Citation

Willcox, M. (2020), "Index", The Business of Choice: How Human Instinct Influences Everyone’s Decisions, Emerald Publishing Limited, Leeds, pp. 277-282. https://doi.org/10.1108/978-1-83982-070-020202023

Publisher

:

Emerald Publishing Limited

Copyright © 2020 Matthew Willcox

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INDEX

Index

Note: Page numbers followed by “n” indicate notes.

Account planning

, 25n2

Advertisement (Ads)

, 123, 145

attention to Ad and size of donation

, 146

Advertising

, 66, 167–168

Affiliation

, 171

Affinity, social media message using

, 145–147

Affirmation

, 211–217

Amazon

, 214

Amazon One-Click

, 101

Mechanical Turk

, 17

America’s Next Top Model

, 266

American Association of Advertising Agencies (4As)

, 112

Amplitude of Low-Frequency Fluctuations (ALFF)

, 32

Anagram exercise

, 127

Analysis

, 43–49

Anchoring

, 155, 157–159, 163

Antenatal HIV testing

, 149n5

Anticipation

, 119–120

“Apple envy”

, 153

Apple Watch

, 156

Aptronyms

, 177–178

Artificial intelligence (AI)

, 258, 261

behavioral decision theories

, 261–262

and choice

, 257

combination of behavioral insights and AI

, 263–264

digital health programs

, 269–270

intersection between humanity and technology

, 265–266

and machine learning

, 265

operational transparency

, 267

psychological forest approach

, 259–260

Selling Coach program

, 258–259

threat of automation

, 268–269

Association of Tennis Professionals (ATP)

, 54

Associative coherence

, 158

Athletes

, 68

Athleticism

, 135

Auto-escalation

, 97

Auto-sensing windshields

, 106

Bandwagon effect

, 38

Bandwagon effect

, 69–70, 74

Bayesian analysis

, 71

BEESY

, 221

Behavior(al)

changes

, 70

decision theories

, 261

economics

, 16, 20, 25n2, 89, 115–116, 151–152, 155, 189–190

people getting labeled affects

, 173–180

principle

, 38

science

, 17, 123, 189, 250

strategy

, 65

targeting

, 167

testing

, 238–239

time machine

, 247–248

Behavioral Marketing Summit

, 6

Behavioral Time Machines

, 92

Behavioural Insights Team (BIT)

, 80–81

Birth order

, 204

Boomers

, 190

Brain plasticity

, 30

“Brand in” approach

, 10–11

Business of choice

, 3–4

brain processes

, 7

“brand in” approach

, 10–11

decision-centric approach

, 8–9

marketing

, 4–5, 11–12

pop-culture phenomenon

, 5–6

Calls to action (CTAs)

, 260

Campaign (magazine)

, 191

Caudate nucleus

, 215

Caudate nucleus

, 33

“Cecil”

, 77

Celebrity, social media message using

, 145–147

Channel factors

, 140

CL Pocket models

, 211

Cocktail party effect

, 57

Cognitive biases

, 37, 46–47, 104, 111, 228–229, 245–246, 253

Cognitive consonance

, 191

Cognitive disfluency

, 145

Cognitive fluency

, 139, 143–144, 150n12

Cognitive functions

, 34

Cognitive load

, 143

saver

, 152

Cognitive mechanisms

, 23, 37, 89, 245

Cognitive neuroscience

, 15

Cognitive pricing

, 154

Cognitive processes

, 46

Cognitive shortcuts

, 47–48

Collateralized debt obligations (CDOs)

, 26

Colonoscopy

, 87–88

Comparison

, 152–153

anchoring

, 155, 157–159, 163

cognitive pricing

, 154

pricing mechanism

, 160–161

scarcity

, 162

Social Security

, 156

Compromise effect

, 72–73

Computer voice

, 123

Conference on Digital Experimentation (CODE)

, 17–18

Confirmation bias

, 212–213

Construal level theory (CLT)

