top of page
RESOURCES
I talk about some of the most common psychological principles used in selling tactics.
You may be afraid that they are not enough to protect you from sellers completely.
Don't worry!
Here are some valuable resources where you can find further illustrations for the principles I cover, other useful principles, practical applications that can deepen your understanding, and methods that can help you shop more rationally.
The article summarizes seven principles of persuasion illustrated in the book Influence- The Psychology of Persuasion. The article contains the Contrast Effect and the Law of Reciprocity that I discuss on this website and other useful principles for persuading others. Even though this book is not directly about selling tactics, the principles inside are still widely used in selling because selling is, in fact, a process of persuading others. Through this book, the audience could further their understanding of the Contrast Effect and the Law of Reciprocity and get familiar with other principles.
To purchase the book: Influence: The Psychology of Persuasion, Revised Edition: Robert B. Cialdini: 9780061241895: Amazon.com: Books
It is the experimental report for the experiment I discuss in the Law of Reciprocity. It contains every detail of the experiment, like the participants, the experimental design, and the data. It is worth reading to know better how the Law of Reciprocity influenced people under experimental circumstances.
This is a video by Dan Ariely, the professor at the Fuqua Business School of Duke University. It provides a detailed illustration of Loss Aversion and Endowment Effect, two principles I cover in Other Principles. As I focus on real-world cases in the Other Principles section, this video can provide more theoretical information about the principles behind real-world scenarios.
This article summarizes the book review of Misbehaving: The Making of Behavioral Economics by Richard H. Thaler, the 2017 Nobel Prize winner in economics. The book is about behavioral economics, but it is closely related to psychology in selling because the book explains why people always behave irrationally. People's tendency to make irrational decisions makes them vulnerable to various selling tactics. By knowing factors that make people behave irrationally from this book, you can make a more prudent and rational decision next time.
To purchase the book: Amazon.com: Misbehaving: The Making of Behavioral Economics eBook : Thaler, Richard H.: Kindle Store
This article includes almost all the selling tactics used in markets. Besides the principles of tactics, the article consists of so many real-world examples that your understanding of principles will not remain in the sphere of theory but extend to the practical scope. From this article, you will go beyond the principles on this website, exploring more principles and their respective applications.
This article talks about methods consumers can take to become more rational. The article works as a supplement to the methods I discuss in the Solutions section. By reading this article, you can prepare your shopping from multiple perspectives. Therefore, your shopping plan will be more full-fledged, and you will be less affected by selling tactics.
Resources: Testimonials
bottom of page