
The Illusion of Choice
16½ Psychological Biases That Influence What We Buy
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Narrated by:
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Simon Cole
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By:
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Richard Shotton
About this listen
The compelling new book by Richard Shotton, author of The Choice Factory.
Every day, people make hundreds of choices.
Many of these are commercial: What shampoo to pick? How much to spend on a bottle of wine? Whether to renew a subscription.
These choices might appear to be freely made, but psychologists have shown that subtle changes in the way products are positioned, promoted, and marketed can radically alter how customers behave.
The Illusion of Choice identifies the 16½ most important psychological biases that everyone in business needs to be aware of today–and shows how any business can take advantage of these to win customers, retain customers, and sell more.
Richard Shotton, author of the acclaimed The Choice Factory, draws on academic research, previous ad campaigns, and his own original field studies to create a fascinating and highly practical guide that focuses on the point where marketing meets the mind of the customer.
You’ll learn to take advantage of the peak end rule, the power of precision, the wisdom of wit–and much, much more.
You simply cannot afford to miss The Illusion of Choice.
PLEASE NOTE: When you purchase this title, the accompanying PDF will be available in your Audible Library along with the audio.
©2023 Harriman House (P)2023 Harriman HouseListeners also enjoyed...
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In his groundbreaking book Predictably Irrational, social scientist Dan Ariely revealed the multiple biases that lead us into making unwise decisions. Now, in The Upside of Irrationality, he exposes the surprising negative and positive effects irrationality can have on our lives. Focusing on our behaviors at work and in relationships, he offers new insights and eye-opening truths about what really motivates us on the job.
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Not as good as the first
- By Stephen on 06-20-10
By: Dan Ariely
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Focus
- Use Different Ways of Seeing the World for Success and Influence
- By: Heidi Grant Halvorson Ph.D., E. Tory Higgins PhD
- Narrated by: Karen Saltus
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We all want to experience pleasure and avoid pain. But there are really two kinds of pleasure and pain that motivate everything we do. If you are promotion-focused, you want to advance and avoid missed opportunities. If you are prevention-focused, you want to minimize losses and keep things working. And as Tory Higgins has found in his groundbreaking research, if you understand how people focus, you have the power to motivate yourself and everyone around you.
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Pain / Pleasure
- By Serena K. on 02-13-17
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SPIN Selling
- By: Neil Rackham
- Narrated by: Eli Woods
- Length: 6 hrs and 12 mins
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Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is a must-listen for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, one-million-dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.
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Sales and Science
- By Joe A Snyder III on 10-27-21
By: Neil Rackham
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In Pursuit of Elegance
- Why the Best Ideas Have Something Missing
- By: Matthew E. May
- Narrated by: Malcolm Hillgartner
- Length: 5 hrs and 46 mins
- Unabridged
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In this thought-provoking exploration, Matthew May defines elegance as the elusive combination of unusual simplicity and surprising power, and pinpoints the four key elements that characterize it: seduction, subtraction, symmetry, and sustainability. In a story-driven narrative that sheds light on the need for elegance in design, engineering, physics, art, urban planning, sports, and work, May offers a surprising array of stories that illustrate why what's "not there" often matters more than what is.
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I love elegance, but this book isn't elegant
- By Oliver Nielsen on 06-26-11
By: Matthew E. May
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Exceptional Service, Exceptional Profit
- The Secrets of Building a Five-Star Customer Service Organization
- By: Leonardo Inghilleri, Micah Solomon
- Narrated by: Sean Pratt
- Length: 5 hrs and 39 mins
- Unabridged
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In a tight market, your most powerful growth engine - and your best protection from competitive inroads - is this: Put everything you can into cultivating true customer loyalty. Loyal customers are less sensitive to price competition, more forgiving of small glitches, and, ultimately, become "walking billboards" who will happily promote your brand.
In Exceptional Service, Exceptional Profit, insiders Leonardo Inghilleri and Micah Solomon reveal the secrets of providing online and offline customer service so superior it nearly guarantees loyalty.
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Great book, recommended!
- By KLD on 07-03-15
By: Leonardo Inghilleri, and others
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Atomic Habits
- An Easy & Proven Way to Build Good Habits & Break Bad Ones
- By: James Clear
- Narrated by: James Clear
- Length: 5 hrs and 35 mins
- Unabridged
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No matter your goals, Atomic Habits offers a proven framework for improving - every day. James Clear, one of the world's leading experts on habit formation, reveals practical strategies that will teach you exactly how to form good habits, break bad ones, and master the tiny behaviors that lead to remarkable results. If you're having trouble changing your habits, the problem isn't you. The problem is your system. Bad habits repeat themselves again and again not because you don't want to change, but because you have the wrong system for change.
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Author went overboard hawking his site
- By CHughes on 06-25-19
By: James Clear
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The Art of Strategy
- A Game Theorist's Guide to Success in Business and Life
- By: Barry J. Nalebuff, Avinash K. Dixit
- Narrated by: Matthew Dudley
- Length: 17 hrs and 2 mins
- Unabridged
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Game theory means rigorous strategic thinking. It’s the art of anticipating your opponent’s next moves, knowing full well that your rival is trying to do the same thing to you. Though parts of game theory involve simple common sense, much is counterintuitive, and it can only be mastered by developing a new way of seeing the world. Using a diverse array of rich case studies - from pop culture, TV, movies, sports, politics, and history - the authors show how nearly every business and personal interaction has a game-theory component to it.
