundstone, author and columnist, reviews innovative work in psychology called behavioral decision theory, or the study of how people make decisions. We learn how people estimate numbers, the process of making wild guesses, jotting down offers and counteroffers, and rating anything on a scale of 1 to Extensive research on pricing strategies has been conducted, and marketers have learned what people will pay is changeable and consumers can be manipulated.
The book cites numerous experiments, including how juries award damages in court; reserve price research, or the maximum a buyer will pay; the way smart people are influenced by mere words and by the way choices are framed; sale prices are more powerful motivators than charm prices those slightly below a round number ; and money and chocolate are the most popular motivators in behavioral decision experiments.
This collection of experiments and related findings is essentially an academic work for a variety of students. Without a minute of suffering the reader gets to know nearly all the key contributors to the science of decision making. Recommended for anyone who has to make decisions. Thaler, coauthor with Cass R. Poundstone's lively descriptions of the irrational quirks that characterize our behavior are engaging and enlightening.
Take it with you when you're thinking of buying or selling something. It might save you a bundle. After you read it, you will better understand why the price you paid felt like a bargain.
In his new book Priceless, William Poundstone offers a thoroughly accessible and enjoyable tour of this research. Poundstone is an engaging intellectual historian who traces the development of behavioral economics from its roots in the s discipline called psychophysics, an offshoot of psychology. The smile that creeps onto your face when a shameless marketing gambit reminds you of something you read in Poundstone's book? DMCA and Copyright : The book is not hosted on our servers, to remove the file please contact the source url.
If you see a Google Drive link instead of source url, means that the file witch you will get after approval is just a summary of original book or the file has been already removed. Loved each and every part of this book. I will definitely recommend this book to psychology, business lovers. Dick Phillips. Randy Taraborrelli. Dawid Janczyk. Elon Musk. Extreme Ownership: How U. Forex 1. Forex 3. Strategie i systemy transakcyjne. Guns Up! Johnson, Clayton M. Heretyk z familoka. Industry X.
Jan Karski. Tom II. Download Free PDF. Priceless by William Poundstone book review 1. Kiruthika Palanivelu. A short summary of this paper. Download Download PDF. Translate PDF. Poundstone begins with an extensive overview of the history of economics and psychology now known as behavioural economics , taking us right back to the early experiments of one SS Stevens, whose pioneering work in the field of psychophysics paved the way for further research into perceptual and behavioural traits.
There are now numerous books dedicated to the subject - so what does Poundstone have to add to the debate?
0コメント