1 Oregon State University (2012) Sporting event ads viewed favorably, especially if the game is close, ScienceDaily, 31 Jan.
2 Association for Psychological Science (2012) It’s all in the name: Predicting popularity through psychological science, ScienceDaily, 11 Jun.
3 Samuelson, W. & Zeckhauser, R. (1988) Status quo bias in decision making, Journal of Risk and Uncertainty, 1: 7–59.
4 Davis, C.J., Bowers, J.S., & Memon, A. (2011) Social influence in televised election debates: A potential distortion of democracy, PLoS ONE, 6(3): e18154.
5 Lapierre, M.A., Vaala, S.E., & Linebarger, D.L. (2011) Influence of licensed spokescharacters and health cues on children’s ratings of cereal taste, Archives of Pediatrics and Adolescent Medicine, 165(3): 229.
6 Oberfeld, D., Hecht, H., Allendorf, U., & Wickelmaier, F. (2009) Ambient lighting modifies the flavor of wine, Journal of Sensory Studies, 24(6): 797.
7 http://philipgraves.net/discussion/tag/olympic-2012-stadium.
8 Berger, A. (2007) Ads, Fads and Consumer Culture, Lanham, MD: Rowman and Littlefield.
1 www.pulsetoday.co.uk/story.asp?storycode=4116359.
2 Sporting Superstitions: www.24.com/sport/?p=SportArticle&i=482871.
3 Brown, D. (2007) Tricks of the Mind, London: Channel 4 Books, pp 292–3.
4 Rowlands, M. (2008) The Philosopher and the Wolf: Lessons from the Wild on Love, Death and Happiness, London: Granta Books. I don’t presume to have done justice to Mark Rowlands’ wonderful book with this brief distillation of its conclusions.
5 LeDoux, J. (1998) The Emotional Brain, London: Phoenix, p. 267.
6 Fine, C. (2007) A Mind of its Own: How Your Brain Distorts and Deceives, London: Icon Books.
7 Gladwell, M. (2006) Blink: The Power of Thinking Without Thinking, Harmondsworth: Penguin, pp 16–17.
1 Gladwell, M. (2006) Blink: The Power of Thinking without Thinking, Harmondsworth: Penguin.
2 Pendergrast, M. (2000) For God, Country and Coca-Cola: The Unauthorized History of the World’s Most Popular Soft Drink and the Company that Makes It, New York: Basic Books.
3 University of Toronto (2009) Don’t I know you? How cues and context kickstart memory recall, ScienceDaily, December 12.
4 I suspect that, were it not for our conversation, within a few days of buying the washing machine the woman would have claimed that she bought the product because of the brand’s outright reliability, and not because she had no other basis for purchase and was confused by the choice available.
5 Hogan, K. (2004) The Science of Influence: How to Get Anyone to Say Yes in 8 Minutes or Less!, Chichester: John Wiley.
6 www.businessweek.com/smallbiz/content/mar2010/sb20100312_705320.htm.
7 Martin, J. (1995) Managing: Ideas and solutions, Fortune, 131(8): 121.
8 Li, W., Moallem, I., Paller, K.A. & Gottfried, J.A. (2007) Subliminal smells can guide social preferences, Psychological Science, 18(12): 1044–9.
9 www.nytimes.com/2007/09/09/realestate/keymagazine/909SCENTtxt.html?_r=1&pagewanted=5&ref=keymagazine.
10 Bahrami, B., Lavie, N. & Rees, G. (2007) Attentional load modulates responses of human primary visual cortex to invisible stimuli, Current Biology, March.
11 Bargh, J. A. & Pietromonaco, P. (1982) Automatic information processing and social perception: The influence of trait information presented outside of conscious awareness on impression formation, Journal of Personality and Social Psychology, 43: 437–449.
12 Draine, S. & Greenwald, A. (1999) Replicable unconscious semantic priming, Journal of Experimental Social Psychology: General, 127: 286–303, taken from Wilson, T. (2002) Strangers to Ourselves: Discovering the Adaptive Unconscious, Boston, MA: Belknap Press.