, 90–91

Consumer neuroscience

, 232

Consumer-centric approach

, 4

Context

, 185

effect

, 177

Context activates evolutionary goals

, 169–173

Contextual targeting

, 167

Conventional marketing

, 57, 172

Conventional thinking

, 169

Cortical relief

, 145

Cortical remapping (see Brain plasticity)

Cosmopolitan

, 253

coup de grâce

, 97

Crystalized intelligence

, 205

Culture

, 196–201

Customer dissatisfaction

, 139

Customer Effort Score

, 144

Customer service

, 139

Data science

, 260

Decision making

, 37

environment

, 258

strategy

, 43

system

, 29–30

Decision making self-efficacy (DMSE)

, 126

Decision neuroscience

, 15

Decision science

, 143

research

, 212

Decision tree

, 259

Decision-centric approach

, 8–9, 211

Deliberative thinking

, 46, 224

Descriptive social norm

, 69–70

Diarrheal disease

, 141

Digital marketing

, 22

“Digital nudge” programs

, 258

Direct-to-consumer business model (DTC business model)

, 239

Discriminative network

, 262

Disease avoidance

, 171

Dopamine

, 212

Driver and Vehicle Licensing Agency (DVLA)

, 80

eBay auction

, 167

Ecological validity

, 18

Ecologically valid

, 226

Electrodermal activity (EDA)

, 232

Electroencephalogram

, 145

Electroencephalography (EEG)

, 145, 237–238

Emotional contagion

, 67

Endowment effect

, 104, 107–109, 115–116, 120, 246

Environment affects choices

, 180–183

Environmental Protection Agency

, 70

Epistemic authority (EA)

, 213

Ethics

, 23

Even consumer-obsessed approach

, 4

Event-related potentials (ERPs)

, 237

Ever-advancing science of choice

CODE

, 17–18

marketers

, 22–23

marketing

, 24–25

Moore’s Law

, 16–17

neuroscience

, 15

nonconscious processes

, 20–22

nudge

, 23–24

RCTs

, 18–19

Evolutionary selves

, 171

Exceptional visionary

, 21

Exercise

, 249

Eye tracking

, 231–232

Eye tracking studies

, 69

Face Retirement program

, 92

Facial Action Coding System (FACS)

, 231

Facial emotion expression

, 67

Facial expressions

, 66–69, 162

recognition

, 230–231

Fair and Square pricing program

, 154

Familiarity

, 51–52, 124

advertisements

, 56–57

human behavior

, 54–55

matching behavior

, 58–59

Oreo Daily Twist

, 60

recognition

, 53–54

tendency in marketing

, 57–58

Familiarity breeds contempt

, 61n1

Fast strategy

, 201–202

Fear of missing out (FOMO)

, 116

Federal Trade Commission

, 33

Feel attractive

, 125

Feeling smart

, 129

Film advertising

, 66

Film clips

, 170

FinalMile’s approach

, 7

First-person shooter games (FPS games)

, 32

5–5–5 plan

, 251–252

Flattery

, 123–124

Flawsome

, 266

Flexitarian

, 115

Florence syndrome

, 62n11

Fluid intelligence

, 204–205

Functional magnetic resonance imaging (fMRI)

, 17–18, 32, 91, 144, 234–237

functional near-infrared spectroscopy (fNIRS)

, 235

Fusiform face area (FFA)

, 67

Future-time reference (FTR)

, 198

Galvanic skin response (GSR)

, 232

Garbage in, garbage out (GIGO)

, 260

Gaze heuristic

, 45–46

Gen Xers

, 190

Gender differences

, 173

Gender stereotype effect

, 174

Generative adversarial network (GAN)

, 262

Generative network

, 262

Genetic makeup

, 194–196

Gitanos

, 203

GlaxoSmithKline’s Oral Health Category (GSK Oral Health Category)

, 181

“Good Samaritan Study, The”

