Marketing Manipulation

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.
Sample Chapter(s)
The Impact of the Marketing Environment

Contents: The Impact of the Marketing EnvironmentSystem I ProcessingCognitive Biases and System II ProcessingSocial BiasesMemory BiasesThe Problem of InertiaPrice and Its Influence Upon ChoiceDeceptive Products: Consumer Confusion, Secondary Meaning and DilutionMarketing Manipulation by the Drug Companies is Enough to Make You Sick!Selling Tactics That Have the Potential to DeceiveDeceptive Advertising and Promotional TechniquesPolitical Advertising and DeceptionManipulative Marketing Research from Questionnaire Design to ResultsWinning Strategies for Online Purchases (eBay, Priceline and StubHub) Wrapping It All Up
Readership: Undergraduates in Marketing and general readers interested in learning marketing terms and psychology studies behind marketing.
Marketing;Consumer Behaviour;Pricing;Product;Promotion;Distribution00