IPSOS Is the Behavioural Lens Out of Focus? VIEWS Further reading Herbert Simon on economics and psychology (1959). http://www4.ncsu.edu/~rghammon/workshop/S14_ Always a classic. Dickinson.pdf http://pages.stern.nyu.edu/~dbackus/Exotic/1Time%20 Boos, Dijksterhuis and van Baaren (2012) on the link and%20risk/Simon%20AER%2059.pdf between glucose and engaging conscious or unconscious Gigerenzer and Goldstein (1996) on ‘fast and frugal’ as processes in decision making processes that make us just as smart as rational inference http://psycnet.apa.org/index.cfm?fa=buy. http://www.dangoldstein.com/papers/ optionToBuy&id=2012-04347-001 FastFrugalPsychReview.pdf My top-three favourite books: Daniel Kahneman on psychology for behavioural economics Robert Cialdini (1993): Influence – The Psychology of (2003). The short and actually easy-to-read forerunner to his Persuasion ‘Thinking, fast and slow’ book. http://www.princeton.edu/~kahneman/docs/Publications/ Gerd Gigerenzer (2007): Gut-feeling – The Intelligence of the Maps_bounded_rationality_DK_2003.pdf Unconscious Stanovitch and West (2000) on system 1 and system 2 as Susan Michie, Lou Atkins and Robert West (2014): The different types of reasoning behaviour change wheel: a guide to designing interventions http://psy2.ucsd.edu/~mckenzie/StanovichBBS.pdf Bettman, Luce and Payne (1998) on how consumers End notes ‘construct’ choice and decision situations https://faculty.fuqua.duke.edu/~jrb12/bio/Jim/48.pdf 1 Motivation also seems to be hidden in the genetic make- up of some neurotransmitters (at least dopamine) given Yoon et al (2012) on decision neuroscience uncovering genetic differences of dopamine receptors across individuals consumer key decision making processes are correlated with their sensitivity to status and power. http://www.psych.upenn.edu/kable_lab/Joes_Homepage/ 2 2016 neuromarketing world forum in Dubai Publications_files/Yoon%20et%20al%202012.pdf 3 http://uk.businessinsider.com/bob-hoffmans-three- Dhar and Gorlin (2013) on the role of dual process in ad-delusions-2016-3?r=US&IR=T constructing preferences and choices 4 http://www.nielsen.com/uk/en/insights/reports/ http://faculty.som.yale.edu/ravidhar/documents/Adual-syst 2015/breakthrough-innovation-report.html emframeworktounderstandpreferenceconstructionprocess esinchoice.pdf 5 Byron Sharp (2010): How brands grow, Oxford University Press Skvortsova, Palminteri and Pessiglione (2014) on 6 neuroscience looking at efforts vs rewards in decision http://www.nielsen.com/us/en/insights/news/2014/around- making the-globe-private-labels-appeal-goes-beyond-price.html http://www.jneurosci.org/content/34/47/15621.full.pdf 7 http://ipsosglobaltrends.com/brands.html Dickinson, McElroy and Stroh on the impact of glucose on engaging fast or quick processes in decision making 17