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参考文献
导言
‘37 Who Saw Murder Didn’t Call the Police’, New York Times,27 March 1964
‘Effect of colour of drugs: systematic review of perceived effect of drugs and of their effectiveness’, by Anton J M de Craen, Pieter J Roos, A Leonard de Vries, Jos Kleijnen [British Medical Journal, Vol. 313; 21 Dec 1996]
How Brands Grow by Byron Sharp [2010]
The Wiki Man by Rory Sutherland [2011]
偏差一——情境的力量
‘From Jerusalem to Jericho’, by John Darley and Daniel Batson[Journal of Personality and Social Psychology, Vol. 27, No. 1, pp. 100–108, 1973]
Marketers Are from Mars, Consumers Are from New Jersey by Bob Hoffman [2015]
‘Social Roles, Social Control, and Biases in Social-Perception Processes’, by Lee Ross, Teresa Amabile, and Julia Steinmetz [Journal of Personality and Social Psychology, Vol. 35, No. 7, pp. 485–494, 1977]
偏差二——社会认同
Influence: Science and Practice by Robert Cialdini [1984]
Behind the Scenes in Advertising: More Bull More (Mark III) [2003]
偏差三——反面社会认同
‘Crafting Normative Messages to Protect the Environment’, by Robert Cialdini [Current Directions in Psychological Science, Vol. 12, No.4, pp. 105–109, 2003]
Inside the Nudge Unit: How Small Changes Can Make a Big Difference by David Halpern [2015]
‘Perils of Perception: A Fourteen Country Study’ by IPSOS MORI[2014]
偏差四——区别性
‘Aging and the von Restorff Isolation Effect in Short/Term Memory’, by Richard Cimbalo and Lois Brink [The Journal of General Psychology, Vol. 106, No. 1, pp. 69–76, 1982]
偏差五——习惯
‘Habits in Everyday Life: Thought, Emotion, and Action’, by Wendy Wood, Jeffrey Quinn and Deborah Kashy [Journal of Personality and Social Psychology, Vol. 83, No. 6, pp. 1281–1297, 2002]
‘Sainsbury’s – How an idea helped make Sainsbury’s great again’, by Tom Roach, Craig Mawdsley and Jane Dorsett [IPA Effectiveness Awards 2008]
‘People Search for Meaning When They Approach a New Decade in Chronological Age’, by Adam Alter and Hal Hershfield [Proceedings of the National Academy of Sciences of the United States of America, Vol.111, No. 48, pp. 17066–17070, 2014]
Inside the Nudge Unit: How Small Changes Can Make a Big Difference by David Halpern [2015]
偏差六——付款
‘Always Leave Home Without It: A Further Investigation of the Credit-Card Effect on Willingness to Pay’, by Drazen Prelec and Duncan Simester [Marketing Letters, Vol. 12, No. 1, pp. 5–12, 2001]
‘$ or Dollars: Effects of Menu-Price Formats on Restaurant Checks’, by Sybil Yang, Sheryl Kimes and Mauro Sessarego [Cornell Hospitality Report, Vol. 9, No. 8, pp. 6–11, 2009]
‘“The Best Price You’ll Ever Get”: The 2005 Employee Discount Pricing Promotions in the U.S. Automobile Industry’, by Meghan Busse, Duncan Simester and Florian Zettelmeyer [Marketing Science, Vol. 29, No. 2, pp. 268–290, 2008]
偏差七——口头数据的危险性
Dataclysm: Who We Are When We Think No-one’s Looking by Christian Rudder [2014]
‘The Influence of In-store Music on Wine Selections’, by Adrian North, David Hargreaves and Jennifer Kendrick [Journal of Applied Psychology, Vol. 84, No. 2, pp. 271–276, 1999]
The Righteous Mind: Why Good People are Divided by Politics and Religion by Jonathan Haidt [2012]
‘The National Survey of Sexual Attitudes and Lifestyles’, UCL,London School of Tropical Medicine and Hygiene, and National Research Centre [2010–2012]
Everybody Lies: Big Data, New Data, and What the Internet Can Tell Us About Who We Really Are by Seth Stephens-Davidowitz [2017]
偏差八——心境
‘In the Mood for Advertising’, by Fred Bronner, Jasper Bronner and John Faasse [International Journal of Advertising, Vol. 26, No. 3,2007]
