Behavioural economics Books

Book SynopsisTrade Review"Winner of the American Political Science Association Best Book Award"

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Book SynopsisTrade Review"Winner of the American Political Science Association Best Book Award""[A] unique and timely addition to the field. This work compels us to consider how climate change matters for religious development and, consequently, for international peace and security. It is a worthy read for those working to build a safer and more sustainable world."---Anum Farham, International Affairs ​​​​​​​

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Book SynopsisMarkus Stahlberg (editor) is the CEO of Phenomena Group Ltd. Ville Maila (editor) is the Planning Director of Phenomena Group Ltd. Phenomena Group was the first shopper marketing company to be founded in Europe. It is the global leader in package promotions with more than 40 offices in as many countries.Trade Review"A fantastic read - no matter who you are in the organization" * Darren Marshall, Vice President, Global Customer & Shopper Marketing, The Coca Cola Company *Table of Contents Chapter - 22: Marketing as a crucial part of retailer partnership – Antti Syväniemi; Chapter - 23: Touching the elephant – Chris Hoyt; Chapter - 24: Future shock – Ken Barnett; Chapter - 25: Shopper marketing’s true potential – Dan Flint; Chapter - 26: Putting the shopper in your shopper marketing strategy – Matt Nitzberg; Section - THREE: What is shopper marketing in action?; Chapter - 27: Improving shopper marketing profitability with innovative promotions – Markus Ståhlberg; Chapter - 28: The circle of shopper marketing mechanization – Dick Blatt; Chapter - 29: Nestlé Rossiya, Russia – Lubov Kelbakh; Chapter - 30: Connected shoppers are here, now – but how do you connect with them? – Jason Rogers; Chapter - 31: Tesco Fresh & Easy, USA – Simon Uwins; Chapter - 32: Shopper-oriented pricing strategies – Jon Hauptman; Chapter - 33: Packaging can be your best investment – Russ Napolitano; Chapter - 34: The real power of brands in the digital world: what marketers must know about the online shopping decision process – Juliano Marcilio; Chapter - 35: ‘Too many choices’ – and their implications for package design – Scott Young; Chapter - 36: Maximizing ROI of package promotions – Ville Maila Chapter - 21: Shopper promotions: what can marketers learn from price discounts – Markus Ståhlberg; Chapter - 20: Capitalize on unrealized demand among shoppers – Al Wittemen; Chapter - 19: The missing link: turning shopper insight into practice – Toon van Galen; Chapter - 18: Bridging gaps: retail in the emerging Indian market – Dheeraj Sinha; Chapter - 17: Ensuring your brand gets on the shopping list – Robert Levy; Chapter - 16: Internationalization of shopper marketing – Ville Maila; Chapter - 15: The conversion model for shopper research – Clemens Steckner; Chapter - 14: Integrated communications planning for shopper marketing – David Sommer; Chapter - 13: Retail media: a catalyst for shopper marketing – Gwen Morrison; Chapter - 12: Tailing your shoppers: retailing for the future – AnnaMaria M Turano; Chapter - 11: Connecting, engaging and exciting shoppers – Michael Morrison and Meg Mundell; Section - TWO: Strategy: how to approach shopper marketing; Chapter - 10: The shopping motives of Chinese shoppers – Kevin Mu; Chapter - 09: The three shopping currencies – Herb Sorensen; Chapter - 08: For shoppers there’s no place like home – Harvey Hartman; Chapter - 07: Illogic inside the mind of the shopper – Michael Sansolo; Chapter - 06: Science of shopping – Gopi Krishnaswamy; Chapter - 05: Bringing shopper into category management – Brian Harris; Chapter - 04: Seven steps towards effective shopper marketing – Luc Desmedt; Chapter - 03: Shopper marketing: the discipline, the approach – Jim Lucas; Chapter - 02: Point of view on shopper marketing – Gordon Pincott; Chapter - 01: Science of shopping – Paco Underhill; Section - ONE: Definition: what is shopper marketing?; Chapter - 00: Introduction;

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Book SynopsisDr Barry Leventhal is a leading UK authority on geodemographics and a marketing analytics expert. He is Emeritus Chair of the Census and Geodemographics Group (CGG), which is an advisory board of The Market Research Society (MRS) and a leading voice in the UK information industry. He was recently awarded the MRS Gold Medal Award - the association's rarest accolade, presented for the first time since 2008 - in recognition of his lifetime of exceptional achievement and contribution to the research profession.Trade Review"This book is an invaluable aid in the journey from big data to smart data usage, which is where competitive advantage rests. Leventhal delivers lashings of common sense based on erudition and experience, making this a very pragmatic and useful work." * Jane Frost CBE, Chief Executive Office, Market Research Society *"A comprehensive, engaging and accessible introduction to the increasingly important field of predictive analytics and marketing from one of the leading practitioners. Leventhal takes each of the main application areas in turn and focuses on how to generate value from data for your organization." * Tom Smith, Managing Director, Office for National Statistics (ONS) Data Science Campus. *"Leventhal masterfully presents a complex subject in a highly accessible way, liberally illustrating the material with real-life examples from his own experience." * Professor David J. Hand, Emeritus Professor of Mathematics, Imperial College London and Chief Scientific Advisor, Winton Group *"Leventhal has distilled his wealth of rich practical experience into a clear and comprehensive text, sharing best practice in methods for collecting data, building models, and operationalizing and leveraging the power of data to maximize economic value. A mandatory book for anyone working with customer data or predictive analytics." * Paul Cushion, Customer and Digital Associate, KPMG Management Consultancy *"I highly recommend this book both to those starting out in a career in marketing and to those seasoned marketers in need of some new tricks if they are to stay relevant." * Giles Pavey, Head of Data Strategy at the Department for Work & Employment and Former Chief Data Scientist at dunnhumby Ltd *"In a world teeming with data, competitive advantage now firmly lies in how effectively data is analysed. This book provides a comprehensive guide on how to approach, execute, evaluate and get the most out of predictive analytics. It is very easy to read - even for the non-statistically minded." * Lynne Robinson, Research Director, Institute of Practitioners in Advertising (IPA) *"If you think predictive analytics is not for you, think again. It is vital for anyone in any management capacity. Leventhal's Predictive Analytics for Marketers is required reading for anyone who needs to understand the latest practical methods to segment and analyse data, whether for the public or the private sector, or to predict future success or understand reasons for failure." * Roger Holland, Executive Chairman, JICPOPS (the Joint Industry Committee for Population Standards) *"Throughout, this is a very practical guide, with a number of marketing-focused case studies bringing the power of the analytical techniques discussed to life. A book that's very definitely not just for the shelf!" * Paul Cresswell, Head of Data Governance, Experian Marketing Services - Targeting *"Predictive Analytics for Marketers clearly explains the analytics process and its commercial context in language understandable to managers, marketers, IT specialists and analysts. It addresses the essential areas of communication between these specialisms, giving lucid accounts of the process of planning an analytics project, the importance of framing the business problem, and the need for its alignment with appropriate methods. Leventhal's book is a welcome addition, covering current topics in analytics clearly and insightfully." * David Harris, Product Development Partner, CACI Ltd. *"This is much more than a lucid and comprehensive textbook on predictive analytics. Leventhal's profound expertise shines through as he shares his thoughts from a practical as well as technical point of view. For businesses who wish to be data driven, this unambiguous and wise advice will provide an accelerated path to success." * Gordon Farquharson, Director of Analytics, more2 ltd *"Leventhal helpfully clarifies key concepts and gives sound and practical advice, drawing on his extensive experience in marketing. No matter how much you think you know about analytics, I suggest you read this book, apply it, and benefit from it!" * Paul Allin, Visiting Professor in Statistics, Imperial College London *Table of Contents Section - 00: Introduction to predictive analytics; Section - 01: How can predictive analytics help your business?; Section - 02: Using data mining to build predictive models; Section - 03: Managing the data for predictive analytics; Section - 04: The analytical modelling toolkit; Section - 05: Software solutions for predictive analytics; Section - 06: Predicting customer behaviour using analytical models; Section - 07: Predicting lifetimes – from customers to machines; Section - 08: How to build a customer segmentation; Section - 09: Accounts, baskets, citizens or businesses – applying predictive analytics in various sectors; Section - 10: From people to products – using predictive analytics in retail; Section - 11: How to benefit from social network analysis; Section - 12: Testing the benefits of predictive models and other marketing effects; Section - 13: Top tips for gaining business value from predictive analytics;

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Book SynopsisA comparative examination of the ambivalence provoked, especially in East and Southeast Asia, by the global spread of "American" consumer culture.Trade ReviewThis book is a valuable contribution to the literature on consumption in Japan and elsewhere in East Asia. It is especially useful because it contrasts Asian patterns of consumption with at least a selection of those found in the West—in this case in the United States, Sweden, and the United Kingdom.... The essays in this volume (and the introduction by the editors) are of a uniformly high quality and represent an attractive mix of Japanese and Western scholarship on historical and contemporary consumption behavior primarily in Japan.... As the editors explain in their introduction, the title refers to the substantial ambivalence they see about the globalized reach of American-style or American-inspired consumption. Ambivalence is found not only among critics of globalization, but equally among Asian consumers who fear, perhaps rightly, the erosion of their local economies; the destruction of cultural forms and practices including fashions, cuisines, popular culture, and patterns and content of entertainment and vernacular architecture; and, when excessive consumption displaces the culture of thrift that preceded it, the collapse of sociological patterns such as the many small family businesses that abound in Japan and the morality that underpinned those patterns.... The book is essentially an exploration of this dialectic between the globalization of consumption along largely American-led lines and the local debates and practices that have questioned, resisted, modified, rejected, and assimilated those patterns. It raises important theoretical questions, including, as the editors point out, whether all 'consumer revolutions' are necessarily alike. * Journal of Japanese Studies *

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Book SynopsisTrade Review"Beggar Thy Neighbor starts with Marcus Junius Brutus, a predatory lender infamous for his role in the assassination of Julius Caesar, ends with the aftermath of the 2008 financial crisis, and provides a lively social-cum-cultural history of debt for the intervening two millennia." * Journal of Economic History *"Geisst tackles this double-edged, troublesome topic not from a personal level-you won't find 10 tips to reduce personal debt here-but from a historical and practical level. He starts from before banks even existed, with a debate that continues today over interest rate ceilings, and it's evident that we are indebted to religious institutions, both Catholic and Jewish, for the foundational practices of money handling, borrowing, loaning, and repaying." * Publishers Weekly *"A useful introduction to the Christian and Muslim disdain for usury and raises important questions about the prevalence of debt in our economy. Geisst proves that legal, moral, and economic debates over usury and debt are here to stay." * The Historian *"Fascinating and comprehensive. . . . The broad historic sweep that [Geisst] brings to this study impresses." * EH.Net *"A compelling book not only for history buffs but also for financial market participants who will find that events today have a long history leading up to our current travails." * Henry Kaufman, author of On Money and Markets: A Wall Street Memoir *"Charles R. Geisst takes us on a splendid tour of the law of usury from ancient times to the present. Along the way one encounters Cicero, Charlemagne, Shakespeare, Adam Smith, Karl Marx, Michael Milken and many others in this engaging yet critical account of what may well be the oldest and most ubiquitous form of economic regulation. Highly recommended both for the lay reader interested in economic affairs and the academic specialist in money and banking." * Hugh Rockoff, Rutgers University *"An engaging, comprehensive history of the concept of interest and usury." * Robert Wright, Augustana College, South Dakota *Table of ContentsIntroduction Chapter 1. Saints and Sinners Chapter 2. Embracing Shylock Chapter 3. Protestants, War, and Capitalism Chapter 4. The Great Experiment Chapter 5. The New Debt Revolution Chapter 6. Something Old, Something New Chapter 7. Islam, Interest, and Microlending Chapter 8. The Consumer Debt Revolution Appendix. Early Interest Rate Tables and Calculations Notes Bibliography Index

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Book SynopsisA critical account of the rise of celebrity-driven “compassionate consumption.”Trade Review"There is a desperate need for critical intervention in debates about Product RED and other manifestations of development capitalism. Brand Aid, a smart and edgy book, deftly meets that need. It asks big, penetrating questions about production, consumption, and global inequality and it answers them in rich and provocative ways." —Samantha King, Queens University"Brand Aid is an original and important contribution to the critique of international development. Lisa Ann Richey and Stefano Ponte argue that the celebritization of aid marks an important shift that in effect divests the wealthy of any responsibility for global poverty. Brand Aid is a great book." —Vinh Kim Nguyen, University of Montreal"Readers and academics interested in the ways corporate philanthropy is evolving will find this useful, as will armchair sociologists." —Publishers Weekly"This is a thoroughly researched and well-written book and one that pulls no punches; you know from the very first pages how the (RED) initiative will be dissected and found wanting. Thoughtful and highly critical." —Times Higher EducationTable of ContentsPreface Introduction: Product (RED) and the Reinvention of International Aid 1. Band Aid to Brand Aid: Celebrity Experts and Expert Celebrities 2. The Rock Man’s Burden: Vanity, Value, and Virtual Salvation 3. Saving Africa: AIDS and the Rebranding of Aid 4. Hard Commerce: Corporate Social Responsibility for Distant Others 5. Doing Good by Shopping Well: The Rise of “Causumer” Culture Conclusion: Celebrities, Consumers, and Everyone Else Notes Works Cited Index

