Biases

Question 1

Act with end in mind, overkill on this one, show picture of before and after.

The power that incentives and disincentives have on the actions of others cannot be overstated

Answer 1

1. Reward and Punishment Super-response Tendency

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Question 2

We ignore the faults and flaws of other people products if we like/love them

Oprah vs. Hitler, use direct marketing keywords - sounds cheesy but it is aimed at the subconscious

Answer 2

2. Liking/Loving Tendency

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Question 3

We ignore the virtues and views no matter how good or right if we don’t like the person who’s presenting them

We dislike and distort the facts and put blinders to those people’s options and opinions

Answer 3

3. Disliking/Hating Tendency

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Question 4

A confused mind doesn’t buy. You have to know about your product and be convinced about it.

If we are unsure about something, we make an ill informed, quick decisions

Answer 4

4. Doubt Avoidance Tendency

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Question 5

Congruency - if you’re a Ferrari car salesmen you’ll wear a suit not a jeans and T-shirt and you’ll have a distinguished vocabulary. Warren Buffets website - low cost and ugly because he doesn’t care about technology(not wasting $$$ on www)
People are reluctant to change!

Answer 5

5. Inconsistency-Avoidance Tendency

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Question 6

Mystery - if they heard it before, cut it! Ads with just a teaser and an URL link to the product. Always leave them hanging little bit.
Thing that attracts people romantically the most!

Answer 6

6. Curiosity Tendency

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Question 7

Suggest to split the cost of a meal BEFORE you go to lunch, give 3 to get 1 of something, little bit unfairness is ok if it means great fairness for all

Answer 7

7. Kantian Fairness Tendency

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Question 8

Donald Trump showing off his fortune, it occurs when a resource is seen in a possession of another member of the same species

LIKE SALT - treat lightly

Answer 8

8. Envy/Jealousy Tendency

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Question 9

Free samples at the stores, I give you $60 value and expect you to buy from me something for $20. We tend to want to return the favor when someone helps us.

Answer 9

9. Reciprocation Tendency

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Question 10

People like to be associated with athletes, celebrities, good looking individuals etc…
It can also be quality products or high-end brands
You can use pictures and quotes of famous people

Answer 10

10. Influence-From-Mere Association Tendency

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Question 11

Lying - McDonald’s showing pictures of athletes in their commercials.
We have a habit of distorting the facts until they become bearable for our own views.

Answer 11

11. Simple, Pain-Avoiding Psychological Denial

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Question 12

We all think we are above average and are overconfident.
70% of people think they are better drivers…
Stroke people’s ego, but USE LIKE A SALT - TREAT LIGTLY

Answer 12

12. Excessive Self-Regard Tendency

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Question 13

Promising that you’ll loose 20 pound in 7 days or make 10k in 30 days.
This bias shows that excess of optimism is the normal human condition

Answer 13

13. Over-Optimism Tendency

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Question 14

“Going once, going twice, sold”, check out timer on a website where you get a discount if you buy right away, first 100 buyers gets a free gift
It creates urgency - buy now!
LOSS AVERSION - losses are 2X more powerful than gains!!!

Answer 14

14. Deprival-Superreaction Tendency

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Question 15

Testimonials - other people reactions

It’s a tendency to think and act as others around think and act!

Answer 15

15. Social-Proof Tendency

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Question 16

Car costs 25k, just adding $30/month sounds doesn’t seem so bad. Alienware - add $100, get 2x HDD size
It is better to evaluate objects and people by itself not by their contrast.
Vendor will create high artificial price and then advertise the standard price as a big reduction!

Answer 16

16. Contrast-Misreaction Tendency

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Question 17

Weight loss - my friend didn’t buy this product and had a heart attack.
Car salesman let’s you wait for 30 min.
Adrenaline produces faster and more extreme reaction. Some stress can improve performance but heavy stress often leads to dysfunction.

Answer 17

17. Stress-Influence Tendency

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Question 18

Brain bouncer - what’s not simple to understand won’t be allowed in because it uses up too much glucose.
Buy button that’s easily located. Make your product and everything around it simple to understand.
Mind overweights what’s easily available and goes with it

Answer 18

18. Availability-Misweighing Tendency

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Question 19

Skills will disappear with disuse. When a skill is raised to fluency it will be (1) lost more slowly and (2) will come back faster when refreshed with new learning.

Answer 19

19. Use-It-Or-Lose-It Tendency

Question 20

Very strong tendency that costs lives. It can only be supplemented by Simple Pain-Avoiding Denial

Answer 20

20. Drug-Misinfluence Tendency

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Question 21

As we age there is a natural loss of certain skills and abilities. Continuous thinking and learning helps to slow the decay.

Answer 21

21. Senescence-Misinfluence Tendency

Question 22

Standing on a higher ground - priest in church, auctioneer at the auction. Somebody in dominant position has a bigger influence on our decisions.
Following orders just because someone says so.

Answer 22

22. Authority-Misinfluence Tendency

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Question 23

People like the content - articles and videos of product - the more the better.
Basically spending too much time on the nonsense.

Answer 23

23. Twaddle Tendency

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Question 24

Give any reason! Copy machine example - use word BECAUSE. Address weakness of your product if it’s obvious but then say why they should buy from you!
Some people just want any answers, they don’t care about the reason.

Answer 24

24. Reason-Respecting Tendency

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Question 25

The tendency to get extreme confluences of psychological tendencies acting in favor of particular outcome.
Combination of cognitive biases to persuade or manipulate somebody

Answer 25

25. Lollapooza Tendency

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