, 183

Google Doodles

, 60, 63n18

GPS chip

, 171–172

Heuristics

, 37, 45, 48, 53, 228–229

High involvement processing

, 222

HIV test

, 138

Homo erectus

, 34

Homo floresiensis

, 30

Homo sapiens

, 30, 39n3

House (TV show)

, 222

Human behavior

, 54–55, 71

Human brain

, 67

evolution

, 30

Human Intelligence Tasks (HITs)

, 17

Human intuition

, 37

Human nature

, 193, 248, 253–254

Human–human interactions (HHI)

, 266

Human–robot interactions (HRI)

, 266

Hunting

, 85

Hurricane Katrina

, 178

Hyperbolic discounting

, 89, 94, 97, 143

Hyperion

, 158

Hyperkulturemia

, 62n11

Identifiable Victim Effect

, 77–78

IKEA effect

, 48, 251

Implicit association

, 124

measures

, 229–230

Implicit association test (IAT)

, 229–230

Incentive scheme

, 105

Individual differences

, 190–191

Industrial Revolution

, 102

Inequity aversion

, 79, 117

Injunctive social norm

, 69–70

Innovations for Poverty Action (IPA)

, 141

“Invisible Gorilla” experiment

, 222

iPad (Apple)

, 221

iPhone (Apple)

, 221

Joint Attention

, 69

Kin care

, 171

Language

, 108, 197

Leadership gene

, 193, 195

League of Legends games

, 32

Learned helplessness

, 127

Life experience

, 201

Life History Theory

, 201, 203

Loss aversion

, 104, 106, 109, 115–116, 245–246

Low involvement processing

, 222

Loyalty

, 59

Machine learning

, 265

“Mad Libs” style exercise

, 92–93

Mad Men (Tv series)

, 118

Market research

behavioral science research firm

, 221–222

behavioral testing/RCTs

, 238–239

cognitive biases and heuristics

, 228–229

decision making

, 223–224

EDA

, 232

EEG

, 237–238

eye tracking and pupillometry

, 231–232

facial expression recognition

, 230–231

fMRI

, 234–237

implicit association measures

, 229–230

improvement

, 228

neuroimaging and analysis

, 232–234

people saying like can change

, 226–228

respondents

, 225–226

Marketers

, 167

Marketing

, 4, 11–12, 21, 24–25, 66, 214

program

, 135

Mate acquisition

, 171

behaviours

, 170

Mate retention

, 171

Media context

, 172

Media thinking

, 172

Mental accounting

, 181, 187n21

“Mere-Exposure Effect, The”

, 51

Millennials

, 190

Mitigating

, 115

Money

, 152

“Moore’s Law”

, 16–17

MRI scanners

, 234

National Health Service (NHS)

, 80

National Museum of the Economy (see Royal Coin Cabinet)

Natural history of choice

ALFF

, 32

being part of successful team

, 35–38

decision-making system

, 29–30, 33–34

human nature comes naturally to marketers

, 38–39

plasticity

, 30–31

video game studies

, 34–35

Natural selection

, 37

Naturalistic decision making

, 224

Nespresso

, 127

Neuro Engagement Score (NES)

, 67

Neuroeconomics

, 232–233

Neuroimaging and analysis

, 232–234

Neuroinsights

, 233

Neuromarketing Business and Science Association (NMBSA)

, 240

Neuromarketing research

, 232–233

Neuroscience

, 15, 212, 227, 232–233, 238

New York University (NYU)

, 5

Noise

, 85

Nominative determinism

, 177

Nonconscious

aspects of decision making

, 221

mechanisms

, 245

processes

, 20–21, 24

thinking

, 246

Nudge

, 23–24, 264

Nurture

, 189, 193

Omission bias

, 104

Operational transparency

, 267

Opportunity

, 260

‘Opt-out’ approach

, 149n5

Optimism bias

, 76, 88–89, 245

Ownership

, 108–110

Paper money

, 151

Personal empowerment

, 70

Persuasion

, 74–75

Pig-tailed macaque

, 135–136

Piggybacking

, 141

Pinterest

, 214

Planning fallacy

, 253

Plasticity

, 30–31

Point-of-collection chlorine dispenser system

, 141

Pop-culture phenomenon

, 5–6

Popularity

, 74

Population Services International (PSI)