13 Plassmann, H., O’Doherty, J., Shiv, B., & Rangel, A. (2008) Marketing actions can modulate neural representations of experienced pleasantness, Proceedings of the National Academy of Sciences, 105(3).
14 www.sciencedaily.com/releases/2007/08/070806104111.htm, Aug 11 2007, research by Cornell University.
15 Moll, A. (1889) Hypnotism, New York: Scribner’s.
16 Wilson & Nesbitt, taken from Wilson, op. cit.
17 Nisbett & Wilson, taken from Wilson, op. cit.
18 Wegner, D.M. (2003) The Illusion of Conscious Will, Cambridge, MA: MIT Press.
19 Soon, C.S., Brass, M., Heinze, H.-J., & Haynes, J.-D. (2008) Unconscious determinants of free decisions in the human brain, Nature Neuroscience, April 13.
20 Damasio, A. (2000) The Feeling of What Happens: Body, Emotion and the Making of Consciousness, London: Vintage.
21 www.widerfunnel.com/proof/case-studies/babyage-com-e-commerce-retailer-lifts-sales-conversion-rate-by-22-with-conversion-rate-optimization.
22 www.widerfunnel.com/proof/case-studies/sytropin-a-nutritional-supplement-sold-online-realizes-a-50-uplift-in-sales-conversions.
23 Bechara, A., Damasio, H., Tranel, D., & Damasio, A.R. (1997) Deciding advantageously before knowing the advantageous strategy, Science, 28 February, 275(5304): 1293–5.
24 Cooper, R.G., Edgett, S.J., & Kleinschmidt, E.J. (2004) Benchmarking best NPD practices – I, Research Technology Management, 47(1): 31–43.
1 Pendergrast, op. cit.
2 Underhill, P. (1999) Why We Buy: The Science of Shopping, London: Orion Business, p. 210.
3 Lakhani, D. (2008) Subliminal Persuasion: Influence and Marketing Secrets They Don’t Want You to Know, Chichester: John Wiley.
4 The title of Mark Pendergrast’s chapter on the story of New Coke in his book, op. cit.
5 Kahneman & Tversky (1984) taken from Hogan, op. cit.
6 Perfect, T.J. & Askew, C. (1994) Print adverts: Not remembered but memorable, Applied Cognitive Psychology, 8.
7 Read Montague, P., McClure, S., Li, J., Cypert, K., & Montague, L. (2004) Neural correlates of behavioural preference for culturally familiar drinks, Neuron, 44(Oct.): 379–87.
8 Hogan, K. (2004) The Science of Influence: How to Get Anyone to Say Yes in 8 Minutes or Less!, Chichester: John Wiley, p153.
9 Pendergrast, op. cit.
10 http://news.bbc.co.uk/1/hi/health/1368912.stm.
11 Alter, A. L. & Oppenheimer, D. M. (2006) Predicting short-term stock fluctuations by using processing fluency, Proceedings of the National Academy of Sciences, 103: 9369–72.
12 Treiman, R., Kessler, B., & Bourassa, D. (2001) Children’s own names influence their spelling, Applied Psycholinguistics, 22: 555–70.
13 www.widerfunnel.com/proof/case-studies/widerfunnel-increases-booking-conversion-rate-for-extra-space-storage-by-10-percent.
14 Blackmore, S. (1999) The Meme Machine, Oxford: Oxford University Press, p. 3.
15 Latane, B. & Darley, J.M. (1968) Group inhibition of bystander intervention in emergencies, Journal of Personality and Social Psychology, 10(3): 215–21; Latane, B. & Darley, J. (1969) Bystander “apathy,” American Scientist, 57: 244–68.
16 Goldstein, N., Martin, S., & Cialdini, R. (2007) Yes! 50 Secrets from the Science of Persuasion, London: Profile.
17 Duhachek, A., Shuoyang, Z., & Krishnan, H.S. (2007) Anticipated group interaction: Coping with valence asymmetries in attitude shift, Journal of Consumer Research, 34(3): 395–405.