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Completely misleading title
- By Motorjaw on 01-28-15
By: Barry J. Nalebuff, and others
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The Click Moment
- Seizing Opportunity in an Unpredictable World
- By: Frans Johansson
- Narrated by: Erik Synnestvedt
- Length: 7 hrs and 41 mins
- Unabridged
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On the one hand we aren’t surprised by the uncertainty of everyday life, but on the other we believe that success can be analyzed and planned for. It is a revealing paradox. The implications are explosive and they obliterate every common-sense notion we have about strategy and planning. The Click Moment is about two very simple but highly provocative ideas.
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Outstanding book!
- By Anilyn Karel on 08-26-24
By: Frans Johansson
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The Formula
- How Algorithms Solve all our Problems…and Create More
- By: Luke Dormehl
- Narrated by: Daniel Weyman
- Length: 7 hrs and 26 mins
- Unabridged
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A fascinating guided tour of the complex, fast-moving, and influential world of algorithms - what they are, why they’re such powerful predictors of human behavior, and where they’re headed next. Algorithms exert an extraordinary level of influence on our everyday lives - from dating websites and financial trading floors, through to online retailing and internet searches - Google's search algorithm is now a more closely guarded commercial secret than the recipe for Coca-Cola.
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Not about algorithms. Not an original book.
- By Landon Rordam on 12-02-14
By: Luke Dormehl
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Ideaflow
- The Only Business Metric That Matters
- By: Jeremy Utley, Perry Klebahn
- Narrated by: David Kelley, Jeremy Utley, Perry Klebahn
- Length: 9 hrs and 14 mins
- Unabridged
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Overall
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Performance
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How can you come up with great ideas by yourself, or in the context of your team, and quickly determine which are worthy of investment? The simple metric of ideaflow determines success like no other. Ideaflow is a mindset, a way of approaching all your business problems, that multiplies your efforts and unleashes your full potential. Nurture ideaflow and watch your results transform.
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Great book, but…
- By Mark Nutting, CSCS*D, NSCA-CPT*D on 12-27-22
By: Jeremy Utley, and others
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High-Tech, High-Touch Customer Service
- Inspire Timeless Loyalty in the Demanding New World of Social Commerce
- By: Micah Solomon
- Narrated by: Micah Solomon, Sean Pratt
- Length: 6 hrs and 7 mins
- Unabridged
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Overall
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Performance
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Story
In an age of Twitter, smartphones, and self-service kiosks, high-tech but still high-touch customer service is the answer. Today’s customers are a hard bunch to crack. Time-strapped, screen-addicted, value-savvy, and socially engaged, their expectations are tougher than ever for a business to keep up with. They are empowered like never before and expect businesses to respect that sense of empowerment - lashing out at those that don’t. Take heart: Old-fashioned customer service, fully retooled for today’s blistering pace and digitally connected reality, is what you need to build the kind of loyal customer base that allows you to survive - and thrive.
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This is the book that cracks the code!
- By Nick Morgan on 04-30-13
By: Micah Solomon
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Set for American life
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The Great Mental Models
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The Great Mental Models: General Thinking Concepts is the first book in The Great Mental Models series designed to upgrade your thinking with the best, most useful and powerful tools so you always have the right one on hand. This volume details nine of the most versatile all-purpose mental models you can use right away to improve your decision making, your productivity, and how clearly you see the world.
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What listeners say about The Illusion of Choice
Average customer ratingsReviews - Please select the tabs below to change the source of reviews.
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- Anonymous User
- 06-14-23
Insightful
This book contains a good collection of seemingly forgotten tips and tricks for marketing that can pretty easily be applied to other fields.
The reasons why these methods are effective are only explored at a surface level which is unfortunate but does not detract from the book too much.
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- Teej
- 04-04-23
Supported by data
It was an excellent listen with a lot of good information. The author did a great job of presenting what on the surface seem like conflicting ideas but introduces data to help explain the nuances and application. I’m not a marketer but I learned a few things from this book.
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- AmazonShopper214
- 08-31-23
Where is the accompanying PDF? It is not in the audible app!
Where is the accompanying PDF? It is not in the audible app. Very annoying Amazon!!!!
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1 person found this helpful
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- AJ Rollsy
- 05-01-23
Why everyone needs to read (or listen) to this book
The way that we make choices, and the way that we want to encourage others to make certain choices, is something that we largely do on autopilot countless times every day.
In this fascinating book, Richard Shotton does an informative and entertaining job of describing the psychology behind some of the most important quirks of human thinking that relate to choice making.
If you’re in business, or lead people (or want to), this is a super handy guide. I’ve liked it so much that I’ve bought the audiobook to listen to while traveling, and also the paperback to make notes in and go back to.
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- Auriferous
- 10-01-24
The choices; do we really have em?
It was a quick listen to help you market. Period. Psychological aspect of why we buy what we buy. It has nothing to do with, our own thoughts!
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- Lexi
- 02-28-24
Not much to say
Well, I haven’t much to say about this book other than it wasn’t down my alley and for me it was a waste of money.
However it might be worthwhile for small business owners or people who are new into promotion.
*this review is placed on multiple platforms
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