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Book SynopsisTrade Review"A thought-provoking volume that offers key insights into the interconnections among culture, literature, and fashion."—CHOICE"Fashioning the Nineteenth Century proves to be a remarkable instrument to refine our knowledge of narrative worlds whose territories are inhabited also by fashion as part of the common humanistic heritage."—Fashion TheoryTable of ContentsContentsPreface and AcknowledgmentsClothing, Dress, Fashion: An ArcadeIntroduction: Fashioning a CenturyCristina Giorcelli1. Psychoanalytic Views of Cross-Dressing and TransvestismBianca Iaccarino Idelson2. Our Job Is to Create Beauty: A Personal Memoir of La PerlaAnna Masotti3. Modernity Clothing: Birthing the Modern Atlantic/Birthing the Modern RepublicCarroll Smith-Rosenberg4. Garment of the Unseen: The Philosophy of Clothes in Carlyle and EmersonGiuseppe Nori5. An Emblem of All the Rest: Wearing the Widow’s Cap in Victorian LiteratureDagni Bredesen6. Clothing the Marmorean Flock: Sartorial Historicism and The Marble FaunBruno Monfort7. FlorenceBeryl Korot8. Accessories to the Crime in What Maisie KnewClair Hughes9. Costume and Form: D’Annunzio and Mutable AppearancesMarta Savini10. Shawls Redefine Womanhood in American Literature, 1850s-1920sAnna Scacchi11. A Lovely Little Coffee-Colored Dress: Education, Female Identity, and Dress at the End of the Nineteenth CenturyCarmela Covato12. Gender and Power: Dressing “Charlie”Cristina Giorcelli13. Imaginative Habits: Fantasies of Undressing in The AmbassadorsAgnès Derail-ImbertCoda: Seen and ObscenePaula RabinowitzContributors

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Book SynopsisThrough a study of industry publications over much of the century, shows how the U.S. children's clothing industry produced increasingly refined categories of childhoodTrade Review“Blending the sociologist’s theoretical rigor with the historian’s attention to detail and change, Daniel Thomas Cook offers us a striking and original explanation of how twentieth-century notions of childhood together with new marketing practices led to the modern autonomous child.”—Gary Cross, author of The Cute and the Cool: Wondrous Innocence and Modern American Children’s Culture“Daniel Thomas Cook’s The Commodification of Childhood is a pioneering and major contribution to our understanding of consumer culture. On the basis of his detailed and fascinating examination of children’s clothing marketing through the twentieth century, Cook constructs a larger template for understanding the complex and evolving relations between consumers and marketers. The theoretical discussions are a tour de force. A must-read for all scholars of consumer society.”—Juliet B. Schor, author of The Overspent American: Why We Want What We Don’t NeedTable of ContentsAcknowledgments ix 1 Introduction 1 2 A Brief History of Childhood and Motherhood into the Twentieth Century 22 3 Merchandising, Motherhood, and Morality: Industry Origins and Child Welfare, 1917-1929 41 4 Pediocularity: From the Child’s Point of View 66 5 Reconfiguring Girlhood: Age Grading, Size Ranges, and Aspirational Merchandising in the 1930s 96 6 Baby Booms and Market Booms: Teen and Subteen Girls in the Postwar Marketplace 122 7 Concluding Remarks 144 Appendix: Figures and Tables 153 Notes 157 Bibliography 181 Index 201

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Book SynopsisThrough original and incisive contributions from leading scholars, this book applies economics and other rational choice methods to an understanding of public international law, providing a bird’s eye view of some of its most fundamental elements from the perspective of economics.Trade ReviewInternational law grows more and more important as a way for countries to cooperate to solve pressing global problems. The innovative essays in this volume, by some of the leading experts in the field, illuminate the dynamics and uses of international law, showing the way forward for government officials, scholars, and students.' --Joel P. Trachtman, The Fletcher School of Law and Diplomacy, Tufts University'International law is a latecomer to law and economics, but if this volume is any indication, it has quickly caught up with the competition. The authors provide state-of-the-art overviews of numerous aspects of international law. Their insights will help lay the foundations for work in years to come.' --Eric Posner, University of Chicago Law SchoolTable of ContentsContents: PART I THE BUILDING BLOCKS OF INTERNATIONAL ORDER The Economics of International Law: An Introduction Eugene Kontorovich and Francesco Parisi 1. The Economics of Political Borders Enrico Spolaore 2. The Economics of State Emergence and Collapse Bridget L. Coggins with Ishita Kala 3. Economic Analysis of Territorial Sovereignty Abraham Bell PART II SOURCES OF LAW 4. The Economic Analysis of International Treaty Law Francesco Parisi and Daniel Pi 5. Soft Law Andrew T. Guzman and Timothy Meyer 6. The Emergence and Evolution of Customary International Law Francesco Parisi and Daniel Pi PART III ENFORCEMENT 7. Treaty Enforcement Paul B. Stephan 8. The Interaction Between Domestic and International Law Tom Ginsburg PART IV APPLICATIONS AND EXTENSIONS 9. Atrocity, Policy, and the Laws of War: What does Political Science have to say to Law? James D. Morrow 10. Behavioral Economic Analysis of International Law Anne van Aaken and Tomer Broude Index

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Book SynopsisThe Handbook of Behavioral Finance is a comprehensive, topical and concise source of cutting-edge research on recent developments in behavioral finance.Trade Review‘The Handbook of Behavioral Finance is a comprehensive source of cutting-edge research on recent developments in behavioral finance.’ -- Long Range Planning‘As suits the jointly academic and practitioner audience, the technical level is low without being facile. (The Handbook would be a suitable reference for a senior undergraduate or master’s level class in behavioral finance). Most chapters present simple econometric modelling of experimental, survey or revealed preference data. . . chapters are concise, coherent and clearly written.’ -- Susan Thorp, Journal of Pension Economics and Finance‘This book does an excellent job of presenting empirical evidence as to the role of selected psychological attributes on key investment behaviors and it should be valuable to investment professionals as a handbook. Professor Bruce has selected readings that clearly show that investors are more than logic machines. They have evolved brains which makes them susceptible to context and culture. The book wisely avoids making generalizations about a new behavioral financial paradigm which at this time is only in the early stages of development.’ - Robert A. Olsen, California State University, Chico, US‘The breadth and depth of Professor Bruce’s knowledge of behavioral finance and its implications for, and applicability to, all facets of investment decisions makes him as qualified as anyone I know to produce this Handbook. Those who absorb the insights and knowledge that this Handbook offers will prosper. But without it, they will dull their competitive edge both as investors and as educators. I am actually jealous I did not produce this Handbook myself!’ -- Arnold S. Wood, Martingale Asset Management, USTable of ContentsContents: Preface Introduction Brian Bruce PART I: BEHAVIORAL BIASES 1. Framing Effects, Selective Information and Market Behavior: An Experimental Analysis Erich Kirchler, Boris Maciejovsky and Martin Weber 2. Information Overload and Information Presentation in Financial Decision Making Julie Agnew and Lisa Szykman 3. Revealing the Information Content of Investment Decisions Noriyuki Okuyama and Gavin Francis 4. The Disposition Effect and Individual Investor Decisions: The Roles of Regret and Counterfactual Alternatives Suzanne O’Curry Fogel and Thomas Berry 5. Overreaction of Exchange-Traded Funds During the Bubble of 1998–2002 Jeff Madura and Nivine Richie 6. Intentional Herding in Stock Markets: An Alternate Approach in an International Context Natividad Blasco, Pilar Corredor and Sandra Ferreruela 7. Psychic Distance in the Eight-year Crisis: An Empirical Study Lili Zhu and Jiawen Yang PART II: BEHAVIOR IN THE INVESTMENT PROCESS 8. The Effects of Higher Transaction Costs on Trader Behavior Ryan Garvey and Anthony Murphy 9. Homo Communitatis: A Rigorous Foundation for Behavioral Finance H. Joel Jeffrey 10. Does Mutual Fund Flow Reflect Investor Sentiment? Daniel C. Indro 11. The Impact of Motivational and Cognitive Factors on Optimistic Earnings Forecasts Anna M. Cianci and Satoris S. Culbertson 12. Overconfidence and Active Management Christoph Gort and Mei Wang 13. Availability Heuristic and Observed Bias in Growth Forecasts: Evidence from an Analysis of Multiple Business Cycles Byunghwan Lee, John O’Brien and K. Sivaramakrishnan 14. Weak and Strong Individual Forecasts: Additional Experimental Evidence Lucy F. Ackert, Bryan K. Church and Kirsten Ely 15. Behavioral Finance and Investment Advice Kremena Bachmann and Thorsten Hens PART III: GLOBAL BEHAVIOR 16. Measuring the Impact of Behavioral Traders in the Market for Closed-end Country Funds from 2002 to 2009 Hugh Kelley and Tom Evans 17. Holding on to the Losers: Finnish Evidence Mirjam Lehenkari and Jukka Perttunen 18. The Impact of Business and Consumer Sentiment on Stock Market Returns: Evidence from Brazil Pablo Calafiore, Gökçe Soydemir and Rahul Verma 19. The Information-Adjusted Noise Model: Theory and Evidence from the Australian Stock Market Sinclair Davidson and Vikash Ramiah 20. Ambiguity Aversion and Illusion of Control in an Emerging Market: Are Individuals Subject to Behavioral Biases? Benjamin Miranda Tabak and Dimas Mateus Fazio 21. Behavioral Finance in Malaysia Ming-Ming Lai, Lee-Lee Chong and Siow-Hooi Tan Index

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Book SynopsisChanging Behaviours charts the emergence of the behaviour change agenda in UK based public policy making since the late 1990s.Trade Review'This volume is well-written and engaging from the start and is based on a detailed analysis of policy making (although international examples are drawn upon). . . I highly recommend this readable and well-informed book to all those interested in policy making and the influence of psychology.' --Alan Lewis, Journal of Economic Psychology'This groundbreaking book provides a meticulously-researched history of the rise of a new state that aims to govern people by changing their behaviour through influencing (or at least claiming to influence) their psyche. With examples from finance, transport, health and environment, it also illustrates the struggles of citizens who fight against this new agenda of government. The book shows how deeply the psyche has become a different site of power and hence a different object of knowledge over the last two or three decades.' --Engin Isin, the Open University, UK'A really interesting and engaging account of the ways that diverse and contradictory ideas from psychology, neuroscience and economics have influenced successive behaviour-change projects across UK public policy since the early 2000s. Apparently we lead the world in all this, and 51 other countries are now following in Britain's wake.' --Professer Kathryn Ecclestone, Times Higher EducationTable of ContentsContents: Preface 1. Changing Behaviours and ‘New Models of Man’ 2. The Rise of the Psychological State in the UK 3. In the Heat of the Moment: Gambling and Saving Behaviours 4. Replanning the Street: Changing Behaviours by Spatial Design 5. Governing the Body: Addressing the Temptations of Food and Alcohol 6. Greening the Brain: The Pro-Environmental Behaviour Change Agenda Conclusion: Nudge, Think, Steer, Punch! Searching for the Real Third Way References Index

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Book SynopsisTable of ContentsContents: 1 Happiness and wellbeing: past foundations, modern evidence and future paths 1 Luigino Bruni, Dalila De Rosa and Alessandra Smerilli 2 What future happiness research? 17 Bruno Frey PART I HISTORICAL AND PHILOSOPHICAL PERSPECTIVES ON THE ECONOMICS OF HAPPINESS 3 Aristotle, eudaimonia, neuroscience and economics 29 Jeffrey Sachs 4 The economics of eudaimonia 46 Maurizio Pugno 5 Felicitas publica : the southern spirit of capitalism 67 Luigino Bruni 6 ‘Naturaliter homo homini amicus est’: economy, happiness and relationships in Aquinas’ thought 95 Paolo Santori PART II METHODS AND POLICY IMPLICATIONS FOR THE ECONOMICS OF HAPPINESS 7 Complexity and wellbeing: measurement and analysis 113 Filomena Maggino and Leonardo Salvatore Alaimo 8 Growth and happiness in China, 1990–2015 129 Richard A. Easterlin, Fei Wang and Shun Wang 9 Economic growth and well-being beyond the Easterlin paradox 162 Francesco Sarracino and Kelsey J. O’Connor PART III EMPIRICAL APPLICATIONS IN THE ECONOMICS OF HAPPINESS 10 The effect of physical activity on subjective well-being: the case for exercise 190 Mario Lucchini, Egidio Riva and Luca Crivelli 11 Standing together: is family a resilience factor for subjective wellbeing? 215 Dalila De Rosa and Matteo Rizzolli 12 Cooperatives and happiness: cross-country evidence on the role of relational capital 243 Luigino Bruni, Dalila De Rosa and Giovanni Ferri 13 The relationship between migrant acceptance and wellbeing: evidence from the Gallup Migrant Acceptance Index 279 Neli Esipova, Julie Ray and Anita Pugliese Index 305