‘Inferring Negative Emotion from Mouse Cursor Movements’, by Martin Hibbeln, Jeffrey Jenkins, Christoph Schneider, Joseph S. Valacich,and Markus Weinmann [MIS Quarterly, Vol. 41, No.1, pp. 1–21, 2017]
‘Consumers’ Response to Commercials: When the Energy Level in the Commercial Conflicts with the Media Context’, by Nancy Puccinelli,Keith Wilcox, and Dhruv Grewal [Journal of Marketing, Vol. 79, No. 2, pp.1–18, 2015]
偏差九——价格相对论
The Wiki Man by Rory Sutherland [2011]
‘Context-Dependent Preferences’, by Amos Tversky and Itamar Simonson [Management Science, Vol. 39, No. 10, pp. 1179–1189, 1993]
偏差十——首因效应
‘Forming Impressions of Personality’, by Solomon Asch [Journal of Abnormal Psychology, Vol. 41, pp. 258–290, 1946]
偏差十一——产品预期
Mindless Eating by Brian Wansink [2006]
偏差十二——情绪偏差
‘On resistance to persuasive communications’, by Leon Festinger and Nathan Maccoby [The Journal of Abnormal and Social Psychology, Vol.68, No. 4, pp. 359–366, 1964]
Seducing the Subconscious: The Psychology of Emotional Influence in Advertising by Robert Heath [2012]
‘They Saw a Game: A Case Study’, by Albert Hastorf and Hadley Cantril [Journal of Abnormal Psychology, Vol. 49, No. 1, pp. 129–134,1954]
偏差十三——过度自信
‘Unskilled and Unaware of It: How Difficulties in Recognizing One’s Own Incompetence Lead to Inflated Self-Assessments’, by Justin Kruger and David Dunning [Journal of Personality and Social Psychology,Vol. 77, No. 6, pp. 1121–1134, 1999]
‘Are We All Less Risky and More Skillful Than Our Fellow Drivers?’, by Ola Svenson [Acta Psychologica, Vol. 47, pp. 143–148,1981]
The Wiki Man by Rory Sutherland [2011]
Psychology of Intelligence Analysis by Richards Heuer [1999]
偏差十四——期望
‘Value and Need as Organizing Factors in Perception’, by Jerome Bruner and Cecile Goodman [Journal of Abnormal and Social Psychology,Vol. 42, pp. 33–44, 1947]
Grow: How Ideals Power Growth and Profit at the World’s Greatest Companies by Jim Stengel and Marc Cashman [2011]
The Halo Effect by Phil Rosenzweig [2007]
偏差十五——媒介
weirderthanyouthink.wordpress.com/tag/daniel-dennett
‘Evidence for a neural correlate of a framing effect: biasspecific activity in the ventromedial prefrontal cortex during credibility judgments’, by M. Deppe, W. Schwindt, J. Krämer, H. Kugel, H.Plassmann, P. Kenning, E. Ringelstein, [Brain Research Bulletin, Vol. 67,No. 5, pp. 413–421, 2005]
Behind the Scenes in Advertising: More Bull More (Mark III) [2003]
‘Is advertising rational?’, by Evan Davis, John Kay, and Jonathan Star [London Business School Review, Vol. 2, No. 3, pp. 1–23, 1991]
Marketers Are from Mars, Consumers Are from New Jersey by Bob Hoffman [2015]
偏差十六——知识陷阱
Made to Stick: Why Some Ideas Survive and Others Die by Chip Heath and Dan Heath [2008]
The Wiki Man by Rory Sutherland [2011]
偏差十七——古德哈特定律
Long and Short of It: Balancing Short- and Long-Term Marketing
Strategies by Les Binet and Peter Field [2012]
Management in 10 Words by Terry Leahy [2012]
Leading by Alex Ferguson and Michael Moritz [2015]
偏差十八——仰八脚效应
Social Animal by Elliot Aronson [1972]
The Wasp Factory by Iain Banks [1984]
偏差十九——“赢者诅咒”
The Winner’s Curse: Paradoxes and Anomalies of Economic Life by Richard Thaler [1991]
Originals: How Non-Conformists Move the World by Adam Grant[2016]
‘Harnessing naturally occurring data to measure the response of spending to income’, by Michael Gelman, Shachar Kariv, Matthew Shapiro, Dan Silverman, Steven Tadelis [Science, Vol. 345, No. 6193, pp.212–215, 2014]