18 Hogan, op. cit.
19 Ibid.
20 Delgado, M.R., Frank, R.H., & Phelps, E.A. (2005) Perceptions of moral character modulate the neural systems of reward during the trust game, Nature Neuroscience, 8(11): 1611–18.
21 Ross, L., Lepper, M.R., & Hubbard, M. (1975) Perseverance in self-perception and social perception: Biased attributional processes in the debriefing paradigm, Journal of Personality and Social Psychology, 32: 880–92.
22 Pendergrast, op. cit.
1 Respondents are taken to a room (hall) that has been set up for research, either simply for shelter, or where computers, video players, or other sources of stimulus (including mocked-up fixtures) can be used in the research process.
2 Areni, C. & Kim, D. (1993) The influence of background music on shopping behavior: Classical versus top-forty music in a wine store, Advances in Consumer Research, 336–40.
3 www.sfgate.com/cgi-bin/article.cgi?f=/c/a/2007/11/02/WI80SAPJB.DTL.
4 Yalch, R. & Spangenberg, E. (2000) The effects of music in a retail setting on real and perceived shopping times, Journal of Business Research, 49: August; Timmerman, J. E. (1981) The effect of temperature, music and density on perception of crowding and shopping behaviour of consumers in a retail environment, Dissertation Abstracts International 42(3): 1293.
5 Milliman, R.E. (1982) Using background music to affect the behavior of supermarket shoppers, Journal of Marketing, 46(Summer): 86–91.
6 Summers, T. & Hebert, P. (2001) Shedding some light on store atmospherics influence of illumination on consumer behavior, Journal of Business Research, 54: 145–50.
7 Meyers-Levy, J. & Zhy, R. (2007) The influence of ceiling height: The effect of priming on the type of processing people use, Journal of Consumer Research, September.
8 Underhill, op. cit., p. 102.
9 Bronner, F. & Kuijlen, K. (2007) The live or digital interviewer, International Journal of Market Research, 49(2).
10 Sparrow, N. (2006) Developing reliable on-line polls, International Journal of Market Research, 48(6).
11 De Pelsmacker, P., Geuens, M., & Anckaert P. (2002) Media context and advertising effectiveness: The role of context style, context quality and context-ad similarity, Journal of Advertising, 31(2): 49–61.
12 Nam, M. & Sternthal, B. (2008) The effects of a different category context on target brand evaluations, Journal of Consumer Research, December.
13 Yoon, S.-O. & Simonson, I. (2008) Choice set configuration as a determinant of preference attribution and strength, Journal of Consumer Research, 35(2): 324.
14 www.nytimes.com/1996/09/19/business/chief-of-mcdonald-s-defends-arch-deluxe-to-franchisees.html.
15 Haig, M. (2003) Brand Failures: The Truth About the 100 Biggest Branding Mistakes of All Time, London: Kogan Page.
16 Milgram, S. (1963) Behavioral study of obedience, Journal of Abnormal & Social Psychology, 67: 3771–8.
17 www.stanford.edu/dept/news/pr/97/970108prisonexp.html.
18 Gale Cengage (2001) Homosexuality, 1990s Lifestyles and Social Trends, Gale Cengage.
19 Mattel Blooper: www.anecdotage.com.
20 Dutton, D. G. & Aron, A. P. (1974) Some evidence for heightened sexual attraction under conditions of high anxiety, Journal of Personality and Social Psychology, 30: 510 –17.
21 I have been unable to establish if Peugeot conducted more formal market research on the 1007; it is perhaps not surprising that manufacturers and research agencies don’t promote their work on products that fail. However, I would be shocked if it had not tested the concept through consumer research.
22 http://sitetuners.com/luggagepoint-case-study.html.
23 Nah, F. (2004) A study on tolerable waiting time: How long are Web users willing to wait?, Behaviour & Information Technology, 23(3): 153–63.