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Book SynopsisTrade Review‘The “nudge revolution” is now 15 years old, and has produced enough theory and research to warrant a long, hard look. This volume provides it. In its pages, the world’s experts on every aspect of nudging - from how to when to why - describe what we’ve learned about how to use behavioral science to improve human lives. This book is an essential resource for anyone interested in this topic.’ -- Daniel Gilbert, Harvard University, US‘The Research Handbook on Nudges and Society is a fantastic new compendium exploring how we can improve management and policy with nudges. Sunstein and Reisch have brought together outstanding chapters that will inform researchers and policymakers about new challenges and opportunities in the field, elucidating how and when choice architecture can be used most effectively to benefit society.’ -- Katy Milkman, University of Pennslyvania, US‘This is the book you need to catch up with state-of-the art research on behavioural public policy. Inspiring for researchers, policy analysts and policymakers alike.’ -- Anne-Lise Sibony, UCLouvain, Belgium‘An insightful collection of essays exploring the intersection of nudges and society. From theoretical debates to real-world applications, this book delves into the nuances of behavioural public policy. It covers a wide range of debates - on agency, social welfare, economic inequality, polarization, and more. A gem-filled and enjoyable read.’ -- René van Bavel, Joint Research Centre, European CommissionTable of ContentsContents: Introduction to the Research Handbook on Nudges and Society 1 Cass R. Sunstein and Lucia A. Reisch PART I FOUNDATIONS 1 Libertarian paternalism 10 Richard H. Thaler and Cass R. Sunstein 2 Nudgeability and beyond: affording people with opportunities to make the right choice 17 Denise De Ridder 3 Bias, noise and nudges 34 Olivier Sibony 4 Social norm nudging for sustainable consumption 56 John Thøgersen 5 Welfare now 70 Cass R. Sunstein PART II APPLICATIONS 6 Shifting online incentive structures to reduce polarization and the spread of misinformation 91 Steve Rathje and Sander van der Linden 7 Animal protection and information avoidance 109 Richard Völker and Sven Grüner 8 Behavioural interventions to improve financial wellbeing: a focus on budgeting 129 Dilip Soman and Yuna Choe 9 Nudging employees for corporate sustainability: a systematic evidence map 152 Leonie Decrinis and Lucia A. Reisch 10 Smart disclosure: promise and perils 174 Oren Bar-Gill PART III METHODS AND RESEARCH CHALLENGES 11 Nudges versus financial incentives 189 W. Kip Viscusi 12 Priceless behaviours: behavioural implications, unintended consequences and spillover effects of pricing policies 209 Mario Mazzocchi and Beatrice Biondi PART IV POLICYMAKING 13 Nudge+: putting citizens at the heart of behavioural public policy 227 Sanchayan Banerjee and Peter John 14 Addressing inequalities with behavioral science: a taxonomy of positive deviance 242 Kai Ruggeri and Valentina Cafarelli 15 Self-nudging and the citizen choice architect 263 Samuli Reijula and Ralph Hertwig PART V BATTLEFIELDS 16 Behavioural science: ethics, expertise and systemic risk 292 Liam Delaney, Atrina Oraee and Jet Sanders 17 The use and misuse of behavioural science in the age of COVID-19 308 Adam Oliver 18 Eight misconceptions about nudges 319 Cass R. Sunstein Index 329

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Book SynopsisTrade Review‘If you are looking for an engaging treatment by an economist of what optimal pandemic policy response should look like, and what common pitfalls to avoid, that brings to bear insights from epidemiology, economics, and behavioural economics, then I would highly recommend Nudged into Lockdown. Consider this your nudge.’ -- Jeremy Clark, Journal of Economic Psychology‘Nudged into Lockdown? forcefully addresses an important point that has too often gone missing in applied work on nudging and choice architecture: namely, that policy makers and experts, too, make systematic errors when interpreting data and may succumb to biased assessments of risk and uncertainty themselves. The book provides durable insights into how both orthodox benefit-cost analysis and key findings from the behavioural sciences – regarding trust, autonomy and pro-social adaptative responses in decentralised social systems – were sometimes overlooked or underutilised by those who designed covid-response policies.’ -- Nathan Berg, Journal of Behavioral and Experimental Economics‘In responding to the novel coronavirus pandemic, most governments abandoned the existing scientific and policy consensus and mimicked one another to embrace lockdowns of varying stringency. Remarkably, hardly any seemed to produce cost–benefit analysis. Unremarkably, the cost–benefit balance varied between rich and poor countries. In this rigorous, multi-disciplinary examination, written in clearly accessible language, Ananish Chaudhuri explores the reasons for the herd-like behaviour by governments and for the public compliance with their edicts. A must-read for understanding what really happened with Covid-19 and why, and for being better prepared for the inevitable next pandemic.’ -- Ramesh Thakur, Director of the Centre for Nuclear Non-Proliferation and Disarmament (CNND), Crawford School, The Australian National University, Vice Rector and Senior Vice Rector of the United Nations University and Assistant Secretary-General of the United Nations 1998–2007‘This book is at once scholarly and readily accessible to all. The case Chaudhuri makes is not for any specific policy response, but rather for rational and fully informed decisions – for epidemiology over ideology. If the careful logic and vivid illustrations here pry open enough minds, we will be far better prepared for the next great public health crisis than we were for Covid-19.’ -- David L. Katz, MD, MPH President, True Health Initiative and Founding Director, Yale-Griffin Prevention Research Center, Yale University, US, 1998–2019‘Ananish Chaudhuri lays out the many irrationalities involved in the support for lockdowns in New Zealand and elsewhere: an inability to judge small probabilities, the problems with gut feelings, and many ex-post justification biases. Chaudhuri makes the argument carefully and yet manages to retain great humanism and compassion. A delight to read.’ -- Paul Frijters, Professor in Wellbeing Economics, London School of Economics and Political Science, UK and co-author of An Economic Theory of Greed, Love, Groups, and Networks‘In response to the Covid pandemic, many countries adopted containment policies that did not condition on people’s health status or demographic characteristics. This timely and insightful book addresses the questions of what considerations led to those policies and whether those policies were well-informed. The book begins from the premise that the design of effective policy cannot be based solely on the insights of classic epidemiology models. The reason is both simple and sensible: those models don’t take into account behavioral responses of people to policies like containment. The author’s analysis is multidisciplinary in nature, blending economics, psychology, political science and epidemiology. The result is a rich and informative analysis. I highly recommend this well-written and timely book.’ -- Martin Eichenbaum, Charles Moskos Professor of Economics and Co-Director, Center for International Macroeconomics, Northwestern University, US‘This book is a very timely one for those, like me, who believe the democratic world’s lockdown response to the Covid virus will go down as the worst public policy response of the last few centuries. It is sceptical. It is interesting. It is Great Barrington over Chief Medical Officer. There is more to living and the good life than fear of dying of Covid. All the politicians who focused on that matrix, and ignored other causes of death as well as all the benefits of living in a free society, and more, should have to read this book.’ -- James Allan, Garrick Professor in Law, TC Beirne School of Law, University of Queensland, Australia‘In this book Ananish Chaudhuri achieves the impossible – he offers an easy-to-read book that delivers profound insights about our behavior which applies not just to pandemics, but to many other recurrent situations in our daily lives! A must-read for anyone that wants to make better decisions.’ -- Sudipta Sarangi, Professor and Chair, Department of Economics, Virginia Tech, US, Co-Editor, Journal of Economic Behavior and Organization and author of The Economics of Small Things‘Careful comparison of costs and benefits is usually considered a hallmark of wise decision-making. Yet in 2020 many governments abandoned this standard as they tried to minimize deaths from Covid-19 regardless of cost. Traditional cost–benefit arguments were rebuked, by politicians who by nature rarely admit error, but also by ordinary folk affronted that someone would want to “kill granny”. This book draws insights from experimental economics, political science and psychology to show how various biases in decision-making processes contributed to this situation. Fifty years ago, Essence of Decision led a generation of scholars to examine models of government decision-making. Hopefully Ananish Chaudhuri’s lively book has a similar impact, for scholars, students and members of the public concerned about the retreat from rationality that is revealed by policy choices and public attitudes in the Covid-19 era.’ -- John Gibson, Professor of Economics, University of Waikato, New Zealand, Fellow of the Royal Society of New Zealand and Distinguished Fellow of the New Zealand Association of Economists‘This is an excellent book that nicely discusses cutting-edge applications in behavioural economics pertaining to the Covid-19 pandemic. It is thought-provoking and contains pioneering approaches that broaden the scope of behavioural research. Excellent writing style, making the content of the book accessible to a broad audience. Highly recommended!’ -- Michalis Drouvelis, Professor of Economics, University of Birmingham, UK and Co-ordinating Editor, Theory and Decision‘In New Zealand now it is hard to remember the shock of lockdown as a pandemic response. So much has happened. The virus has been kept at bay, so far. The predicted economic disaster has not happened – yet. Massive financial relief for businesses forcibly suspended and jobs at risk was followed by a rapid recovery when shops reopened. But Ananish Chaudhuri is by no means alone in thinking the country could pay a high and lingering price for its unprecedented lockdown, and that these costs, especially the human costs, should have been weighed against the risks the virus posed. His book uses fascinating behavioral studies of economic decision making and the psychology of popular risk assessment to question the merits of measures that New Zealand’s Government took and New Zealanders overwhelmingly accepted. They should read this book and wonder if these were questions they should have asked.’ -- John Roughan, Political Columnist, New Zealand HeraldTable of ContentsContents: 1. Prologue 2. Gut feelings: biases, heuristics and Covid-19 3. Pathogens and probabilities 4. Should we trust people to do the right thing? 5. Politics, pathogens and party lines 6. Irrational exuberance in the midst of Covid-19 7. Epilogue Bibliography Index

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Book SynopsisThis enlightening book comprehensively maps the current state of economic psychology and behavioural economics. Exploring key concepts, topics and models in the field, it is also a launching pad for future research and provides useful insights on how good personal and professional decisions can be made, advancing microeconomic discourse.Trade Review‘Decisions, Preferences, and Heuristics provides a timely update of the relation between psychology and economics: It introduces a fresh vision that takes the evolved mind seriously rather than as a source of violations of utility models, and presents heuristics as smart tools for decision-making in the real world, where optimization is mostly a fiction. In this fascinating book, Pere Mir-Artigues shifts the discourse of microeconomic theory closer to the reality of actual decision-making.’ -- Gerd Gigerenzer, Max Planck Institute for Human Development, Berlin, GermanyTable of ContentsContents: Preface and acknowledgements 1. Introduction 2. Brief history of the relationship between economics and psychology 3. The decision-making process 4. Elements for the analysis of economic decisions 5. Patterns, methods and algorithms for decision-making 6. Decision-making in the consumption of goods and services 7. Summing up References Index

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Book SynopsisTrade Review‘As always, Sunstein's Advanced Introduction is a pleasure to read. This highly informative book is particularly helpful to those interested in law and public policy. Drawing on his deep and extensive work in behavioral law and economics, Sunstein covers much ground in short order. The book introduces readers to both foundational topics and current debates at the frontiers of this burgeoning field of research and policy.’ -- Avishalom Tor, Notre Dame Law School, US‘I love this terrific book. The science of how humans think meets the laws that govern how humans should act – and who better than Sunstein to teach us what happens when these worlds collide!’ -- Anupam B. Jena, Harvard University, US‘To develop policies that improve on society, we need to consider how people behave, both in the absence and presence of policies. I highly recommend this book to anyone interested in public policy and how insights about human behavior may inform policy making. Cass Sunstein’s experiences and extensive expertise in both law making and behavioral economics make him uniquely positioned to provide key insights on the intersection of law and behavioral economics.’ -- Linda Thunström, University of Wyoming, US‘In this book Professor Sunstein summarizes an enormous body of research showing how law affects human behavior. He carefully reviews research from behavioral economics and psychology, provides clever examples, and melds these insights with conventional economics, thereby suggesting ways to make legal systems more efficient—and even more fair.’ -- Jeffrey J. Rachlinski, Cornell Law School, US

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Book SynopsisTrade Review‘As always, Sunstein's Advanced Introduction is a pleasure to read. This highly informative book is particularly helpful to those interested in law and public policy. Drawing on his deep and extensive work in behavioral law and economics, Sunstein covers much ground in short order. The book introduces readers to both foundational topics and current debates at the frontiers of this burgeoning field of research and policy.’ -- Avishalom Tor, Notre Dame Law School, US‘I love this terrific book. The science of how humans think meets the laws that govern how humans should act – and who better than Sunstein to teach us what happens when these worlds collide!’ -- Anupam B. Jena, Harvard University, US‘To develop policies that improve on society, we need to consider how people behave, both in the absence and presence of policies. I highly recommend this book to anyone interested in public policy and how insights about human behavior may inform policy making. Cass Sunstein’s experiences and extensive expertise in both law making and behavioral economics make him uniquely positioned to provide key insights on the intersection of law and behavioral economics.’ -- Linda Thunström, University of Wyoming, US‘In this book Professor Sunstein summarizes an enormous body of research showing how law affects human behavior. He carefully reviews research from behavioral economics and psychology, provides clever examples, and melds these insights with conventional economics, thereby suggesting ways to make legal systems more efficient—and even more fair.’ -- Jeffrey J. Rachlinski, Cornell Law School, US

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Book SynopsisTable of ContentsContents: 1. Introduction to The Behavioural Economics of John Maynard Keynes 2. Fundamentals of economics 3. Rational choice: a normative concept 4. Choice under uncertainty: animal spirits 5. Expectations over time 6. Socially embedded individuals 7. The resurrection and fall of homo oeconomicus 8. Conclusion: the economy we live in References Index

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Book SynopsisThis enlightening book comprehensively maps the current state of economic psychology and behavioural economics. Exploring key concepts, topics and models in the field, it is also a launching pad for future research and provides useful insights on how good personal and professional decisions can be made, advancing microeconomic discourse.