‘The Psychology of Windfall Gains’, by Hal Arkes, Cynthia Joyner, Mark Pezzo, Jane Gradwohl Nash, Karen Siegel-Jacobs, Eric Stone Eric [Organizational Behaviour and Human Decision Processes, Vol. 59,No. 3, pp. 331–347, 1994]
On the Fungibility of Spending and Earnings – Evidence from Rural China and Tanzania by Luc Christiaensen and Lei Pan [2012]
偏差二十——群体力量
‘Humour in Television Advertising: The Effects of Repetition and Social Setting’, by Yong Zhang and George Zinkhan [Advances In Consumer Research, Vol. 18, pp. 813–818, 1991]
‘Feeling More Together: Group Attention Intensifies Emotion’,by Garriy Shteynberg, Jacob Hirsh, Evan Apfelbaum, Jeff Larsen, Adam Galinsky, and Neal Roese [Emotion, Vol. 14, No. 6, pp. 1102–1114,2014]
偏差二十一——韦伯伦商品
‘Commercial Features of Placebo and Therapeutic Efficacy’,by Rebecca Waber, Baba Shiv, Ziv Carmon; Dan Ariely [Journal of the American Medical Association, Vol. 299, No.9, pp. 1016–1017, 2008]
偏差二十二——可复制性危机
‘Why Susie Sells Seashells by the Seashore: Implicit Egotism and Major Life Decisions’, by Brett Pelham, Matthew Mirenberg, and John Jones [Journal of Personality and Social Psychology, Vol. 82, No. 4, pp.469–487, 2002]
‘Rich the banker? What’s not in a Name’, by Tim Harford [2016],www.timharford.com/2016/11/rich-the-banker-whats-not-in-a-name
‘Estimating the reproducibility of psychological science’, by Brian Nosek et al. [Science, Vol. 349, No. 6251, 2015]
‘Comment on “Estimating the reproducibility of psychological science”’, by Daniel Gilbert, Gary King, Stephen Pettigrew and Timothy Wilson [Science, Vol. 351, Issue 6277, p. 1037, 2016]
‘Meta-assessment of bias in science’, by Daniele Fanelli, Rodrigo Costats, and John Ioannidis [Proceedings of the National Academy of Sciences, Vol. 114, No. 14, pp. 3714–3719, 2017]
‘Evaluating replicability of laboratory experiments in economics’,by Colin F. Camerer et al. [Science, Vol. 351, No. 6280, pp. 1433–1436, 2016]
偏差二十三——偏差的多变性
Inside the Nudge Unit: How Small Changes Can Make a Big Difference by David Halpern [2015]
‘Fear and Loving in Las Vegas: Evolution, Emotion, and Persuasion’, by Vladas Griskevicius, Noah Goldstein, Chad R.Mortensen, Jill Sundie, Robert Cialdini and Douglas Kenrick [Journal of Market Research, Vol. 46, No. 3, pp. 384–395, 2009]
偏差二十四——鸡尾酒会效应
The shocking history of advertising! by E. S. Turner [1953]
‘Bystander Intervention in Emergencies: Diffusion of Responsibility’, by John Darley and Bibb Latané [Journal of Personality and Social Psychology, Vol. 8, No. 4, pp. 377–383, 1968]
Creative Mischief by Dave Trott [2009]
Ugly Is Only Skin-Deep: The Story of the Ads That Changed the World by Dominik Imseng [2016]
偏差二十五——稀缺性
‘Effects of Supply and Demand on Ratings of Object Value’, by
Stephen Worchel, Jerry Lee and Akanbi Adewole [Journal of Personality and Social Psychology, Vol. 32, No. 5, pp. 906–914, 1975]
Mindless Eating by Brian Wansink [2006]
Thinking, Fast and Slow by Daniel Kahneman [2011]
Why Smart People Make Big Money Mistakes and How to Correct Them: Lessons From The New Science of Behavioural Economics by Gary Belsky and Thomas Gilovich [1999]
伦理标准
‘Should Behavioural Economics in marketing be regulated–or hyped-down?’, by Lazar Dzamic, www.bobcm.net/2017/01/21/should behavioural-economics-in-marketing-be-regulated-or-hyped-down Inside the Nudge Unit: How Small Changes Can Make a Big Difference by David Halpern [2015],‘The Dishonesty of Honest People: A Theory of Self-Concept Maintenance’, by Nina Mazar, On Amir, Dan Ariely [Journal of Marketing Research, Vol. 45, No. 6, pp.633–644, 2008]. SSRN ID:979648
结论
‘Debunking the myth of Kitty Genovese’, New York Post, 16 February 2014