, 76

Pratfall Effect

, 266

Pricing mechanism

, 160–161

Primacy bias

, 86

Primacy effect

, 55

Processing information

, 143

Project Implicit

, 229

Projection bias

, 181

Prospect theory

, 103–104, 110, 120, 190

Psychological forest approach

, 259–260

Public policy

, 125

Pupillometry

, 231–232

Qualitative Research Center (QRC)

, 228–229

Quarterly earnings

, 247

Random forest

, 259

Randomized controlled trials (RCTs)

, 18–19, 221, 238–239

Rapid eye movement sleep (REM sleep)

, 251

Rationality

, 154

Recency bias

, 86–87, 246–247

Recency effect

, 55, 87

Recognition

, 53–54

heuristic

, 53

recognition-primed model

, 224

Reference price

, 154

Response learning approach

, 33

Reverse timetable

, 248–249

Rostral anterior cingulate cortex (rACC)

, 234

Royal Coin Cabinet

, 151

rs4950 genotype

, 193

Rubbish in, Rubbish Out or (RIRO)

, 260

“Save More Tomorrow” program

, 97

Savoir faire

, 125, 148

Scarcity

, 38, 116

Schemas

, 185

Segmentation study

, 190–191

Self-efficacy

, 125–126, 128, 131

Self-esteem

, 125

Self-protection

, 171–172

Self-Storage Association

, 103

Selling Coach program

, 258–259

Semantic targeting

, 168

Serial position effect

, 86

Sharing behavior

behavior of others

, 65

other people’s behavior

, 69–82

other people’s faces

, 66–69

Shopper marketing

, 184

Shortcuts

, 43–49

Simple banner ad from charity

, 145–147

Sleepers

, 13n6

Slow strategy

, 201

Sludge

, 23

Smartphone

, 171

Social marketing teams

, 142

Social media

, 79

Social networks

, 71

Social neuroscience

, 15

Social norms

, 69, 81

Social proof

, 79–81

social media message using

, 145–147

Social science

, 17

Social security

, 156

Society of Judgement and Decision Making conference (SJDM conference)

, 50n8

Socioeconomic status (SES)

, 202

Sparking joy

, 211–217

“Spatial learning” approaches

, 33

Status

, 171

Status quo bias

, 21, 104, 109–111, 120

Stendhal syndrome

, 62n11

Stereotype(s)

, 185

effect

, 173

threat

, 173, 175

Stromer ST2

, 160

Technology

, 96

Temporal discounting

, 89, 97

Tetanus inoculation

, 141–142

Texas sharpshooter fallacy (game)

, 47

Thaler

, 177

Three-dimensional platform games (3D platform games)

, 33

Torrance Test for Creative Thinking

, 252

Transaction utility

, 182

Transfer window

, 167

TravelFinder

, 267

Trial-and-error approach

, 260

Triune brain theory

, 30

Two rope problem

, 249

Ultimatum game

, 78

Universal/Individual and Innate/Absorbed Map (UIIA Map)

, 194

Unrelated emotions brings to decisions

, 183

Usability testing

, 69

User experience (UX)

, 36, 69

Variety

, 59

Ventral striatum

, 25n1

Vitamin D3

, 192

Watts theory

, 136–137

Willing to accept (WTA)

, 115

Willing to pay (WTP)

, 115

Work

behavioral science

, 250

behavioral time machine

, 247–248

5–5–5 plan

, 251–252

human nature

, 253–254

loss aversion

, 245–246

recency bias

, 246–247

reverse timetable

, 248–249

think differently about way of

, 247–248