All Customers Are Irrational

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All Customers Are Irrational

Author : William J. CUSICK
Publisher : AMACOM
ISBN 13 : 0814414222
Total Pages : 240 pages
Book Rating : 4.8/5 (144 download)

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Book Synopsis All Customers Are Irrational by : William J. CUSICK

Download or read book All Customers Are Irrational written by William J. CUSICK and published by AMACOM. This book was released on 2009-07-15 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: As many businesses are discovering, customer behavior doesn’t always make sense. That really shouldn’t be surprising. As recent studies have shown, people tend to base their decisions on more subconscious, emotional desires than on rational, practical choices. What’s more, customers aren’t able to tell you accurately why they do what they do. Combining recent research findings with real-world examples from his consulting practice on customer experience, William J. Cusick examines how the subconscious part of the brain drives the decisions and behavior of every customer on a daily basis and introduces the concept of "the irrational customer." All Customers Are Irrational shows why businesses must change their approach to attracting and retaining customers, and proposes ways they can alter their strategies on everything from customer research, product design and website development to call center management, employee recruitment, and retail store layouts, by focusing on what customers are actually doing instead of what they’re saying. Honest, direct and insightful, All Customers Are Irrational will help businesses tap into the impulses and motivations that both attract and retain consumers for the long haul.

The Irrational Consumer

Author : Enrico Trevisan
Publisher : Routledge
ISBN 13 : 1317026950
Total Pages : 156 pages
Book Rating : 4.3/5 (17 download)

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Book Synopsis The Irrational Consumer by : Enrico Trevisan

Download or read book The Irrational Consumer written by Enrico Trevisan and published by Routledge. This book was released on 2016-03-09 with total page 156 pages. Available in PDF, EPUB and Kindle. Book excerpt: Companies of all kinds have fallen into some of the most fundamental of traps when it comes to consumer marketing; in assuming that the motivation that drives their customers is entirely rational. Enrico Trevisan's The Irrational Consumer builds on the ground breaking works on behavioural economics of authors such as Daniel Kahneman and Richard Thaler in order to explain the fundamental drivers of customer decisions and how to incorporate these into your business strategy. Learn how consumers respond to different offer architectures and discounts; why they sometimes struggle to see the wood for the trees in a world of ever-increasing options; what are the rules of thumb they develop for making sense of value. Behavioural economics offers organizations perspectives for engaging with customers, whose views on what to buy are strongly driven by contextual factors, such as the framework and the dynamics of choices. Enrico Trevisan's The Irrational Consumer is your 'must-have' primer to this world.

Predictably Irrational

Author : Dan Ariely
Publisher : Harper Collins
ISBN 13 : 006135323X
Total Pages : 310 pages
Book Rating : 4.0/5 (613 download)

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Book Synopsis Predictably Irrational by : Dan Ariely

Download or read book Predictably Irrational written by Dan Ariely and published by Harper Collins. This book was released on 2008-02 with total page 310 pages. Available in PDF, EPUB and Kindle. Book excerpt: Intelligent, lively, humorous, and thoroughly engaging, "The Predictably Irrational" explains why people often make bad decisions and what can be done about it.

The Intuitive Customer

Author : Colin Shaw
Publisher : Springer
ISBN 13 : 1137534303
Total Pages : 230 pages
Book Rating : 4.1/5 (375 download)

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Book Synopsis The Intuitive Customer by : Colin Shaw

Download or read book The Intuitive Customer written by Colin Shaw and published by Springer. This book was released on 2016-08-20 with total page 230 pages. Available in PDF, EPUB and Kindle. Book excerpt: Building on the work of Daniel Kahneman (Thinking Fast and Slow), Dan Ariely (Predictably Irrational), Shaw and Hamilton provide a new understanding of how people behave, explain what it means for organizations who really want to understand their customers, and show you what to do to create exceptional customer experiences.