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Book SynopsisThis comprehensive Handbook addresses a wide variety of methodological approaches adopted and developed by behavioural economists, exploring the implications of such innovations for analysis and policy.

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Book SynopsisThis pathbreaking book casts new light on how to handle lifeâs most difficult decisions. Edna Ullmann-Margalit and Cass R. Sunstein examine the role of social norms in creating both stability and instability, while offering an in-depth exploration of why people choose not to choose.

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Book SynopsisA comprehensive overview of contemporary economic psychology Economic Psychology presents an accessible overview of contemporary economic psychology.Table of ContentsPreface xv Notes on Contributors xvii Acknowledgements xxvii PART 1 Fundamentals 1 Chapter 1 Introduction to Economic Psychology: The Science of Economic Mental Life and Behaviour 3Rob Ranyard and Vera Rita de Mello Ferreira 1.1 Introduction 4 1.2 The emergence of the discipline 5 1.3 Research methods 10 1.4 Economic mental representations 11 1.5 Financial behaviour and economic activity 12 1.6 Life-span perspectives 13 1.7 Economic psychology and society 14 1.8 Summary 16 Note 16 Review questions 16 References 16 Further reading 18 Chapter 2 Theories of Economic Decision-Making: Value, Risk and Affect 19Anton Kühberger and Michael Schulte-Mecklenbeck 2.1 Introduction 20 2.2 Value and utility 20 2.3 Risk and uncertainty 22 2.4 Developments based on Subjectively Expected Utility (SEU) 23 2.5 B eyond Utility-Based Theories 25 2.6 Hot Decisions 27 2.7 Summary 31 Review Questions 31 References 31 Further Reading 34 Chapter 3 Future-Oriented Decisions: Intertemporal Choice 35Daniel Read and Marc Scholten 3.1 Introduction 36 3.2 Rational Intertemporal Choice 36 3.3 A nomalies in Intertemporal Choice 38 3.4 E xplaining Anomalies 41 3.5 Framing Effects 42 3.6 What Do We Care About When We Measure Intertemporal Choice? 44 3.7 Summary 45 Notes 46 Review Questions 46 References 47 Further Reading 50 Part 2 Research Methods 51 Chapter 4 Research Methods for Economic Psychology 53Gerrit Antonides 4.1 Introduction 54 4.2 Q ualitative Methods 55 4.3 Q uantitative Methods 58 4.4 Conclusion 63 4.5 Summary 64 Review Questions 64 References 64 Further Reading 68 Chapter 5 Assessing Psychological Dispositions and States that Can Influence Economic Behaviour 69Simon McNair and W. Ray Crozier 5.1 Introduction 70 5.2 Psychological Dispositions and Economic Behaviour 71 5.3 Psychological States and Economic Behaviour 76 5.4 Methodological Issues in Assessing Dispositions and States 81 5.5 Summary 82 Notes 83 Review Questions 83 References 83 Further Reading 87 Chapter 6 Developing, Evaluating, and Using Subjective Scales of Personality, Preferences, and Well-Being: A Guide to Psychometrics for Psychologists and Economists 88Alex M. Wood and Christopher J. Boyce 6.1 Introduction 89 6.2 The Importance of Psychometrics for Economic Psychology Research 89 6.3 S teps in Developing a Scale 91 6.4 Other Steps and Conclusion 100 6.5 Summary 100 Note 100 Review Questions 101 References 101 Further Reading 103 Part 3 E conomic Mental Representations 105 Chapter 7 The Psychological Meaning of Money 107Tomasz Zaleskiewicz, Agata Gasiorowska and Kathleen D. Vohs 7.1 Introduction 108 7.2 Money: Economic and Psychological Perspectives 108 7.3 Predictions 109 7.4 The Method of Money Priming: Akin to Getting a Taste of Big Money 111 7.5 Results 112 7.6 Summary 118 Acknowledgements 118 Review questions 118 References 119 Further Reading 121 Chapter 8 Mental Accounting and Economic Behaviour 123Gerrit Antonides and Rob Ranyard 8.1 Introduction 124 8.2 B road Mental Accounts 124 8.3 Mental Accounts for Specific Financial Decisions 126 8.4 Other Categorizations of Money 127 8.5 Functions of Mental Accounts 129 8.6 D eterminants of Mental Accounting 133 8.7 Conclusion 134 8.8 Summary 135 Review Questions 135 References 136 Further Reading 138 Chapter 9 How Laypeople Understand the Economy 139David Leiser and Zeev Krill 9.1 Introduction: Understanding Economics Is Hard Yet Expected 140 9.2 Interacting Variables 143 9.3 U sing Metaphors 147 9.4 Financial Literacy 149 9.5 Summary 150 Review Questions 151 References 151 Further Reading 154 Chapter 10 The Citizen’s Judgements of Prices and Inflation 155Rob Ranyard, Fabio Del Missier, Nicolao Bonini and Davide Pietroni 10.1 Introduction 156 10.2 Price Evaluation 156 10.3 Inflation 161 10.4 Policy Implications 165 10.5 Summary 166 Notes 166 Review Questions 167 References 167 Further Reading 170 Chapter 11 Materialism and the Meanings of Possessions 171W. Ray Crozier 11.1 Introduction: The Socio-Economic Context of Possessions and Materialism 172 11.2 The Psychological Meanings of Possessions 173 11.3 Psychological Aspects of Materialism 176 11.4 Materialism and Subjective Well-Being 178 11.5 Summary 182 Notes 183 Review Questions 183 References 183 Further Reading 185 Part 4 Financial Behaviour 187 Chapter 12 Defining and Influencing Financial Capability 189Ivo Vlaev and Antony Elliott 12.1 Introduction 190 12.2 A New Conceptualization of Financial Capability 190 12.3 Ways to Influence Financial Capability 196 12.4 Conclusion 202 12.5 Summary 202 Notes 202 Review Questions 203 References 203 Further Reading 205 Chapter 13 Saving Behaviour: Economic and Psychological Approaches 206Ellen K. Nyhus 13.1 Introduction 207 13.2 E conomic Perspectives 209 13.3 Psychological Approaches 211 13.4 Summary 217 Review Questions 218 References 218 Further Reading 221 Chapter 14 The Psychology of Borrowing and Over-Indebtedness 222Rob Ranyard, Sandie McHugh and Simon McNair 14.1 Introduction 223 14.2 D eterminants of Borrowing 224 14.3 Credit Choice Processes 225 14.4 Repayment Strategies 228 14.5 Routes to Over-Indebtedness 229 14.6 Psychological Consequences of Debt 230 14.7 Policy Implications 231 14.8 Summary 233 Review Questions 234 References 234 Further Reading 238 Chapter 15 Behaviour in Financial Markets 239Martin Hedesström 15.1 Introduction 240 15.2 D o Stocks Always Trade at the ‘Right’ Price? 240 15.3 Cognitive Influences on Investor Behaviour 242 15.4 E motional Influences 246 15.5 S ocial Influences 248 15.6 Policy Implications 250 15.7 Summary 250 Review Questions 250 References 251 Further Reading 254 Chapter 16 Tax Behaviour 255Erich Kirchler and Erik Hoelzl 16.1 Introduction 256 16.2 Taxes and Tax Compliance 256 16.3 Tax Attitudes by Individual Taxpayers 258 16.4 Profit Shifting and Aggressive Tax Planning by Companies 260 16.5 Regulation Strategies by Tax Authorities 261 16.6 Interaction Climates Between Taxpayers and Tax Authorities 264 16.7 Practical Implications 267 16.8 Summary 268 Review Questions 268 References 268 Further Reading 271 PART 5 E conomic Activity 273 Chapter 17 Volunteer Organizations: Motivating with Awards 275Bruno S. Frey and Jana Gallus 17.1 Introduction 276 17.2 Organizational Forms 276 17.3 A wards as Motivation 279 17.4 Conditions for Successfully Giving Awards to Volunteers 282 17.5 E ffects Of Awards on Performance 284 17.6 Summary 285 Review Questions 285 References 285 Further Reading 286 Chapter 18 Entrepreneurial Activity 287Artur Domurat and Tadeusz Tyszka 18.1 Introduction 288 18.2 E nvironmental Factors and Entrepreneurship 289 18.3 Reasons for Engaging in Entrepreneurial Activity 290 18.4 Personality Characteristics of Entrepreneurs 292 18.5 Psychological Traps in Entrepreneurship 296 18.6 Teaching Entrepreneurship 297 18.7 Summary 299 Review Questions 300 References 300 Further Reading 303 Chapter 19 The Economic Psychology of Gambling 304Juemin Xu and Nigel Harvey 19.1 Introduction 305 19.2 Lotteries 305 19.3 S cratch Cards 307 19.4 Roulette 307 19.5 Fruit Machines 309 19.6 S ports Betting 309 19.7 Card Games 311 19.8 Problem Gambling 312 19.9 Summary 314 Review Questions 314 References 314 Further Reading 318 PART 6 Life-Span Perspectives 319 Chapter 20 Economic Socialization: Childhood, Adolescence, and Early Adulthood 321Annette Otto and Joyce Serido 20.1 Introduction 322 20.2 A Contextual Framework for Economic Behaviour Development 322 20.3 The Role of Parents in Economic Socialization 325 20.4 The Study of Economic Behaviour Development From Childhood Through Early Adulthood 327 20.5 Summary 331 Review Questions 331 References 331 Further Reading 336 Chapter 21 Childhood Psychological Predictors of Lifelong Economic Outcomes 337Mark Egan, Michael Daly, and Liam Delaney 21.1 Introduction 338 21.2 Literature Review 338 21.3 Lifecourse Perspective 344 21.4 Methodological Challenges 346 21.5 Policy Implications 348 21.6 Conclusion 349 21.7 Summary 349 Notes 350 Review Questions 350 References 350 Further Reading 353 Chapter 22 The Economic Psychology of Financial Decision-Making and Money Management in the Household 354Stefanie J. Sonnenberg 22.1 Introduction 355 22.2 Financial Decision-Making in the Household 356 22.3 Household Money Management 361 22.4 Conclusion 366 22.5 Summary 367 Notes 368 Review Questions 368 References 368 Further Reading 370 Chapter 23 Ageing and Economic Decision-Making 371Wändi Bruine De Bruin 23.1 Introduction 372 23.2 The Role of Cognitive Deliberation in Decision Making 372 23.3 The Role of Experience-Based Knowledge in Decision-Making 373 23.4 The Role of Emotions in Decision-Making 374 23.5 The Role of Motivation and Strategies in Decision-Making 375 23.6 Interventions 376 23.7 D irections for Future Research 378 23.8 Summary 380 Acknowledgements 380 Review Questions 381 References 381 Further Reading 386 Part 7 Economic Psychology and Society 387 Chapter 24 Psychological Determinants of Charitable Giving 389Tehila Kogut and Ilana Ritov 24.1 Introduction 390 24.2 D onation Decisions: Costs and Rewards 390 24.3 Causes that Elicit More Help 391 24.4 S pecific Individuals in Need 393 24.5 E ffectiveness and Impact 395 24.6 Who Helps – and When? 396 24.7 Main Research Methods in the Study of Charitable Giving 398 24.8 Future Research Directions 399 24.9 Summary 400 Review Questions 400 References 400 Further Reading 404 Chapter 25 Life Satisfaction and Emotional Well-Being: Psychological, Economic and Social Factors 405Tommy Gärling and Amelie Gamble 25.1 Introduction 406 25.2 Views of Well-Being in Economics and Psychology 406 25.3 Measurement of Subjective Well-Being 407 25.4 Factors Influencing Subjective Well-Being 409 25.5 Consequences of Subjective Well-Being 415 25.6 Summary 417 Review Questions 417 References 417 Further Reading 420 Chapter 26 Living in Poverty: Understanding the Financial Behaviour of Vulnerable Groups 421Cäzilia Loibl 26.1 Introduction 422 26.2 D efinition of Poverty 422 26.3 Characteristics of Financial Behaviours 423 26.4 Vulnerable Population Groups 427 26.5 Policy Implications 431 26.6 Summary 431 Review Questions 431 References 432 Further Reading 434 Chapter 27 Economic Psychology and Pro-Environmental Behaviour 435Michel Handgraaf, Anouk Griffioen, Jan Willem Bolderdijkand John Thøgersen 27.1 Introduction 436 27.2 B ounded Rationality 437 27.3 The Environment as a Social Dilemma 441 27.4 Conclusion 444 27.5 Summary 445 Review Questions 446 References 446 Further Reading 450 Chapter 28 Insurance Behaviour and Society 451Rob Ranyard, John K. Ashton and Bill Hebenton 28.1 Introduction 452 28.2 Insurance as Risk Protection 452 28.3 Mis-Selling 456 28.4 Insurance Fraud 459 28.5 Summary 462 Notes 463 Review Questions 463 References 463 Further Reading 467 Index 469

