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Index
Title Page
Copyright Page
Contents
Acknowledgements
About the Author
Chapter 1: Designing Web Sites for Persuasion and the Unconscious Mind
Chapter 2: Wanting to Belong: The Power of Social Validation
Chapter 3: Feeling Indebted: How to Build in Reciprocity and Concession
Chapter 4: Invoking Scarcity—If Something Seems Unavailable, We Seem to Want It Even More
Chapter 5: Choosing Carefully—Given Too Many Choices, We Freeze (and Then We Don’t Choose at All)
Chapter 6: It’s All About You: Speaking to the Self-Centered, Unconscious Mind
Chapter 7: Building Commitment—We Want to Think We’re Consistent
Chapter 8: Using Similarity, Attractiveness, and Association: Are We the Same?
Chapter 9: Afraid to Lose—How Fear of Loss Trumps Our Anticipation of Victory
Chapter 10: Using Pictures and Stories—the Best Way to Talk to Our Unconscious Minds
Chapter 11: We’re Social Animals—Finding the Next Big Thing by Making It Social
Appendix
Index
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