24 Google’s Marissa Mayer: Speed wins, http://blogs.zdnet.com/BTL/?p=3925.
25 McKinsey Quarterly (2001) Getting prices right on the Web, cited in Constantinides, E. (2004) Influencing the online consumer’s behavior: The Web experience, Internet Research, 14(2).
26 www.law.virginia.edu/html/librarysite/garrett_exonereedata.htm.
27 Hasel, L.E. & Kassin, S.M. (2009) On the presumption of evidentiary independence: Can confessions corrupt eyewitness identifications? Psychological Science, 20(1): 122.
28 Wegner, Vallacher, & Kelly, Identifications of the act of getting married, cited in Wegner, D.M. (2003) The Illusion of Conscious Will, Cambridge, MA: MIT Press.
29 Telegraph Magazine, 10 November 2007.
1 Underhill, op. cit., p. 171.
2 http://cmbi.bjmu.edu.cn/news/0607/110.htm; Wilson, T. (2002) Strangers to Ourselves: Discovering the Adaptive Unconscious, Cambridge, MA: Belknap Press.
3 University of Georgia (2008) Simple recipe for ad success: Just add art, ScienceDaily, Feb. 15.
4 Bem, D.J. (DATE?) Self Perception Theory: Advances in Experimental Social Psychology, Vol 6, New York: Academic Press.
5 Epley, N. & Dunning, D. (2000) Feeling “Holier than thou”: Are self-serving assessments produced by errors in self or social prediction? Journal of Personality and Social Psychology, 79: 861–75.
6 Wilson, op. cit., p84.
7 Underhill, op. cit.
8 Ohio State University (2009) You can look – but don’t touch, ScienceDaily, January 12.
9 Greene, J. (2010) Design Is How It Works: How the Smartest Companies Turn Products into Icons, New York: Penguin.
10 Iyengar, S.S. & Lepper, M. (2000) When choice is demotivating: Can one desire too much of a good thing? Journal of Personality and Social Psychology, 79: 995–1006; Fasolo, B., Hertwig, R., Huber, M., & Ludwig, M. (2009) Size, entropy and density: What is the difference that makes makes the difference between small and large real-world assortments? Psychology and Marketing, 26(3); Broniarczyk, S.M., Hoyer, W.D., & McAlister, L. (1998) Consumers’ perceptions of the assortment offered in a grocery category: The impact of item reduction, Journal of Marketing Research, 35(May): 166–76; Jessup, R.K., Veinott, E.S., Todd, P.M., & Busemeyer, J.R. (2009) Leaving the shop empty-handed: Testing explanations for the too-much-choice effect using decision field theory, Psychology and Marketing, 26(3): 299–320.
11 Kahneman, D. & Tversky, A. (1984) Choices, values and frames, American Psychologist, 39: 341–50.
12 Simonson, I. & Tversky, A. (1992) Choice in context: Tradeoff contrast and extremeness aversion, Journal of Marketing Research, 29(3): 281–95.
13 www.fourhourworkweek.com/blog/2009/08/12/google-website-optimizer-case-study/.
14 According to LeDoux, activation of the amygdala turns an experience into an emotional experience and this is much less well connected to the lateral prefrontal cortex (the area associated with consciousness) than other parts of the brain.
15 Darwin, C. cited in LeDoux, J. (1998) The Emotional Brain: The Mysterious Underpinnings of Emotional Life, New York: Simon and Schuster.
16 Stewart, I. & Joines, V. (1987) TA Today: A New Introduction to Transactional Analysis, Nottingham: Lifespace.
17 Thomas, L (1974) The Lives of a Cell: Notes of a Biology Watcher, London: Viking.
18 British Medical Journal (2007) Humor develops from aggression caused by male hormones, professor says, ScienceDaily, December 23.
1 www.millennium.gov.uk/lottery/experience.html.
2 National Audit Office (2000) The Millennium Dome: Report by The Comptroller and Auditor General, HC 936 Session 1999–2000, 9 November.