Irrational Persistence

Author : Dave Zilko
Publisher : John Wiley & Sons
ISBN 13 : 1119240085
Total Pages : 192 pages
Book Rating : 4.1/5 (192 download)

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Book Synopsis Irrational Persistence by : Dave Zilko

Download or read book Irrational Persistence written by Dave Zilko and published by John Wiley & Sons. This book was released on 2016-04-04 with total page 192 pages. Available in PDF, EPUB and Kindle. Book excerpt: A modern-day Detroit success story that fuels the entrepreneurial fire Irrational Persistence tells the story of Garden Fresh Gourmet, and how two entrepreneurs turned a million-dollar debt to a 100-million-dollar annual revenue. Woody Allen famously said that 80 percent of success is just showing up; but any entrepreneur can tell you that it's the other 20 percent that's key. The founders of Garden Fresh took that old saying to heart, building so many strategic advantages into their products and business that their 'sales' team didn't have to do any selling—they simply had to show up. In this book, you'll find out what kind of legwork goes into building a mega-success product, and the strategies, methods, and just plain stubbornness that helped two guys from Detroit build a market leader. Garden Fresh Gourmet is now the number-one fresh salsa in the US, shipping over a million units every week to Costco, Walmart, Whole Foods, and other national chains—and it all began with two middle-aged guys with negative funds and plenty of ideas. This book shares their journey, insight, and passion to help you build a better business and take it to the top. Learn how two entrepreneurs went from major debt to major revenue Discover the key characteristics of a product that sells itself Consider why selling out might not be the ultimate goal Track a journey of 'irrational persistence' from rags to riches Garden Fresh Gourmet is an inspiration beyond the journey—the way you run things at the top matters, too. Irrational Persistence shows you how to make the tough decisions, live with the sacrifices, and prioritize your values as you build your brand and just keep on going.

Everyday Irrationality

Author : Robyn Dawes
Publisher : Routledge
ISBN 13 : 0429980310
Total Pages : 315 pages
Book Rating : 4.4/5 (299 download)

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Book Synopsis Everyday Irrationality by : Robyn Dawes

Download or read book Everyday Irrationality written by Robyn Dawes and published by Routledge. This book was released on 2018-02-19 with total page 315 pages. Available in PDF, EPUB and Kindle. Book excerpt: Robyn Dawes defines irrationality as adhering to beliefs that are inherently self-contradictory, not just incorrect, self-defeating, or the basis of poor decisions. Such beliefs are unfortunately common. This book demonstrates how such irrationality results from ignoring obvious comparisons, while instead falling into associational and story-based thinking. Strong emotion—or even insanity—is one reason for making automatic associations without comparison, but as the author demonstrates, a lot of everyday judgment, unsupported professional claims, and even social policy is based on the same kind of "everyday" irrationality.

Irrational Exuberance

Author : Robert J. Shiller
Publisher : Broadway
ISBN 13 :
Total Pages : 356 pages
Book Rating : 4.F/5 ( download)

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Book Synopsis Irrational Exuberance by : Robert J. Shiller

Download or read book Irrational Exuberance written by Robert J. Shiller and published by Broadway. This book was released on 2001 with total page 356 pages. Available in PDF, EPUB and Kindle. Book excerpt: With a new Afterword on the current state of the stock market, the ongoing debate over the "new economy," and the larger implications of "irrational exuberance." In this controversial, hard-hitting account of today's explosive market, Robert J. Shiller, a leading expert on market volatility, evokes Alan Greenspan's infamous 1996 reference, "irrational exuberance," to explain the alternately soaring and declining stock market. Shiller's unconventional yet persuasive argument credits an unprecedented confluence of events with driving stocks to uncharted heights, and he analyzes the structural, cultural, and psychological factors behind these levels of growth not reflected in any other sector of the economy. Now more relevant than ever, this analysis is both chilling and convincing-a must-read for the individual investor, the policy maker, and the investment professional.

Sway

Author : Ori Brafman
Publisher : Currency
ISBN 13 : 0385530609
Total Pages : 226 pages
Book Rating : 4.3/5 (855 download)

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Book Synopsis Sway by : Ori Brafman

Download or read book Sway written by Ori Brafman and published by Currency. This book was released on 2009-06-02 with total page 226 pages. Available in PDF, EPUB and Kindle. Book excerpt: A fascinating journey into the hidden psychological influences that derail our decision-making, Sway will change the way you think about the way you think. Why is it so difficult to sell a plummeting stock or end a doomed relationship? Why do we listen to advice just because it came from someone “important”? Why are we more likely to fall in love when there’s danger involved? In Sway, renowned organizational thinker Ori Brafman and his brother, psychologist Rom Brafman, answer all these questions and more. Drawing on cutting-edge research from the fields of social psychology, behavioral economics, and organizational behavior, Sway reveals dynamic forces that influence every aspect of our personal and business lives, including loss aversion (our tendency to go to great lengths to avoid perceived losses), the diagnosis bias (our inability to reevaluate our initial diagnosis of a person or situation), and the “chameleon effect” (our tendency to take on characteristics that have been arbitrarily assigned to us). Sway introduces us to the Harvard Business School professor who got his students to pay $204 for a $20 bill, the head of airline safety whose disregard for his years of training led to the transformation of an entire industry, and the football coach who turned conventional strategy on its head to lead his team to victory. We also learn the curse of the NBA draft, discover why interviews are a terrible way to gauge future job performance, and go inside a session with the Supreme Court to see how the world’s most powerful justices avoid the dangers of group dynamics. Every once in a while, a book comes along that not only challenges our views of the world but changes the way we think. In Sway, Ori and Rom Brafman not only uncover rational explanations for a wide variety of irrational behaviors but also point readers toward ways to avoid succumbing to their pull.