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Book SynopsisSomewhere along the way, we got distracted. As much as we multitask, love our devices and feel like we're in control, deep down we know that something is off. Shortened attention spans, declines in critical thinking, lack of sleep, self-doubt and decreased creativity are just some of the effects coming to light in an age of digital distraction. It's time to reclaim our lives. It's time to take control. Lifescale is a journey of self-discovery and growth. It's about getting back into balance and remastering our destinies. Author Brian Solis knows first-hand. He struggled with distraction and all of its ill-effects. To get his life back, he developed a set of techniques, exercises, and thought experiments designed to tame the chaos, and positively and productively navigate our day-to-day lives. Instead of falling victim to the never-ending cycle of newsfeeds, Likes, addictive apps, and boredom scrolling (aka the endless scroll), we can learn to manage our time andTable of Contents1 Realize 10 2 Awaken 20 3 Refocus 46 4 Believe 67 5 Rekindle 88 6 Reconsider 105 7 Value 113 8 Reorient 131 9 Silence 142 10 Liberate 165 11 Purpose 176 12 Energize 203 13 Visualize 230 14 Dive 256 Conclusion 287

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Book SynopsisSince the financial crisis, there have been numerous reports, articles and books highlighting the gloomy future ahead. Making Sense of Markets makes the case that received wisdom is still far too pessimistic, and that the future may be brighter than feared. A plain-speaking guide to keeping an open mind (and how to profit from it).Trade Review'There has never been a time in history when it wouldn't have been easy to find excuses not to invest. At last, an honest antidote, grounded on solid economic thinking, to combat our costly human tendency to pervasive pessimism when it comes to investing. This book punctures the too-easy consensus that the glass is half empty and provides a guide to how investors should really think about the world.' Greg B Davies, PhD: Head of Behavioural-Quantitative Finance, Barclays Wealth and Investment Management "A refreshingly clear, practical and provocative guide to investing that should appeal to individual savers and finance professionals alike. Gardiner combines a deep understanding of macroeconomic and finance theory (and its limits) with a wealth of investment experience. His conclusion: be humble, keep it simple, be optimistic!" Joachim Fels, Global Economic Advisor, PIMCO "Too many financial journalists and practitioners try to make the investment process more exciting than it should be and more esoteric than it needs to be. Kevin Gardiner, a credentialed, experienced practitioner and engaging writer, eschews over-dramatization and self-aggrandizement to offer a common sense approach to investing. Take his advice." Aaron Gurwitz PhD, Former Chief Investment Officer at Barclays Wealth and Investment Management, and Adjunct Instructor in Economics, New York University 'A book full of common sense and wisdom which punctures several myths about economic performance, financial markets and the links between the two, Making Sense of Markets is a refreshing and insightful counter to the view that economic outcomes for decades to come will be weaker than in the past' Professor David Miles, The Monetary Policy Committee, The Bank of EnglandTable of ContentsIntroduction: What We Talk About When We Talk About Markets PART I: THE GLASS IS HALF-FULL 1: Why Is Everybody So Gloomy? The Conventional Account Of What's Gone Wrong2: An Alternative Account – A Richness Of Embarrassments Money Didn't Make The World Go Round3: Five Big Things To Worry Less About – Or Why It Still Pays To Invest In The West 3.I: Debt – There Is Life After It 3.II: Demography – The Timebomb Defused 3.III. Decadence – The West Can Compete 3.IV: Depletion – The Sustainability Challenge 3.V: Danger – Geopolitical Tensions In Context 4: Sources Of Perspective – And A Tiger's Tale Taking A Wider View Raising The Signal-To-Noise Ratio Avoid Clichés Like The Plague Anchoring Downwards: Why Gloom Gets A Grip PART II: WHAT TO DO ABOUT IT5: Know The Game, Know Yourself Be Satisficed: What Investment Is Not About, And The Importance Of Showing Up Know Your Pundits; The Only Theme Worth Investing In A Personal Investment Policy6: Back To Basics: What You Need To Own – It's About Time Here For The Duration: The Key Investment Characteristics The Usual Suspects: The Main Asset Classes And The 'Must Haves' 7: Putting It All Together – Weighting In Vain? Reasonable Expectations And Fair Values Weighting In Vain 8: Conclusion – Postmodern Portfolio Theory

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Book SynopsisNancy Harhut is Co-Founder and Chief Creative Officer at HBT Marketing, a consultancy which specializes in applying human behavior techniques in marketing and whose clients include H&R Block, AARP and Transamerica. Based in Boston, Massachusetts, she previously held senior creative management positions with agencies within the IPG and Publicis networks, where she worked with clients including Dell, Bank of America and AT&T. A regular international conference keynoter, she has been recognized as an Online Marketing Institute Top 40 Digital Strategist and Ad Club Top 100 Creative Influencer.Trade Review"Marketing professionals can benefit greatly from this book. Its engaging style and numerous research-based takeaways make it a standout in the field." * Robert Cialdini, Author of Influence and Pre-Suasion *"Nancy's book is like a Brain Tell-All: Revealing all the secrets, biases, and weird brain science fueling human decisions." * Ann Handley, WSJ bestselling author of Everybody Writes, and Chief Content Officer, MarketingProfs *"A tour de force. The most intelligent marketing book I have read in years." * Mark Schaefer, author of Marketing Rebellion *"Using the latest behavioral science research, Nancy Harhut has created a clear and actionable guide to how customers' brains really work. Every marketer who wants to attract and retain more customers needs this book." * Roger Dooley, Author of Brainfluence and Friction *"An actionable and comprehensive guide to neuromarketing from an industry veteran - get it before your competitors do!" * Tim Ash, Author of Unleash Your Primal Brain, keynote speaker, executive marketing advisor *"You'll use these tactics in your next marketing campaign, but you'll also use them in your next marketing meeting. Yes, this book will help you win support for your ideas in the conference room. I apply what I've learned from Nancy in marketing, in sales and even in management." * Andy Crestodina, Co-Founder/Chief Marketing Officer, Orbit Media Studios, Author of Content Chemistry *"Tried and tested principles are at the heart of Nancy's book. Bringing in behavioural techniques such as temporal landmarks, instant gratification and bridging the gap between our present and future selves, this is the type of practical book needed now as we take behavioural science out of the lab and into our working business practices." * Louise Ward, 42 Courses & Co-Host of Behavioural Science Club *"Nancy has one of the most brilliant marketing minds I have ever come to know. If you follow even one of the principles outlined in this book it will change the course of your business forever!" * Paul Chambers, CEO and Co-Founder, Subscription Trade Association (SUBTA) *"Nancy has created a straight-forward, well researched, easy to use guide for how behavioral insights can improve your marketing strategy and results. It is a gift." * Jeff Kreisler, Co-author of Dollars and Sense, Founding Editor of PeopleScience.com, Head of Behavioral Science, JP Morgan Chase *"This is the most important book on marketing in many years. Every page includes valuable and often counter-intuitive information you can put to use right away. If you like Dan Ariely, Robert Cialdini and other behavioral scientists, you're going to love Nancy Harhut." * Alan Rosenspan, President, Alan Rosenspan & Associates, Author of Confessions of a Control Freak *"Is it too late to steal this manuscript and tell everyone I wrote it? The world is frustrated with what marketing can't accomplish for their businesses. What Nancy Harhut has here is the fix. Don't read this book. Implement it." * Chris Brogan, author and keynote speaker *"A valuable playbook for using mental shortcuts to speed up the decision-making process. One of the most worthwhile marketing books you'll ever read!" * Kerry O'Shea Gorgone, Senior Editor and Writer at Appfire, Consigliere and Showrunner at Chris Brogan Media, LLC *"Marketers have a must read with Using Behavioral Science in Marketing. Nancy provides both thoughtful research and insight into how to better connect with the behaviors of consumers." * Kenneth "Shark" Kinney, Professional Speaker, Marketing Strategist, Host of "A Shark's Perspective" Podcast *"Through continuous testing, direct marketers have long understood that they could motivate a response from prospects using various methods like urgency and social proof. But they never understood exactly why people respond the way they do. At last, Nancy Harhut has harnessed modern neuroscience to explain the reasons behind human response, and help us apply the science to our campaigns. A must for every marketer's bookshelf." * Ruth P. Stevens, B2B marketing consultant and educator, Author of B2B Data-Driven Marketing, Adjunct professor at NYU Stern *"Clear, concise, and most importantly, interesting. If you can't see her on stage, you're holding the next best thing." * Damian Francis, Managing Partner, Unmade and former Head of Content at Mumbrella *"Nancy has an incredible ability to help marketers uncover why people respond and how to capture that interest. This is a must read for anyone who wants to drive engagement, sales, and growth." * Jay Schwedelson, Founder, SubjectLine.com, and President and CEO, Worldata Group *"Using Behavioral Science in Marketing does a fantastic job of taking a weighty and complex topic like behavioral science and making it practical and easy for anyone to apply. On top of that, it is a fun and engaging read! The book moves along at a pleasing pace, with short chapters that give you a mix of great stories balanced with science and Nancy's proven tips. A must read for every marketer who wants to be competitive in the age of behavioral science (which has already begun)." * Melina Palmer, author of What Your Customer Wants and Can't Tell You and host of The Brainy Business podcast *"Have you ever wished someone would read all the books you've been meaning to read, highlight the best parts, and then figure out the best ways to put those parts into practice with the specific work you do? That's what Nancy Harhut does with this absolute gift of a book. With Using Behavioral Science in Marketing, Nancy Harhut has created a must-have manual for marketers who want to make sure their work actually works." * Tamsen Webster, author of Find Your Red Thread *"Mind. Blown. Nancy has reverse-engineered buyer behavior to help you know EXACTLY how to connect and engage with your audience based on behavioral science." * Tom Shapiro, CEO Stratabeat, author of Rethink Lead Generation and Rethink Your Marketing *"Nancy Harhut is unquestionably one of the sharpest, most knowledgeable and experienced authorities on consumer psychology in the marketing world. Both hyper-effective and supported by data science, the strategies she outlines in her book, Using Behavioral Science in Marketing, will have an immediate impact on your marketing campaigns and a massive impact on your bottom line." * Jeffry Pilcher, CEO/President, The Financial Brand *"In an era of media abundance and attention scarcity, we as marketers have to make the most of every moment we happen to get with a prospective consumer. Nancy's practical application of such a wide variety of behavioral science principles will help any brand ensure these valuable moments aren't wasted. An amazing collection of case studies with proven outcomes that will inspire smarter, more effective work and offer readers a distinct competitive edge." * Josh Blacksmith, Senior Director - Global Consumer Relationships and Engagement, Kimberly-Clark *"A great read for today's results-now marketers. Practical and specific, this is how to actually increase response." * Brian Whipple, CEO Accenture Interactive, 2010-2021 *Table of Contents Chapter - 01: Emotional and rational elements in decision making; Chapter - 02: Conveying customer benefits through loss aversion and the endowment effect; Chapter - 03: Achieving urgency and exclusivity through the scarcity principle; Chapter - 04: The reciprocity principle and the marketing value of give to get; Chapter - 05: Social proof - Harnessing the power of people like us, and the people we like; Chapter - 06: Storytelling - Increasing consumer involvement and engagement; Chapter - 07: Autonomy bias - Harnessing the human need for control; Chapter - 08: Encouraging sales and loyalty through the consistency principle and the Zeigarnik effect; Chapter - 09: Information gap theory - Prompting consumers to take action through curiosity and the need to know; Chapter - 10: Tapping into the authority principle to stand out and prompt responses; Chapter - 11: Choice architecture and status quo bias - How to use inertia to get things moving; Chapter - 12: Labeling and framing - Making people see things your way; Chapter - 13: Increasing action through automatic compliance triggers and reasons; Chapter - 14: Maximizing the impact of your marketing copy and language; Chapter - 15: Increasing desirability though triggering availability bias; Chapter - 16: Creating stand out marketing communications through context, rewards and unpredictability; Chapter - 17: Temporal discounting and temporal landmarks - The effects of time on behavior

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Book SynopsisZontee Hou is Founder of Media Volery, a digital marketing agency, and Managing Director of consultancy Convince & Convert. She has nearly 20 years of experience in the marketing industry and has advised organizations including the International Monetary Fund, Fidelity Investments, Indiana University and Caesars Entertainment. Hou has been a lecturer at Columbia University and The City College of New York, and she is a sought-after business speaker. She is based in Brooklyn, New York.

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Book SynopsisHani Nabeel is the Chief Behavioural Scientist at iPsychTec, a people analytics and behavioural science company. He has over 20 years' experience in talent management consulting and quantitative behavioural research. He is an in-demand conference speaker and industry writer on all aspects of culture measurement, people analytics and behavioural science. He is based in London, UK.