3 M&C Saatchi, Will 12 Million Visit the Dome? www.culture.gov.uk/images/free-dom_of_information/2975_3.pdf.
4 National Audit Office, op. cit.
5 www.guardian.co.uk/uk/1999/sep/17/fiachragibbons.
6 National Audit Office, op. cit.
7 As the name suggests, this is a research approach in which a researcher accompanies a consumer during their visit to the store and asks them questions about their experience as it happens.
8 Simons, D. & Chabris, C. (1999) Gorillas in our midst: Sustained inattentional blindness for dynamic events, Perception, 28: 1059–74.
9 Moore, D.W. (2008) The Opinion Makers: An Insider Exposes the Truth Behind the Polls, Lichfield: Beacon Press.
10 Wilson, T. & Schooler, J. (1991) Thinking too much: Introspection can reduce the quality of preferences and decisions, Journal of Personality and Social Psychology, 60: 181–92.
11 Tormala, Z.L. & Petty, R.E. (2007) Contextual contrast and perceived knowledge: Exploring the implications for persuasion, Journal of Experimental Social Psychology, 43: 17–30; Tormala, Z.L. & Clarkson, J.J. (2007) Assimilation and contrast in persuasion: The effects of source credibility in multiple message situations, Personality and Social Psychology Bulletin, April.
12 In some markets there is a degree of consumer protection to ensure that a product has been available elsewhere at the higher stated price for a defined period; however, while this provides a degree of reassurance, it’s not to say that anyone bought the product from the branch of the store in Inverness that tried to sell it at the higher price!
13 Tversky. A. & Kahneman. D. (1974) Judgment under uncertainty, Heuristics and Biases Science, 185(4157, Sep. 27): 1124–31.
14 Wilson, T. D., Houston, C. E., Etling, K. M., & Brekke, N. (1996) A new look at anchoring effects: Basic anchoring and its antecedents, Journal of Experimental Psychology: General, 125: 387–402.
15 Moore, op. cit.
16 Market mapping involves establishing the relative position of competing products or brands, usually through asking respondents to place products into groups that they believe are similar; often the exercise is repeated to explore alternative dimensions of difference, for example people may separate out brands on the basis of perceived quality first, and when asked to do so a different way choose perceived healthiness. The criteria they employ to differentiate the brands are translated into axes, enabling the brands to be plotted in multiple dimensions.
17 Kim, K. & Meyers-Levy, J. (2008) Context effects in diverse-category brand environments: The influence of target product positioning and consumers’ processing mind-set, Journal of Consumer Research, 34(April): 882–96.
18 Poncin, I., Pieters, R., & Ambaye, M. (2006) Cross advertisement affectivity: The influence of similarity between commercials and processing modes of consumers on advertising processing, Journal of Business Research, 59: 745–54.
19 Shen, H., Jiang, Y., & Adaval, R. (2010) Contrast and assimilation effects of processing fluency, Journal of Consumer Research, 36: 876–89.
20 www.nytimes.com/2001/01/09/health/in-weird-math-of-choices-6-choices-can-beat-600.html.
21 Kahneman and Tversky (1984) taken from Hogan, op. cit.
22 Hogan, op. cit.
23 Hogan, K., Lakhani, D., & May, G. (2007) Selling: Powerful New Strategies for Sales Success, Eagan, MN: Network 3000 Publishing.
24 McNeil, B. J., Pauker, S. G., Sox, H. C. Jr, & Tversky, A. (1982) On the elicitation of preferences for alternative therapies, New England Journal of Medicine, 306: 1259–62.
25 Schwartz, B. (2004) The Paradox of Choice: Why More is Less, London: HarperCollins.
26 Moore, op. cit.
27 Ibid.
28 www.millennium-dome.com/news/news990318dometickets.htm.
29 Data quoted in National Audit Office, op. cit., restated in population terms based on data from the Office for National Statistics quoted in a Government Actuaries Document (www.gad.gov.uk/Documents/Demography/Projections/2000-based_National_population_projections_reference_volume.pdf).