Irrational Loyalty: Building a Brand That Thrives in Turbulent Times

Author : Deb Gabor
Publisher : Lioncrest Publishing
ISBN 13 : 9781544513621
Total Pages : 170 pages
Book Rating : 4.5/5 (136 download)

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Book Synopsis Irrational Loyalty: Building a Brand That Thrives in Turbulent Times by : Deb Gabor

Download or read book Irrational Loyalty: Building a Brand That Thrives in Turbulent Times written by Deb Gabor and published by Lioncrest Publishing. This book was released on 2019-03 with total page 170 pages. Available in PDF, EPUB and Kindle. Book excerpt: Eventually, every organization faces a serious branding disaster. Think of United Airlines, Wells Fargo, Uber, and other companies whose tribulations made front page news. Poor business decisions, corrupt cultures, or just plain bad luck can lead to major PR meltdowns, sending once-loyal consumers fleeing in droves. But there's a right way to handle controversy and come out stronger on the other side.Using recent high-profile brand implosions as prime examples, Deb Gabor demonstrates how top companies that break their promises inevitably suffer, and she explores the routes the more agile ones have taken to full recovery after letting their customers down. One of the world's premier branding experts, Gabor provides invaluable insights that will help your own enterprise build positive brand equity, good will, and the "irrational loyalty" that will support your brand long-term through the best and worst of times.This is your essential guide to building Irrational Loyalty.

Talking to 'Crazy'

Author : Mark Goulston
Publisher : AMACOM
ISBN 13 : 0814439594
Total Pages : 273 pages
Book Rating : 4.8/5 (144 download)

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Book Synopsis Talking to 'Crazy' by : Mark Goulston

Download or read book Talking to 'Crazy' written by Mark Goulston and published by AMACOM. This book was released on 2018-07-10 with total page 273 pages. Available in PDF, EPUB and Kindle. Book excerpt: No matter how hard you try to reason with irrational people, it never works. So how do you talk to someone who just won't listen? You can't win by ignoring the insanity, and you can't argue it away. However, you can stop it cold. Top-ranked psychiatrist and communication expert Mark Goulston shows you just how to do so in this life-changing book for everyone trapped in maddening personal or professional relationships. Goulston unlocks the mysteries of the irrational mind, and explains how faulty thinking patterns develop. His keen insights are matched by a set of counterintuitive strategies proven to defuse crazy behavior, along with scripts, examples, and exercises that teach you how to use them. In Talking to “Crazy”, you will learn: Why people act the way they do How instinctive responses can exacerbate the situation, and what to do instead When to confront a problem and when to walk away How to activate the Sanity Cycle, which quickly transforms you from threat to ally How to use 14 simple yet effective communication techniques, including assertive submission flattery, the kiss-off, and more You can't reason with unreasonable people, but you can reach them. Talking to “Crazy” shows you just how easy it is to do it.

The Irrational Ape

Author : David Robert Grimes
Publisher : Simon and Schuster
ISBN 13 : 1471178277
Total Pages : 400 pages
Book Rating : 4.4/5 (711 download)

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Book Synopsis The Irrational Ape by : David Robert Grimes