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Book SynopsisKate Hardcastle is a multi-award-winning international consumer expert, broadcaster and commentator based in London, UK. With over 20 years' experience in consumer behaviour and retail, she works with some of the world's biggest brands and in 2018 was awarded an MBE for services to business and entrepreneurship. She appears regularly on the BBC, ITV, Channel 4 and Sky News, as well as in Forbes and the Financial Times, and presents at events including the Financial Times Retail Summit, Retail World Congress, The Retail Summit UAE, Shop Talk Las Vegas, The Tech Show and Ideal Home Show.

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Book SynopsisStudents of consumer studies and the history of technology, as well as scholars and general readers, will be captivated by Josephson's insights into the complex relationship between society and technology.Trade ReviewJosephson's conclusions are guaranteed to make you think of the modern world and its interconnectedness in a different light. 'Sometimes,' he writes 'you should just say, no, refuse that new-fangled fish stick or aluminum soda can or smart phone or online source.' Cosmos ... At its best is original and instructive and compresses a great deal of technical material into a brief and readable form. British Journal for the History of ScienceTable of ContentsAcknowledgmentsIntroduction1. The Ocean's Hot Dog2. The Sports Bra3. Sugar, Bananas, and Aluminum Cans4. Mass-Produced Nutrition5. Technology and (Natural) Disasters6. Big ArtifactsConclusionNotesSuggested Further ReadingIndex

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Book SynopsisWinner of the Hagley Prize in Business History from The Hagley Museum and Library and the Business History ConferenceSelected by Choice Magazine as an Outstanding Academic TitleOriginally published in 1999. Imagining Consumers tells for the first time the story of American consumer society from the perspective of mass-market manufacturers and retailers. It relates the trials and tribulations of china and glassware producers in their contest for the hearts of the working- and middle-class women who made up more than eighty percent of those buying mass-manufactured goods by the 1920s. Based on extensive research in untapped corporate archives, Imagining Consumers supplies a fresh appraisal of the history of American business, culture, and consumerism. Case studies illuminate decision making in key firmsincluding the Homer Laughlin China Company, the Kohler Company, and Corning Glass Worksand consider the design and development of ubiquitous lines such as Fiesta tableware and Pyrex OveTrade ReviewA truly fine work that takes business history into the broader field of cultural history . . . Imagining Consumers changes the narrative of consumer society in the United States. New studies will have to incorporate its conclusions.—Vicki Howard, American QuarterlyImagining Consumers is an engagingly written, solidly researched, and copiously illustrated monograph on the marketing of home furnishings in the United States . . . It cogently makes the case for those who hail consumerism as a defining feature of the modern democratic creed.—Richard R. John, Reviews in American HistoryDeeply researched, informed by theory, and engagingly written.—David E. Nye, Business History ReviewImagining Consumersoffers a well-argued look at signal trials and successes of the consumer-goods segment of the American ceramics and glass industries between 1860 and 1940, as the men who created and ran its workshops and factories not only negotiated changing business conditions and new technologies, but also struggled to imagine the people who would choose their crockery, sanitary fixtures, and glassware . . . A fine piece of work.—Katherine Grier, Enterprise and SocietyA fascinating account of the sales strategies of a group of American manufacturers of applied art products, in particular the Homer Laughlin China Company, the Kohler Company, and Corning Incorporated, in the years from 1880 through to 1960. Blaszczyk's study in informed by an intense body of material acquired from primary sources; it makes a significant, and very welcome, contribution to scholarship in this area.—Penny Sparke, Technology and CultureAn innovative study of an important dimension of the consumer revolution of the late nineteenth and early twentieth centuries . . . For its emphasis on small firms, on the importance of interactions between consumers and producers, and on the role that women shoppers played in shaping business practices, Imagining Consumers will be recognized as an important contribution to business and consumer history.—Lawrence B. Glickman, Journal of American HistoryA perceptive and dense history of china and glassware manufacturers and retailers . . . Blaszczyk makes a convincing case that those who study consumer culture can benefit from greater understanding of these links between manufacturers, consumers, and the many professionals who influence the place where those two meet: the product.—Jennifer Scanlon, American Historical ReviewA must read for all who seek to understand the evolution of modern consumer society.—Lisa Jacobson, Public HistorianBlaszczyk's cultural and business history of the American crockery industry nicely describes how some firms imagined their consumers and how they reponded to those consumers' desires.—Kerry Odell, Journal of Economic HistoryBlaszczyk grounds her arguments on something not seen before: a cornucopia of archival research, painstakingly acquired from untapped company archives of key firms in the household furnishings business. Blaszczyk's conclusion is bold. 'Make no mistake,' she writes, 'supply did not create demand in home furnishings, but demand determined supply.' Imagining Consumers is a careful, fine-grained monograph whose claims are firmly tethered to its assembled evidence.—Lendol Calder, EH.NetA remarkable and exemplary history of the US ceramics and glass industries, spanning the mid-19th to the mid-20th centuries. Perhaps the main achievement of Imagining Consumers is its dogged investigation of how manufacturers engaged with consumers in order to produce more appealing goods.—Nic Maffei, Ethics, Place and EnvironmentTable of ContentsAcknowledgementsIntroductionChapter 1. Cinderella StoriesChapter 2. China ManiaChapter 3. Beauty for a DimeChapter 4. Fiesta!Chapter 5. Better Products for Better HomesChapter 6. Pyrex PioneersChapter 7. Easier Living?ConclusionList of AbbreviationsNotesEssay on SourcesIndex

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Book SynopsisA short but engaging look at how the key to our own happiness may lie with other people. Why is Denmark consistently ranked one of the happiest nations? In Happiness, researcher Christian Bjørnskov explores what we mean when we talk about happiness. Based on new research findings on how people perceive their own lives, Bjørnskov argues that the basic factors that constitute happiness are mostly universal across cultures. By evaluating studies and theories on happiness that test how family, genetics, religion, wealth, work, and trust factor into our happiness as well as how often we smile or compare ourselves to others, Bjørnskov outlines why our most important source of happiness may be the people around us. ReflectionsIn Reflections, a series copublished with Denmark's Aarhus University Press, scholars deliver 60-page reflections on a key concept that encapsulates their years of study and research. These books present unique insights on a wide range of topics and conceptseverything Table of ContentsChapter 1. The Good LifeChapter 2. What We Talk About When We Talk About HappinessChapter 3. The Yellow Brick RoadsChapter 4. All That Glitters is Not GoldChapter 5. Happiness by HappenstanceChapter 6. A Happy Ending

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Book SynopsisTheAPA Handbook of Consumer Psychologypresents a comprehensive survey of the field, including its historical background and critical sources of information in both core and emerging literature. This 33-chapter handbook is designed as a library reference that captures up-to-date content on consumer psychology, with insights offered by an outstanding roster of contributors. Broad coverage areas include perspectives on consumer psychology, consumer characteristics and contexts, use of psychology to communicate with consumers, consumer cognitions and affect, and use of psychology to carry out business functions. Chapters pinpoint practical issues; probe unresolved and controversial topics in a balanced manner; and present future theoretical, research, and practice trends. The handbook provides a starting point for an examination of consumer psychology and ways to move the knowledge forward in this meaningful and vital area of human behavior.Table of ContentsEditorial Board About the Editor-in-Chief About the Associate Editors Contributors A Note From the Publisher IntroductionPart I. Perspectives on Consumer Psychology Chapter 1. Consumer Psychology: Evolving Goals and Research Orientations Joel B. Cohen and William L. Wilkie Chapter 2. The Activation and Use of Declarative and Procedural Knowledge Robert S. Wyer, Jr. Chapter 3. Intentional Behaviorism: A Research Methodology for Consumer Psychology Gordon R. Foxall Chapter 4. Structural Equation Models in Consumer Research: Exploring Intuitions and Deeper Meanings of SEMs Richard P. Bagozzi Chapter 5. Understanding the Changing Role and Functions of Marketing Kevin Lane KellerPart II. Consumers Have Demographic and Psychographic Characteristics Chapter 6. Poverty and Consumer Psychology Ronald Paul Hill Chapter 7. Children as Consumers: A Review of 50 Years of Research in Marketing Deborah Roedder John and Lan Nguyen Chaplin Chapter 8. Gender Research in Marketing, Consumer Behavior, Advertising, and Beyond: Past, Present, and Future Linda Tuncay Zayer and Kathrynn Pounders Chapter 9. A Structural Versus Dynamic View of Personality in Consumer Behavior Suresh Ramanathan Chapter 10. Consumer Values Eda Gurel-Atay Chapter 11. Lifestyle and Sport: Emulation Marketing Pierre Valette-Florence, Tony Meenaghan, and Lynn R. KahlePart III. Consumers Live in a Social Psychological World Chapter 12. Cultural Influences on Consumer Psychology Carlos J. Torelli and Sharon Shavitt Chapter 13. Attitude Change and Persuasion: Classic, Metacognitive, and Advocacy Perspectives Zakary L. Tormala and Derek D. Rucker Chapter 14. Social Relationships and Consumer Behavior Kelley Gullo Wight, Peggy J. Liu, James R. Bettman, and Gavan J. Fitzsimons Chapter 15. Sustainability: Understanding Consumer Behavior in a Circular Economy Marius Claudy and Mark Peterson Chapter 16. Marketing Ethics, Ethical Consumers, and Ethical Lapses Ann-Marie Kennedy and Sommer Kapitan Chapter 17. The Role of Time in Consumer Psychology Ashwani Monga, Ozum Zor, and Rafay A. Siddiqui Chapter 18. Psychological Aspects of Economic Expectations Richard CurtinPart IV. Businesses Use Psychology to Communicate With Consumers Chapter 19. Language and Consumer Psychology Ruth Pogacar, Alican Mecit, Fei Gao, L. J. Shrum, and Tina M. Lowrey Chapter 20. The Consumer Psychology of Traditional Media Esther Thorson Chapter 21. Social Media: From Classic Psychological Theories to New Opportunities Cait Lamberton and Ashlee Humphreys Chapter 22. Celebrity Endorsements Eda Gurel-AtayPart V. Consumers Process Cognitions and Affect Chapter 23. Omission Neglect and Consumer Judgment and Inference Based on Limited Evidence Frank R. Kardes, Steven S. Posavac, and Donald R. Gaffney Chapter 24. Three Mechanisms of Mind–Body Influence: Feelings, Concepts, and Procedures Spike W. S. Lee and Lorenzo Cecutti Chapter 25. The Interplay of Affect and Cognition: A Review of How Feelings Guide Consumer Behavior Rashmi Adaval and Maria Galli Chapter 26. Consumer Involvement and Engagement: From Involvement’s Elaboration Likelihood to Engagement’s Investment Propensity Linda D. Hollebeek and Rajendra K. Srivastava Chapter 27. Neural Basis of Consumer Decision Making and Neuroforecasting Alexander Genevsky and Carolyn Yoon Chapter 28. Consuming for Happiness Siok Kuan Tambyah and Soo Jiuan TanPart VI. Businesses Use Psychology to Carry Out Functions Chapter 29. Omnichannel Retailing: A Consumer Perspective Peter C. Verhoef, Koert van Ittersum, P. K. Kannan, and Jeff Inman Chapter 30. Perceived Price Differences and Consumer Behavior Kent B. Monroe Chapter 31. The Brand Property Strength Framework: Integrating Theory and Research on Brand Consumer Psychology Joseph R. Priester, Monique A. Fleming, Leigh Anne Novak Donovan, and Chaumanix Dutton Chapter 32. Innovation and Product Development Doug Hall Chapter 33. Human Factors Research and User-Centered Design Robert W. Proctor, Leon Zeng, and Kim-Phuong L. Vu Index

