World Scientific-now publishers Series in Business > Marketing Manipulation: A Consumer's Survival Manual

Marketing Manipulation: A Consumer's Survival Manual

Michael Kamins, Claremont College, USA,
Published: 01 Jul 2018
© 2018 M. Kamins
Consumer Behavior
MarketingConsumer BehaviourPricingProductPromotionDistribution

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

Marketing Manipulation: A Consumer's Survival Manual

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.

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