References and Further Reading 1. Behaviorists and Behaviorisms Behaviorism, notoriously, came in various sorts and has been, also notoriously, subject to variant sortings: Views commonly styled "behavioristic" share various of the following marks: Notably, Gilbert Ryle, Ludwig Wittgenstein, and followers in the "ordinary language" tradition of analytic philosophy, while, for the most part, regarding behavioral scientific hopes as vain, hold views that are, in other respects, strongly behavioristic.
Which type of buyer is most difficult to convert? Fortunately, the secret boils down to utilizing well-written copy that appeals to their apprehensive nature. According to some remarkable neuroimaging studies, minimizing buying pain for tightwads and everybody else can be successfully accomplished by incorporating three simple strategies.
To make matters worse, it seems like a HUGE amount of money for conservative spenders. While this reframing method is effective for buyers of all types, it is most effective when targeting conservative spenders. Reduce Pain Points with Bundling Neuroeconomics expert George Loewenstein notes that all consumers especially conservative spenders prefer to complete their purchase in one easy fell swoop rather than purchase multiple accessories separately.
These individual purchases create individual pain points, whereas a bundled purchase creates only one pain point, even if the price is much greater. One of the goofiest conversion bumps ever is a study done by Carnegie Mellon University that reveals the impact of a single word on conversion rates.
Selling to tightwads is especially important because they make up a large base of your potential customers. The right choice of words can greatly reduce their buying pain. Chapter 4 Highlight strengths by admitting shortcomings Is it ever a good idea to admit to your faults?
Consumer behavior research from social psychologist Fiona Lee states that admitting shortcomings is a great way to simultaneously highlight your strengths. Experimenters read one of two fictitious company reports. Both reports listed reasons why the company had performed poorly last year.
The first report placed emphasis on strategic decisions. The second placed emphasis on external events. VS The Results The test subjects viewed the first company far more favorably than the second.
Admitting to shortcomings in areas like strategic thinking showcased that the company was still in control, despite their faults. After examining hundreds of these types of statements, Lee found that the companies who admitted to their strategic faults also had higher stock prices the following year.
When blaming external forces even if they happened to be truecompanies gave skeptics a reason to view them as not having the ability to fix the problem, in addition to the consideration that they might just be making excuses. Predicting Stock Prices From Organizational Attributions Bottom Line Admitting to honest errors in judgment helps your customers understand that you are still in control of the situation and not prone to making excuses.
Chapter 5 Use urgency the right way Creating a sense of urgency in your copy is one of the oldest tricks in the book The following research explains why urgency can completely backfire on you and ruin your meticulously written sales copy.
How can you prevent this from happening to you?
The Study The research is a classic study by Howard Leventhal where he analyzed the effects of handing out tetanus brochures to subjects. Leventhal conducted the study by handing out two different pamphlets, both sparing no detail on the horrid effects that the tetanus disease can have on the body.
The first pamphlet described only the effects of tetanus, while the second included information on where to get vaccinated. Invoking urgency only had a noticeable effect when follow-up instructions were given. Those who received the follow-up info were also more engaged with the pamphlet as a whole, being able to recall much more specific information from the packet than other participants.
Chapter 6 Make their mind light up instantly There are few things our brains love more than immediate stimulation. Research has shown that instant gratification is such a powerful force that an ability to control against it is a great indicator of achieving success.
Customers feel instant gratification when they are rewarded after doing business with you.Assuming communities in a city may formally express their aspirations for the future sustainability of their city, which technological innovations for changing the city's infrastructure and metabolism might they introduce today, as a first step towards realizing their distant aspirations?
A case study analysis requires you to investigate a business problem, examine the alternative solutions, and propose the most effective solution using supporting evidence. case under study showing problems or effective strategies, as well as recommendations.
The goal of this study was to investigate the relationship between smoking and the amount of recent life stress perceived, using some other variables such as age, and gender as independent (or explanatory) variables or covariates.
A client approached me because he has a serious problem with procrastination. My client has procrastinated most satellites that were not comfortable or enjoyable for as far back as he can remember. UNLV Theses, Dissertations, Professional Papers, and Capstones A case study of organizational change: College restructuring in response to mandated department.
We’re headed Down Under for this month’s Reader Case Study to chat with Sam and Keith who live in Brisbane Queensland, Australia. Today we’re going to help them figure out how to pay down their debt and save up for their future!