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Book SynopsisBestselling author Cass R. Sunstein reveals the appeal and the danger of conformity We live in an era of tribalism, polarization, and intense social divisionseparating people along lines of religion, political conviction, race, ethnicity, and sometimes gender. How did this happen? In Conformity, Cass R. Sunstein argues that the key to making sense of living in this fractured world lies in understanding the idea of conformitywhat it is and how it worksas well as the countervailing force of dissent. An understanding of conformity sheds new light on many issues confronting us today: the role of social media, the rise of fake news, the growth of authoritarianism, the success of Donald Trump, the functions of free speech, debates over immigration and the Supreme Court, and much more. Lacking information of our own and seeking the good opinion of others, we often follow the crowd, but Sunstein shows that when individuals suppress their own instincts about what is true and what is rightTrade Review"Sunstein unearths fascinating and surprising revelations ... Perhaps the most profound insight from Sunstein’s book is the realization that conformity is working on us pretty much all the time. We think we choose what movies to watch, what books to read, or even what political tribe to claim—but our ability to form our own opinion on anything is greatly influenced by imperceptible forces nudging us towards consensus. That’s not always a bad thing. But, as Sunstein himself writes, ‘For all the good conformity does, it can also crush what is most precious and most vital in the human soul.’" * GQ *"Points out the positive benefits of conformity while also exploring how following the crowd can easily take individuals down paths of extreme thinking. Drawing on scientific studies, Sunstein discusses the corrective effects of dissent for the common good and not simply out of contrarianism. Eminently relevant, Sunstein's clarifying discussion is a must-read." * Booklist *"An investigation of the underpinnings of conformity, cascades, and group polarization could not be more timely. Cass Sunstein once again brings the latest social science to bear on a knotty legal and political problem, helping us see, with his customary lucidity, how we can design institutions to counter the foibles of our own psychology." -- Anne-Marie Slaughter,CEO, New America"Cass Sunstein, one of the most original minds of our era, offers a powerful critique of conformity and the dangerous consequences of blind, like-minded thinking. From politics to law, Sunstein urges readers to see the value of institutions that reward a diversity of views so that we can reach the wisest and best decisions. At a moment when the country is watching the damaging impact of tribalism in our polity, this a much needed work that offers a fascinating, analytical explanation of what keeps us from thinking outside the box." -- Julian Zelizer,Princeton University and co-author of Fault Lines: History of the United States Since 1974"If you are alarmed, as many of us are, by the radical polarization of our political life, Cass Sunstein's new book will explain to you why it is happening and why the checks and balances built into our institutions constitute a barrier to the realization of our worst fears. Readers of Conformity will come away greatly informed, chastened in their idealism, but nevertheless optimistic about the survival of those same ideals." -- Stanley Fish,Professor of Law at Florida International University and Visiting Professor at Cardozo Law School"Conformity is indeed as old as mankind itself. But the best book ever on conformity starts right here. And who better to write it than the arch non-conformist Cass Sunstein?" -- Tyler Cowen,Professor of Economics, George Mason University"This book stands out from Sunstein’s other books in its focus on the broad societal implications of social influence. Sunstein grounds his argument in the principles underlying American democracy, and in doing so, he makes it difficult not to become depressed at how distant our current state of affairs seems from that ideal. However, Sunstein offers optimism in the form of a framework for actionable solutions." * Political Science Quarterly *"Sunstein masterfully synthesizes decades of research into a coherent narrative and provides actionable ideas that can be used by a wide range of organizations. The book is another one of Sunstein’s that I expect to see in the hands of academics, policymakers, and businesspeople alike in the airport or local coffee shop." * Political Science Quarterly *

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Book SynopsisIn this practical book, Aras Bilgen, C. Todd Lombardo, and Michael Connors demonstrate how your entire team can conduct effective product research within a couple of weeks--easily, cheaply, and without compromising quality.

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Book SynopsisThe market for green products has expanded rapidly over the last decade, but most consumers need something more than eco-benefits to motivate their purchases. Magali A. Delmas and David Colgan argue that many green products now offer the total package—a "green bundle" that checks the environmental box, but also offers improved performance, health benefits, savings, and status. To help consumers cut through the noise and make their best decisions, we need new strategies. The Green Bundle offers some of the best and most effective communication techniques for pushing consumers in the right direction. Framing product benefits to motivate behavior is the key. Combining insights from sustainable business and behavioral economics, Delmas and Colgan show managers how to lead buyers from information to action. If you are looking to win over the convenient consumer or understand how companies can create the next tipping point in green consumption, this is the research-based, practical guide for you.Trade Review"The Green Bundle offers penetrating insight into green products, showing how businesses can fully realize this latent market. Synthesizing behavioral economics, human psychology, and basic business principals, the authors set forth a brilliant but practical guide on how to ignite consumer interest in sustainably produced goods."—Steve McCormick, former CEO of The Nature Conservancy and former President of the Gordon and Betty Moore Foundation"From the cities and buildings in which we live, work, and play, to the food that we eat, sustainability has become vital in the business world. Delmas and Colgan offer clear, psychology-inspired methods to reach even reluctant consumers, appealing to the ways sustainable products and services will benefit them personally all while protecting the health of our planet."—Andy Cohen, Co-CEO, Gensler"Effectively communicating sustainability to today's consumer goes well beyond slapping an eco-label on a product. The Green Bundle unlocks 'what, when, and how' to leverage environmental benefits and human nature to drive marketplace advantage for your brand. Required reading for today's managers."—Dave Stangis, Vice President of Corporate Responsibility and Chief Sustainability Officer, Campbell Soup Company"Magali Delmas and David Colgan have captured the essence of the current consumer mindset and created a roadmap for companies that want to thrive in the twenty-first century. A must-read for any consumer facing CEO."—Tony Pritzker, Founder and Chair, Pritzker Genius Award"Most companies today try to be green.This readable and practical book will help, with its wealth of insights from one of the leading researchers on environmental communication. Without resorting to greenwash, readers will learn how to bundle quality, health, and status attributes to help green products find the market share they deserve."—Thomas P. Lyon, Professor, University of Michigan, and President, Alliance for Research in Corporate Sustainability (ARCS)"The text is a practical guide, elegant in its simplicity, for communicating to consumers green benefits that benefit both the marketers of these products and their users. The Green Bundle represents an important next step in conceptualizing how to successfully communicate and market green products and services. Its insights make it required reading for practitioners, educators, and lay readers alike.Highly recommended."—S. A. Schulman, CHOICE"For anyone researching how, when, and why new products, markets, and sectors can address environmental isues through market mechanisms, this book provides a useful understanding of potential strategies...With a clear, pragmatic view, Delmas and Colgan offer organizations a road map for avoiding greenwash and linking green products to potential customers."––Jeffrey G. York, Administrative Science QuarterlyTable of ContentsIntroduction 1. What Sustainability Has Come to Mean 2. The Green Bundle 3. No Substitute for Quality 4. A Status Update 5. A Healthy Perspective 6. Put Money in Context 7. An Emotional Connection 8. The Pitfalls of Greenwashing 9. Sending a Clear Signal Conclusion: Reaching the Convenient Environmentalist

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Book SynopsisThe market for green products has expanded rapidly over the last decade, but most consumers need something more than eco-benefits to motivate their purchases. Magali A. Delmas and David Colgan argue that many green products now offer the total package—a "green bundle" that checks the environmental box, but also offers improved performance, health benefits, savings, and status. To help consumers cut through the noise and make their best decisions, we need new strategies. The Green Bundle offers some of the best and most effective communication techniques for pushing consumers in the right direction. Framing product benefits to motivate behavior is the key. Combining insights from sustainable business and behavioral economics, Delmas and Colgan show managers how to lead buyers from information to action. If you are looking to win over the convenient consumer or understand how companies can create the next tipping point in green consumption, this is the research-based, practical guide for you.Trade Review"The Green Bundle offers penetrating insight into green products, showing how businesses can fully realize this latent market. Synthesizing behavioral economics, human psychology, and basic business principals, the authors set forth a brilliant but practical guide on how to ignite consumer interest in sustainably produced goods."—Steve McCormick, former CEO of The Nature Conservancy and former President of the Gordon and Betty Moore Foundation"From the cities and buildings in which we live, work, and play, to the food that we eat, sustainability has become vital in the business world. Delmas and Colgan offer clear, psychology-inspired methods to reach even reluctant consumers, appealing to the ways sustainable products and services will benefit them personally all while protecting the health of our planet."—Andy Cohen, Co-CEO, Gensler"Effectively communicating sustainability to today's consumer goes well beyond slapping an eco-label on a product. The Green Bundle unlocks 'what, when, and how' to leverage environmental benefits and human nature to drive marketplace advantage for your brand. Required reading for today's managers."—Dave Stangis, Vice President of Corporate Responsibility and Chief Sustainability Officer, Campbell Soup Company"Magali Delmas and David Colgan have captured the essence of the current consumer mindset and created a roadmap for companies that want to thrive in the twenty-first century. A must-read for any consumer facing CEO."—Tony Pritzker, Founder and Chair, Pritzker Genius Award"Most companies today try to be green.This readable and practical book will help, with its wealth of insights from one of the leading researchers on environmental communication. Without resorting to greenwash, readers will learn how to bundle quality, health, and status attributes to help green products find the market share they deserve."—Thomas P. Lyon, Professor, University of Michigan, and President, Alliance for Research in Corporate Sustainability (ARCS)"The text is a practical guide, elegant in its simplicity, for communicating to consumers green benefits that benefit both the marketers of these products and their users. The Green Bundle represents an important next step in conceptualizing how to successfully communicate and market green products and services. Its insights make it required reading for practitioners, educators, and lay readers alike.Highly recommended."—S. A. Schulman, CHOICE"For anyone researching how, when, and why new products, markets, and sectors can address environmental isues through market mechanisms, this book provides a useful understanding of potential strategies...With a clear, pragmatic view, Delmas and Colgan offer organizations a road map for avoiding greenwash and linking green products to potential customers."––Jeffrey G. York, Administrative Science QuarterlyTable of ContentsIntroduction 1. What Sustainability Has Come to Mean 2. The Green Bundle 3. No Substitute for Quality 4. A Status Update 5. A Healthy Perspective 6. Put Money in Context 7. An Emotional Connection 8. The Pitfalls of Greenwashing 9. Sending a Clear Signal Conclusion: Reaching the Convenient Environmentalist

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Book SynopsisWhy did the West become so rich? Why is inequality rising? How ‘free’ should markets be? And what does sex have to do with it? In this passionate and skilfully argued book, leading feminist Victoria Bateman shows how we can only understand the burning economic issues of our time if we put sex and gender – ‘the sex factor’ – at the heart of the picture. Spanning the globe and drawing on thousands of years of history, Bateman tells a bold story about how the status and freedom of women are central to our prosperity. Genuine female empowerment requires us not only to recognize the liberating potential of markets and smart government policies but also to challenge the double-standard of many modern feminists when they celebrate the brain while denigrating the body. This iconoclastic book is a devastating exposé of what we have lost from ignoring ‘the sex factor’ and of how reversing this neglect can drive the smart economic policies we need today.Trade Review'[Victoria Bateman is] a bold, intelligent and original thinker... the Lady Godiva de nos jours.'The Amorist"A spirited exposure of the way that economics neglects gender, enlivened by the author's own experiences and beliefs. The unpaid work of women brings forth the labour force but is not properly acknowledged. And the more women are free to earn, the more their societies flourish."Professor Avner Offer, University of Oxford 'It always was insane to think of markets and the public sphere as independent of domestic life and the private sphere, as male economists did for centuries. In her crystal-clear book, Victoria Bateman provides a sane alternative. Read it and you’ll know how we all became free and rich and, we hope, a little bit saner.'Deirdre Nansen McCloskey, author of Bourgeois Equality 'Ever controversial, Victoria Bateman’s new book will cause a stir. While fun and engaging, it also packs a serious punch and explodes the myth that economics is gender neutral. If you are passionate about economics and feminism, this is well worth a read.'Ayesha Hazarika, stand-up comedian and former special adviser to Gordon Brown and Harriet Harman 'A fascinating argument…it certainly has originality on its side.'Andrew Billen, The Times"Strong and adventurous"The Guardian 'Leading feminist Victoria Bateman shows how we can only understand the burning economic issues of our time if we put sex and gender – “the sex factor” – at the heart of the picture. Scouring the globe and drawing on thousands of years of history, Bateman tells a bold story about how the status and freedom of women are central to our prosperity.' GQ 'Thought-provoking' Martin Wolf, Financial TimesTable of ContentsAcknowledgments Introduction Part I: Prosperity Chapter 1. Censored: How the West (supposedly) got ahead Chapter 2. Uncensored: The Secret Recipe of Economic Success Part II: Inequality Chapter 3. When did sexism begin? Chapter 4. Income inequality: what does sex have to do with it? Chapter 5. Sex sells Part III: State versus Markets Chapter 6. Marx versus Markets Chapter 7. Why women make better states Part IV: Humanity Chapter 8. Me, Myself and I: a history of the individual Chapter 9. Humans versus Robots Chapter 10. Economics meets Feminism Conclusion Endnotes Bibliography

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Book SynopsisWhy did the West become so rich? Why is inequality rising? How ‘free’ should markets be? And what does sex have to do with it? In this passionate and skilfully argued book, leading feminist Victoria Bateman shows how we can only understand the burning economic issues of our time if we put sex and gender – ‘the sex factor’ – at the heart of the picture. Spanning the globe and drawing on thousands of years of history, Bateman tells a bold story about how the status and freedom of women are central to our prosperity. Genuine female empowerment requires us not only to recognize the liberating potential of markets and smart government policies but also to challenge the double-standard of many modern feminists when they celebrate the brain while denigrating the body. This iconoclastic book is a devastating exposé of what we have lost from ignoring ‘the sex factor’ and of how reversing this neglect can drive the smart economic policies we need today.Trade Review‘[Victoria Bateman is] a bold, intelligent and original thinker... the Lady Godiva de nos jours.’The Amorist"A spirited exposure of the way that economics neglects gender, enlivened by the author's own experiences and beliefs. The unpaid work of women brings forth the labour force but is not properly acknowledged. And the more women are free to earn, the more their societies flourish."Professor Avner Offer, University of Oxford ‘It always was insane to think of markets and the public sphere as independent of domestic life and the private sphere, as male economists did for centuries. In her crystal-clear book, Victoria Bateman provides a sane alternative. Read it and you’ll know how we all became free and rich and, we hope, a little bit saner.’Deirdre Nansen McCloskey, author of Bourgeois Equality ‘Ever controversial, Victoria Bateman’s new book will cause a stir. While fun and engaging, it also packs a serious punch and explodes the myth that economics is gender neutral. If you are passionate about economics and feminism, this is well worth a read.’Ayesha Hazarika, stand-up comedian and former special adviser to Gordon Brown and Harriet Harman ‘A fascinating argument…it certainly has originality on its side.’Andrew Billen, The Times"Strong and adventurous"The Guardian 'Leading feminist Victoria Bateman shows how we can only understand the burning economic issues of our time if we put sex and gender – “the sex factor” – at the heart of the picture. Scouring the globe and drawing on thousands of years of history, Bateman tells a bold story about how the status and freedom of women are central to our prosperity.' GQ 'Thought-provoking' Martin Wolf, Financial TimesTable of ContentsAcknowledgments Introduction Part I: Prosperity Chapter 1. Censored: How the West (supposedly) got ahead Chapter 2. Uncensored: The Secret Recipe of Economic Success Part II: Inequality Chapter 3. When did sexism begin? Chapter 4. Income inequality: what does sex have to do with it? Chapter 5. Sex sells Part III: State versus Markets Chapter 6. Marx versus Markets Chapter 7. Why women make better states Part IV: Humanity Chapter 8. Me, Myself and I: a history of the individual Chapter 9. Humans versus Robots Chapter 10. Economics meets Feminism Conclusion Endnotes Bibliography

