A well-known principle of human behavior says that when we ask someone to do us a favor we will be more successful if we provide a reason.
A study looking specifically at consumer attitudes found that consumers who had been asked to evaluate products individually, and were then told that their peers had evaluated the same products negatively, were heavily influenced by what they heard.
When it comes down to a real purchase decision, the unconscious mind’s desire to avoid risks can often make the choice of something new feel far less appealing.
The unconscious mind is the real driver of consumer behavior.
Understanding consumers is largely a matter of understanding how the unconscious mind operates.
When people see others doing something, at the very least they tend to form a view about it, and in many cases will go ahead and copy it.
Advertising of yesteryear favored people with literary backgrounds. Literary is still important, but so is philosophy and psychology – being able to understand how people think and rationalize.
When a person’s fear that they will miss out offsets their perceived risk in making the purchase, they have a powerful motivation to act.
How much more quickly do you press the ‘buy’ button when a website tells you it only has one of the product that you’re interested in?
When the fear of missing out overpowers the fear of making a bad choice, people will buy.
An intriguing aspect of our willingness to follow the flock is that we don’t actually need to see the flock ourselves: it’s enough for someone to tell us what the flock is doing.
If consumers pick up on a message they will unconsciously seek evidence to support it.
Our unconscious minds have vast amounts of data that we regularly rely on to make decisions, but we have no direct, conscious access to those processes.
And that’s the problem if a business is expecting customers to respond accurately in research.
Asking people to focus consciously on the difference between two alternative drinks produces a preference, but the unwitting detachment of the unconscious mind triggers involved in the real world decision to buy make that conscious evaluation an irrelevance.
The software loading bar is the greatest psychological trick of all time. As long as you can see movement on the loading bar, you’re perfectly happy for almost any length of time.
Transferrence of fear and self-loathing to an authoritarian vessel; it’s catharsis. He absorbes their dread with his narrative.
Because of this (the preacher) is effective in proportion to the amount of certainty he can project.
Certain linguistic anthropologists think that religion is a language virus that re-writes pathways in the brain.
Dulls critical thinking…
Social penetration theory states that humans, even without thinking about it, weigh each relationship and interaction with another human on a reward cost scale. If the interaction was satisfactory, then that person or relationship is looked upon favorably. But if an interaction was unsatisfactory, then the relationship will be evaluated for its costs compared to its rewards or benefits. People try to predict the outcome of an interaction before it takes place.
Most decision making is impulsive.
The role heuristics play in our decision making is grossly underestimated because we are unaware of their existance.
Argument is a terrible vehicle for changing behavior.
Our minds actually have two processing systems:
1.) The unconscious
2.) The conscious
The conscious tends to be very rational, very good at mathematical logic, sequential thinking, and other things like planning for deferred gratification. However it’s very very slow, not really efficient at what it does, and most of the decisions and most of the influences emerge from unconscious thinking.