30 Small, D. A., Loewenstein, G., & Slovic, P. (2007) Sympathy and callousness: The impact of deliberative thought on donations to identifiable and statistical victims, Organizational Behavior and Human Decision Processes, 102: 143–53.
31 National Audit Office, op. cit.
32 Janis, I. L. & King, B. T. (1954) The influence of role-playing on opinion change, Journal of Abnormal and Social Psychology, 49: 211–18.
33 Shen, H. & Wyer, Jr., R.S. (2008) Procedural priming and consumer judgments: Effects on the impact of positively and negatively valenced information, Journal of Consumer Research, February.
34 I asked an American friend how he would characterize the E! channel, since I’d never watched it. He described it as “A gossip channel for morons who have nothing better to do than spend their life watching people follow Brittany Spears”; although he did concede he probably wasn’t representative of the channel’s target audience.
35 Duke University (2008) Logo can make you “think different,” ScienceDaily, March 30.
36 Radiological Society of North America (2006) MRI shows brains respond better to name brands, ScienceDaily, November 30.
37 Haig, op. cit.
38 www.designweek.co.uk/news/dove-to-get-the-lynx-treatment/1121049.article.
39 www.american.com/archive/2007/july-august-magazine-contents/absolut-capitalism.
40 La Piere, R. T. (1934) Attitudes vs. actions, Social Forces, 13: 230–37.
41 Wright, M. & Klÿn, B. (1998) Environmental attitude behaviour correlations in 21 countries, Journal of Empirical Generalisations in Marketing Science, 3.
42 Berne, E. (1961) Transactional Analysis in Psychotherapy: The Classic Handbook to Its Principles, London: Souvenir Press; Berne, E. (1972) What Do You Say After You Say Hello?, London: Corgi Books; Stewart, I. & Jones, V. (1987) TA Today: A New Introduction to Transactional Analysis, Nottingham: Lifespace.
43 Technically McEnroe went into a Child in the Parent mode, based on the second-order structural model of TA.
44 If you exclude the Parentally dismissive “No thanks” when the clipboarded woman approaches the typical would-be respondent going about his high street shopping on a Saturday morning!
45 Harris, T. (1969) I’m OK, You’re OK, London: Arrow Books.
46 It is very rewarding breaking transactions in this way, I do recommend giving it a go.
47 National Audit Office, op. cit.
48 Schwarz, N., Song, H., & Xu, J. (2009) When thinking is difficult: Metacognitive experiences as information, in M. Wänke (ed.) The Social Psychology of Consumer Behavior, New York: Psychology Press.
49 Kalher (1974), modified by Ian Stewart, taken from Stewart, I. (1996) Developing Transactional Analysis Counselling, London: Sage.
50 Carmon, Z. & Ariely, D. (2000) Focusing on the forgone: How value can appear so different to buyers and sellers, Journal of Consumer Research, 27(3): 360–70.
51 National Audit Office, op. cit.
42 Daily Telegraph (2009) Cut the TV licence fee by £5.50, says the BBC Chairman, Daily Telegraph, September 10.
53 www.bbc.co.uk/bbctrust/assets/files/pdf/news/2009/ipsos_mori_background.pdf.
54 Daily Telegraph, September 16, 2009.
55 Digital Britain: Attitudes to supporting non-BBC regional news from the TV licence fee, Interim Summary Report prepared for the Department of Culture Media and Sport, Sept 2009 (www.culture.gov.uk/images/publications/TNS-BMRB_interimsummaryreport.pdf).
56 Ibid.
57 Stanovich, K. (2009) The Psychology of Rational Thought: What Intelligence Tests Miss, New Haven, CT: Yale University Press.
58 Pervin, L.A. & John, O.P. (eds) Handbook of Personality: Theory and Research, 2nd edn, New York: Guilford Press; Shoda, Y., Mischel, W., & Wright, J.C. (1994) Intra-individual stability in the organization and patterning of behavior: Incorporating psychological situations into the idiographic analysis of personality, Journal of Personality and Social Psychology, 67: 674–87.