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Book SynopsisWhy do some countries succeed while others struggle? Why are some firms profitable while rivals fail? Why do some marriages thrive and others end in divorce? These questions seem unrelated, but societies, companies, and marriages have one important thing in common: they involve more than one individual. They thus face the same fundamental challenges. How can people be made to help rather than hurt each other? How can they use sacrifice, cooperation, and coercion to promote the common good? In this introductory text, Tore Ellingsen equips readers to answer essential questions around the success and failure of humans in groups, drawing on behavioral game theory, psychology, and sociology. He emphasizes how other-regarding preferences such as altruism and dutifulness matter for societies’ prosperity, and analyzes the role of culture in the form of shared values and understandings. One lesson is that cooperation is facilitated when people anticipate that they will hold common memories of past behavior, especially if agreements take precedence over leaders’ authority. A groundbreaking text, Institutional and Organizational Economics is essential reading for students and scholars of economics, political science, sociology, and public administration.Trade Review“Institutional and Organizational Economics not only provides a superb development of the ideas of organizational economics, using the tools of basic game theory, but also offers fascinating connections to history, sociology, and literature. A tour de force.”Oliver D. Hart, Harvard University“This slim volume offers an amazing wealth of ideas about institutions and organizations. The exposition nicely combines historical and experimental evidence with clear and simple behavioral game theoretic explanations. A book to instruct and delight students and scholars alike.”Avinash Dixit, Princeton UniversityTable of ContentsPreface 1 The Organizational Challenge 2 Sacrifice 3 Selfishness, Rationality, and Utility 4 Situations, Games, and Cooperation 5 Shared Understandings and Values 6 Predicting Behavior in Games 7 A Model of Anarchy 8 Changing the Game 9 Coordination 10 Authority’s Limitations 11 Relationships 12 Third-party Punishment 13 Coercion: Costs and Benefits 14 Contracts and Governance 15 Limited Liability and Corporate Finance 16 Asymmetric Information 17 Application: The Oil-Pool Problem 18 Conclusion 19 More Food for Thought 20 Further Reading Postface Answers to Exercises Notes References Index

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Book SynopsisCapitalism and the Senses is the first edited volume to explore how the forces of capitalism are entangled with everyday sensory experience. If the senses have a history, as Karl Marx wrote, then that history is inseparable from the development of capitalism, which has both taken advantage of the senses and influenced how sensory experience has changed over time. This pioneering collection shows how seeing, hearing, tasting, smelling, and touching have both shaped and been shaped by commercial interests from the turn of the twentieth century to our own time. From the manipulation of taste and texture in the food industry to the careful engineering of the feel of artificial fabrics, capitalist enterprises have worked to commodify the senses in a wide variety of ways. Drawing on history, anthropology, geography, and other fields, the volume’s essays analyze not only where this effort has succeeded but also where the senses have resisted control and the logic of markets. The result is an innovative ensemble that demonstrates how the drive to exploit sensorial experience for profit became a defining feature of capitalist modernity and establishes the senses as an important dimension of the history of capitalism. Contributors: Nicholas Anderman, Regina Lee Blaszczyk, Jessica P. Clark, Ai Hisano, Lisa Jacobson, Sven Kube, Grace Lees-Maffei, Ingemar Pettersson, David Suisman, Ana María Ulloa, Nicole Welk-Joerger.Trade Review"[W]ell-researched and very thought provoking...[T]he value of the essays in Capitalism and the Senses lies partly in their informative historical narratives but, more importantly, in their capacity to make readers think in new ways about marketing and consumption, past and present. The commercialization of taste, sound, smell, and touch has had consequences for consumer culture and for society at large. The marketing of the senses, and how these practices intersect with gender, class, and race, or affect human and natural environments, should provide ample opportunities for further macromarketing research. " * Journal of Macromarketing *"Industrial capitalism was bent on disciplining the senses in the interests of production. Consumer capitalism seeks to entice the senses to stimulate consumption. The tale of capitalism’s shifting investments in the senses needs telling, and this book does so piercingly, brilliantly, sumptuously." * David Howes, Concordia University *Table of ContentsSeries Editor’s Foreword Roger Horowitz Introduction Regina Lee Blaszczyk and David Suisman Part I. Framing Capitalism and the Senses Chapter 1. “Use Not Perfumery to Flavor Soup”: The Science of the Senses in Aesthetic Capitalism Ai Hisano Chapter 2. Chasing Flavor: Sensory Science and the Economy Ingemar Pettersson Chapter 3. Richer Sounds: Capitalism, Musical Instruments, and the Cold War Sonic Divide Sven Kube Part II. Resisting Rationalization Chapter 4. Altered States and Gustatory Taste: The Sensory Synergies of Whiskey Marketing in the Mid-Twentieth-Century United States Lisa Jacobson Chapter 5. The Psychophysics of Taste and Smell: From Experimental Science to Commercial Tool Ana María Ulloa Chapter 6. Sky’s the Limit: Capitalism, the Senses, and the Failure of Commercial Supersonic Aviation in the United States David Suisman Chapter 7. Sounding Maritime Metal: On Weathering Steel and Listening to Capitalism at Sea Nicholas Anderman Part III. Production Chapter 8. Making Human Trash Tasty: A History of Sweet Cattle Feed in the Progressive Era Nicole Welk-Joerger Chapter 9. Getting a Handle on It: Thomas Lamb, Mass Production, and Touch in Design History Grace Lees-Maffei Part IV. Marketplace Chapter 10. Fragrance and Fair Women: Perfumers and Consumers in Modern London Jessica P. Clark Chapter 11. Sold on Softness: DuPont Synthetics and Sensory Experience Regina Lee Blaszczyk Chapter 12. Feminine Touches: The Sensory World of Lady Hilton Megan J. Elias Notes List of Contributors Index

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Book SynopsisJust as we need good food for good health, so too do we need `good finance’ for social and economic wellness. In this book, Vedat Akgiray presents a timely critique of extreme financialisation, of the economics profession’s flawed modelling approach and the continuing blind faith in the efficient market hypothesis. Outlining the causes of financial crises and their socioeconomic effects, Good Finance puts the issues into perspective. It offers a clear platform upon which our current concept of finance can be revised for the good of society.Trade Review"This is a very powerful critique of the global and more especially the developed world financial system. The book should become a standard work in academic finance and corporate governance." John Plender, Financial Times''Instead of treating finance as a homogenous entity with a universally applicable set of tools, 'Good Finance' explains its social nature, and the anti-social consequences of ignoring that fact.'' Michael Keaney, Metropolia Business School"Good Finance is a provocative book filled with facts and ideas. The author brings unique insights from his academic and regulatory background. Anyone who cares about the role of finance in society should read this book.'' Umit Gurun, University of Texas at DallasTable of ContentsA Short Story of Finance Problems with Finance Good Finance Final Words

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Book SynopsisAs a leader in your organization, you will be very familiar with your organization’s key financial statements and monthly management reports. You may have spent countless hours discussing budgets and expenditures. But how much time have you spent reflecting on the fact that these revenues are generated by actual customers—the people who pull out their wallets and pay for your products and services? In The Customer-Base Audit: The First Step on the Journey to Customer Centricity, experts Peter Fader, Bruce Hardie, and Michael Ross start you on the path toward really getting to understand your customers’ buying behavior as well as the health of your overall customer base. A customer-base audit is a systematic review of the buying behavior of a firm’s customers using data captured by its transaction systems. It will help you answer questions such as: -- How healthy is your customer base? How realistic are your growth objectives? -- How do your customers differ in terms of their behavior and value? -- How has the quality of your customers changed over time? -- What changes in customer behavior lie behind period-to-period changes in firm performance? -- What is important to your high-value customers? Which products help you acquire and retain your best customers? Fader, Hardie, and Ross present five “lenses” through which an executive can address questions like those above. The answers are often lurking in various parts of the organization, but it is rare to find all the relevant analyses in one place, let alone performed on a regular basis (as an audit should be). Yet without such a basic, systematic understanding of the foundations of the firm’s primary source of cash flow, how can executives make informed decisions? Fader, a Wharton professor, is the author of Customer Centricity and coauthor of The Customer Centricity Playbook, both of which have helped businesses radically rethink how they relate to customers. In this first step of the journey, Fader, Hardie, and Ross assist leaders in gaining a fundamental understanding of their customers’ buying behavior—and thus their company as a whole.Trade Review"The Customer-Base Audit brings a long-overdue customer focused structure and discipline to the practice of business decision-making. Fader, Hardie and Ross take away the mystery and uncertainty associated with customer analytics, replacing it with a comprehensive approach that no company should ignore." * Rob Markey, Partner, Bain & Company, Inc., and coauthor, The Ultimate Question 2.0 *"The Customer-Base Audit brings clarity and rigor to the analysis of what is the most fundamental unit of analysis: the customer. The truth is that most executives don't understand their customers as well as they should, and this book provides them with the frameworks they need to gain insight and to guide their strategic decisions. It also equips investors with the right questions to ask managers. This is essential reading for anyone who wants to understand customers and how they create value." * Michael J. Mauboussin, Head of Consilient Research at Counterpoint Global, Morgan Stanley Investment Management, and Author, The Success Equation *"I once believed that product and brand alone were the answer to business growth, but learnt to appreciate the need to interrogate the business sales line through the lens of the customer. Customer behaviour must be understood at the most granular level to make a company truly customer focused; then combined with data based planning and decision making for the best possible outcomes. I now find myself passionate about the power of adding a data driven customer-centric lens to everything we do." * Sarah Welsh, CEO Retail, N.Brown plc *"The Customer-Base Audit is a masterpiece that challenges companies to measure the differences and dynamics between their customers. A gateway into customer centricity, this important book is one you’ll devour and then proudly evangelize to the rest of your organization, bringing all those who listen to a path toward profitable, sustainable growth backed with conviction born from insurmountable data and an endless buffet of experience." * Neil Hoyne, Chief Measurement Strategist, Google, and Author, Converted *"Understanding the nature (and value) of our customers’ behavior is central to every decision a bank makes, as well as the way those decisions are evaluated. I’ve been a strong advocate of formally assessing customer value for years, and I can’t think of a better way to do that than through a customer-base audit. The frameworks and analysis in The Customer-Base Audit are incredibly useful for any company and should be part of every analytics team’s repertoire. Further, boards and executives should be demanding this type of work from their analytics leaders." * Zachery Anderson, Chief Data and Analytics Officer, NatWest Group *"I would be a rich man if I had been paid a pound every time I had been told in the last 40 years or so that if only we had a reliable, complete view of the behaviour of each customer, we could become a much more successful business. This book shows the reader how to take the steps to achieve this." * David Tyler, Former Chairman, J. Sainsbury plc *"The Customer-Base Audit makes the complex simple. It shows how straightforward analysis can spotlight massive opportunities for change and is a must read for anyone who wants to do more for their customers." * Gill Barr, former Marketing Director, John Lewis *"The Customer-Base Audit, by Fader, Hardie, and Ross, provides a practical and example-rich hands-on guide to their core methods of analyzing customer data. The authors, who are master teachers and practitioners of this field, point out that executives know so much about their products, yet so little about their customers. For most of history, customer specific data was not readily available, so people were not trained to analyze it and there were no good guides to doing so. But with the digital age, it now becomes possible and imperative to view a business through the lens of customer data. This book is a must-read guide that will empower leaders for a generation and spur countless insights within organizations of all kinds." * Barney Pell, Ph.D., AI Pioneer and Thought Leader; Entrepreneur and Investor; Founder of Powerset (Microsoft Bing) *"Fader, Hardie, and Ross’s practical, logical and commonsense approach to data analysis is refreshing when compared with the myriad of confusion that normally reigns in understanding consumer behaviour." * Mark Newton-Jones, Member of the Global Supervisory Board, INGKA *

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