Download or read book The Irrational Ape written by David Robert Grimes and published by Simon and Schuster. This book was released on 2019-09-05 with total page 400 pages. Available in PDF, EPUB and Kindle. Book excerpt: THE IRISH TIMES TOP FIVE BESTSELLER 'An unstoppable page-turner. If our leaders were forced to read this book, the world would be a safer place' Richard Dawkins 'A beautifully reasoned book about our own unreasonableness' Robin Ince Why did revolutionary China consider the sparrow an 'animal of capitalism' - and what happened when they tried to wipe them out? With a cast of murderous popes, snake-oil salesmen and superstitious pigeons, find out why flawed logic puts us all at risk, and how critical thinking can save the world. It may seem a big claim, but knowing how to think clearly and critically has literally helped save the world. In September 1983, at the height of the Cold War, the Soviet Union's early warning system showed five US missiles heading towards the country. Stanislaw Petrov knew his duty: he was to inform Moscow that nuclear war had begun, so that they could launch an immediate and devastating response. Instead, he made a call to say the system was faulty. He'd assessed the situation and reasoned that an error was more likely than such a limited attack. We may not have to save the planet from nuclear annihilation, of course, but our ability to think critically has never been more important. In a world where fake news, mistrust of experts, prejudice and ignorance all too often hold sway, we can all too easily be misled over issues such as vaccinations, climate change or conspiracy theories. We live in an era where access to all the knowledge in the world is at our fingertips, yet that also means misinformation and falsehoods can spread further and faster than ever before. In The Irrational Ape, David Robert Grimes shows how we can be lured into making critical mistakes or drawing false conclusions, and how to avoid such errors. Given the power of modern science and the way that movements can unite to protest a cause via social media, we are in dangerous times. But fortunately, we can learn from our mistakes, and by critical thinking and scientific method we can discover how to apply these techniques to everything from deciding what insurance to buy to averting global disaster. This book, packed with fascinating case studies and examples, helps ensure we are ready for the modern world.

Irrational Man

Author : William Barrett
Publisher : Anchor
ISBN 13 : 0307761088
Total Pages : 321 pages
Book Rating : 4.3/5 (77 download)

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Book Synopsis Irrational Man by : William Barrett

Download or read book Irrational Man written by William Barrett and published by Anchor. This book was released on 2011-01-26 with total page 321 pages. Available in PDF, EPUB and Kindle. Book excerpt: Widely recognized as the finest definition of existentialist philosophy ever written, this book introduced existentialism to America in 1958. Barrett speaks eloquently and directly to concerns of the 1990s: a period when the irrational and the absurd are no better integrated than before and when humankind is in even greater danger of destroying its existence without ever understanding the meaning of its existence. Irrational Man begins by discussing the roots of existentialism in the art and thinking of Augustine, Aquinas, Pascal, Baudelaire, Blake, Dostoevski, Tolstoy, Hemingway, Picasso, Joyce, and Beckett. The heart of the book explains the views of the foremost existentialists—Kierkegaard, Nietzsche, Heidegger, and Sartre. The result is a marvelously lucid definition of existentialism and a brilliant interpretation of its impact.

The Irrationals

Author : Julian Havil
Publisher : Princeton University Press
ISBN 13 : 1400841704
Total Pages : 311 pages
Book Rating : 4.4/5 (8 download)

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Book Synopsis The Irrationals by : Julian Havil

Download or read book The Irrationals written by Julian Havil and published by Princeton University Press. This book was released on 2012-07-22 with total page 311 pages. Available in PDF, EPUB and Kindle. Book excerpt: The first popular history of irrational numbers and their discoverers, from ancient Greece to the twenty-first century The ancient Greeks discovered them, but it wasn't until the nineteenth century that irrational numbers were properly understood and rigorously defined, and even today not all their mysteries have been revealed. In The Irrationals, the first popular and comprehensive book on the subject, Julian Havil tells the story of irrational numbers and the mathematicians who have tackled their challenges, from antiquity to the twenty-first century. Along the way, he explains why irrational numbers are surprisingly difficult to define—and why so many questions still surround them. Fascinating and illuminating, this is a book for everyone who loves math and the history behind it.

The Neuro-Consumer

Author : Anne-Sophie Bayle-Tourtoulou
Publisher : Routledge
ISBN 13 : 1000055523
Total Pages : 274 pages
Book Rating : 4.0/5 ( download)

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Book Synopsis The Neuro-Consumer by : Anne-Sophie Bayle-Tourtoulou

