Marketing Manipulation: A Consumer's Survival Manual

By Michael Kamins, Claremont College, USA,

Publication Date: 01 Jul 2018

Suggested Citation: Michael Kamins (2018), "Marketing Manipulation: A Consumer's Survival Manual", Boston-Delft: now publishers

Marketing Manipulation: A Consumer's Survival Manual

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Description

Marketing Manipulation deals with the tactics and strategies used by marketers that prey on human cognitive, social and memory based biases ultimately influencing consumer behavior in their favor.

Kamins focuses on examples from academic research where consumers have been found to be susceptible to bias and therefore have made less than optimal purchase decisions. Particularly, academic research in the area of Pricing, Product, Promotion, Sales and marketing research. Written in an accessible manner, this book puts the consumer (you!) in the center and aims to helps making all of us a better decision maker when confronted with a range of stimuli in a marketing environment.

Please visit http://www.worldscientific.com/worldscibooks/10.1142/10839 to order your copy.

Table of Contents

  • 1. The Impact of the Marketing Environment

  • 2. System I Processing

  • 3. Cognitive Biases and System II Processing

  • 4. Social Biases

  • 5. Memory Biases

  • 6. The Problem of Inertia

  • 7. Price and Its Influence Upon Choice

  • 8. Deceptive Products: Consumer Confusion, Secondary Meaning and Dilution

  • 9. Marketing Manipulation by the Drug Companies is Enough to Make You Sick!;

  • 10. Selling Tactics That Have the Potential to Deceive

  • 11. Deceptive Advertising and Promotional Techniques

  • 12. Political Advertising and Deception

  • 13. Manipulative Marketing Research from Questionnaire Design to Results

  • 14. Winning Strategies for Online Purchases (eBay, Priceline and StubHub)

  • 15. Wrapping It All Up