1 Libet, B., Gleason, C.A., Wright, E.W., & Pearl, D.K. (1983) Time of conscious intention to act in relation to onset of cerebral activity (readiness-potential): The unconscious initiation of a freely voluntary act, Brain, 106(3): 623–42.
2 www.newscientist.com/article/dn13658-brain-scanner-predicts-your-future-moves.html?feedId=online-news_rss20.
3 Gladwell, op. cit., p72.
4 Georgellis, Y. cited in Happiness “immune to life events,” http://news.bbc.co.uk/1/hi/health/7502443.stm.
5 Damasio, op. cit., p67.
6 Lieberman, D. (2007) You Can Read Anyone: Never Be Fooled, Lied to, or Taken Advantage of Again, Viter Press, p. 35.
1 http://en.wikipedia.org/wiki/National_Socialist_German_Workers_Party.
2 www.quackmedicine.com/. An analysis of nineteenth-century “quacks” and their success with customers provides many interesting lessons for organizations beyond the influence of groups, for example the manipulation of unconscious mood (entertainment) to increase susceptibility to influence and not letting a product’s inherent lack of benefit stand in the way of people’s willingness to endow it with one. We all like to think we’re smarter than that these days, but sales of alternative medicines and market research might suggest otherwise.
3 Tanner, R.J., Ferraro, R., Chartrand, T.L., Bettman, J.R., & Van Baaren, R. (2008) Of chameleons and consumption: The impact of mimicry on choice and preferences, Journal of Consumer Research, April.
4 Berns, G., Capra, M., Moore, S., & Noussai, C. (2009) Neural Mechanisms of Social Influence in Consumer Decisions, Organizational Behavior and Human Decision Processes, 110(2): 152–9.
5 Red Bull: The Anti-Brand Brand, www.redbull.com/images/historysection/pdf/3/
RB_Case_Study_London_Business_School0904.pdf; Wipperfürth, A., Speed-in-a-Can: The Red Bull Story, http://experiencethemessage.typepad.com/blog/files/Speed_In_a_Can.pdf.
6 www.upi.com/Top_News/2009/09/15/Swedish-stores-ban-Red-Bull-sales-tokids/UPI-25571253062930/.
7 Asch, S.E. (1951) Effects of group pressure upon the modification and distortion of judgment, in H. Guetzkow (ed.), Groups, Leadership and Men, New York: Carnegie Press.
8 http://news.cnet.com/8301-13579_3-10245339-37.html.
9 Stoner, J.A., Comparison of individual and group decisions involving risk, unpublished thesis, MIT, cited in Myers, D. G. & Lamm, H. (1975) The polarizing effect of group discussion, American Scientist, 63: 297–303.
10 Greenwald, A. (1968) Cognitive learning, cognitive response to persuasion, and attitude change, in A.G. Greenwald, T.C. Brock, & T.M. Ostrom (eds), Psychological Foundations of Attitudes, New York: Academic Press.
11 Vinokur, A. & Burnstein, E. (1974) The effects of partially shared persuasive arguments on group induced shifts: A group problem-solving approach, Journal of Persuasion and Social Psychology, 29: 305–15.
12 Weaver, K., Garcia, M., Schwarz, N., & Miller, D. (2007) Inferring the popularity of an opinion from its familiarity: A repetitive voice can sound like a chorus, Journal of Personality and Social Psychology, 92(5): 821–33.
13 Wegner, op. cit., pp 180–9.
14 www.avguide.com/forums/blind-listening-tests-are-flawed-editorial.
15 Underhill, op. cit.
16 Beaman, A.L., Diener, E., & Klentz, B. (1979) Self-awareness and transgression in children: Two field studies, Journal of Personality and Social Psychology, 37: 1835–46.
17 Wicklund, R.A. & Duval, S. (1971) Opinion change and performance facilitation as a result of objective self awareness, Journal of Experimental Social Psychology, 7: 319–42.