Download or read book The Neuro-Consumer written by Anne-Sophie Bayle-Tourtoulou and published by Routledge. This book was released on 2020-04-24 with total page 274 pages. Available in PDF, EPUB and Kindle. Book excerpt: Neuroscientific research shows that the great majority of purchase decisions are irrational and driven by subconscious mechanisms in our brains. This is hugely disruptive to the rational, logical arguments of traditional communication and marketing practices and we are just starting to understand how organizations must adapt their strategies. This book explains the subconscious behavior of the "neuro-consumer" and shows how major international companies are using these findings to cast light on their own consumers’ behavior. Written in plain English for business and management readers with no scientific background, it focuses on: how to adapt marketing and communication to the subconscious and irrational behaviors of consumers; the direct influence of the primary senses (sight, hearing, smell, taste, touch) on purchasing decisions and the perception of communications by customers’ brains; implications for innovation, packaging, price, retail environments and advertising; the use of "nudges" and artifices to increase marketing and communication efficiency by making them neuro-compatible with the brain’s subconscious expectations; the influence of social media and communities on consumers’ decisions – when collective conscience is gradually replacing individual conscience and recommendation becomes more important than communication; and the ethical limits and considerations that organizations must heed when following these principles. Authored by two globally recognized leaders in business and neuroscience, this book is an essential companion to marketers and brand strategists interested in neuroscience and vital reading for any advanced student or researcher in this area.

Customer Value Generation in Banking

Author : Stefanie Auge-Dickhut
Publisher : Springer
ISBN 13 : 3319199382
Total Pages : 209 pages
Book Rating : 4.3/5 (191 download)

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Book Synopsis Customer Value Generation in Banking by : Stefanie Auge-Dickhut

Download or read book Customer Value Generation in Banking written by Stefanie Auge-Dickhut and published by Springer. This book was released on 2015-07-17 with total page 209 pages. Available in PDF, EPUB and Kindle. Book excerpt: The banking sector is undergoing a process of fundamental transformation – mainly due to the challenges of digitalization, insistent customers, regulation and a volatile economic environment. This book provides an in-depth understanding of the underlying logic of 21st century’s banking environment and helps to develop a roadmap for the successful transformation of contemporary business models. The authors introduce the ‘Zurich model for a customer-centric banking architecture enabling the reader to develop a sustainable business model which copes with the challenges of this information age. They identify customer behavior traps in such an environment; introduce adequate strategic instruments and cornerstones for providing added value through financial services, and provide core factors for conducting a successful transformation process.

Arts Management

Author : Carla Walter
Publisher : Routledge
ISBN 13 : 1317499336
Total Pages : 590 pages
Book Rating : 4.3/5 (174 download)

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Book Synopsis Arts Management by : Carla Walter

Download or read book Arts Management written by Carla Walter and published by Routledge. This book was released on 2015-05-22 with total page 590 pages. Available in PDF, EPUB and Kindle. Book excerpt: Arts Management is designed as an upper division undergraduate and graduate level text that covers the principles of arts management. It is the most comprehensive, up to date, and technologically advanced textbook on arts management on the market. While the book does include the background necessary for understanding the global arts marketplace, it assumes that cultural fine arts come to fruition through entrepreneurial processes, and that cultural fine arts organizations have to be entrepreneurial to thrive. Many cases and examples of successful arts organizations from the Unites States and abroad appear in every chapter. A singular strength of Arts Management is the author's skilful use of in-text tools to facilitate reader interest and engagement. These include learning objectives, chapter summaries, discussion questions and exercises, case studies, and numerous examples and cultural spotlights. Online instructor's materials with PowerPoints are available to adopters.

Customer Service Training 101

Author : Renee Evenson
Publisher : AMACOM
ISBN 13 : 081443892X
Total Pages : 246 pages
Book Rating : 4.8/5 (144 download)

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Book Synopsis Customer Service Training 101 by : Renee Evenson

Download or read book Customer Service Training 101 written by Renee Evenson and published by AMACOM. This book was released on 2017-12-14 with total page 246 pages. Available in PDF, EPUB and Kindle. Book excerpt: This invaluable resource is the training manual you need to give your employees the thorough training, review, and--if necessary--overhaul they need in the vitally important area of customer service. If their interactions with you and your employees were the only things your customers knew about your business, what would they say about it? Would they use descriptions such as “uninformed,” “rude,” “hot-tempered,” “uncaring”? For your customer, nothing else represents your business more than your employees; therefore, nothing is more important than arming them with the knowledge and skills they need to find the best solution for every customer. Using scenarios, guidelines, and practice exercises, Customer Service Training 101 will train them in: Creating positive first impressions Speaking and writing effectively Listening attentively Identifying needs Making customers feel valued Confidently handling customer complaints Your business plan is sound. Your product is needed. Your growth strategies are ground-breaking, but poor customer service can bring it all to a crashing halt. Equip you and your employees with the necessary skills before it’s too late.