18 Diener, E. & Wallbomm, M. (1976) Effects of self awareness on anti-normative behaviour, Journal of Research in Personality, 10: 107–11.
19 De Amici, D., Klersy, C., Ramajoli, F., & Brustia, L. The awareness of being observed changes the patient’s psychological well-being in anesthesia, Anesthesia & Analgesia, 90(3): 739–41.
20 More recent reviews of the data have proposed that information feedback and financial reward may have accounted for the differences in behavior (see Parsons, H.M. (1974) What happened at Hawthorne?, Science, 183: 922–32).
21 Gifford, R. (1988) Light, decor, arousal, comfort, and communication, Journal of Environmental Psychology, 8: 177–89.
22 Wikipedia (2008) The Hawthorne Effect, www.wikipedia.com.
23 Sauer, A. (2002) Consignia, Royal f*%# up, www.brand channel.com/features_profile.asp?pr_id=76.
24 Pendergrast, op. cit.
1 Greene, op. cit.
2 http://online.wsj.com/article/SB121555041646936817.html.
3 www.timesonline.co.uk/tol/news/uk/article533842.ece.
4 Wilson, R.D., Gilbert, D.T., & Centerbar, D.B. (2002) Making sense: The causes of emotional evanescence, in J. Carillo & I. Brocas (eds), Economics and Psychology, Oxford: Oxford University Press.
5 Gilbert, D.T., Pinel, E.C., Wilson, T.D., Blumberg, S.J., & Wheatley, T.P. (1998) Immune neglect: A source of durability bias in affective forecasting, Journal of Personality and Social Psychology, 75: 617–38.
6 Wilson, T.D., Wheatley, T., Meyers, J.M., Gilbert, D.T., & Axsom, D. (2000) Focalism: A source of durability bias in affective forecasting, Journal of Personality and Social Psychology, 78(5): 821–36.
7 Kahneman, D. & Miller, D.T. (1986) Norm theory: Comparing reality to its alternatives, Psychological Review, 93: 136–53.
8 Zajonc, R.B. (1968) Attitudinal effects of mere exposure, Journal of Personality and Social Psychology Monographs, 9(2, Part 2): 1–27.
9 Song, H. & Schwarz, N. (2008) If it’s hard to read, it’s hard to do: Processing fluency affects effort prediction and motivation, Psychological Science, 19(10): 986–8.
10 Winkielman, P. & Fazendeiro, T.A. (2003) The role of conceptual fluency in preference and memory, working paper, Department of Psychology, University of California, San Diego.
11 Labroo, A.A., Dhar, R., & Schwarz, N. (2008) Of frog wines and frowning watches: Semantic priming, perceptual fluency, and brand evaluation, Journal of Consumer Research, 34.
12 Alter, A.L. & Oppenheimer, D.M. (2006) Predicting short-term stock fluctuations by using processing fluency, Proceedings of the National Academy of Sciences, 103(24): 9369–72.
13 Pelham, B.W., Mirenberg, M.C., & Jones, J.T., Why Susie sells seashells by the seashore: Implicit egotism and major life decisions, www.stat.columbia.edu/~gelman/stuff_for_blog/susie.pdf.
14 www.youtube.com/watch?v=9gUJ5UBw2n8&feature=channel_page.
1 Hopkins, C. (1923) Scientific Advertising, New York: McGraw-Hill.
2 Goldstein, Martin, & Caldini, op. cit.; University of Nottingham (2009) Saying sorry really does cost nothing, ScienceDaily, September 23. Retrieved September 28, 2009, from www.sciencedaily.com/releases/2009/09/090923105815.htm.
3 www.wired.co.uk/wired-magazine/archive/2010/04/features/work-smarter-inditex.aspx.
4 http://money.cnn.com/galleries/2008/fortune/0803/gallery.jobsqna.fortune/index.html.
1 http://www.telegraph.co.uk/news/politics/9392224/The-nudge-nudge-unit-has-ways-to-make-you-pay.html