Enrico Trevisan

The Irrational Consumer

Applying Behavioural Economics to Your Business Strategy

• Broschiertes Buch

Produktbeschreibung

Behavioural economics shows organizations how to understand the motivation that drives their customers. It offers perspectives for engaging with customers whose views on what to buy are strongly driven by contextual factors, such as the framework and the dynamics of choices. Enrico Trevisan's The Irrational Consumer is your 'must-have' primer to this world.

Produktdetails

• Verlag: Taylor & Francis Ltd (Sales)
• Seitenzahl: 154
• Erscheinungstermin: 9. September 2016
• Englisch
• Abmessung: 234mm x 156mm x 9mm
• Gewicht: 231g
• ISBN-13: 9781138274112
• ISBN-10: 1138274119
• Artikelnr.: 54614429

Autorenporträt

Enrico Trevisan, a recognised expert in pricing and behavioural economics, is Partner at Simon-Kucher & Partners, the world leader in price consulting. Author of Value Pricing, Selbstbindung: Ein vernachlÿssigtes Phÿnomen in der Strategieforschung and a number of articles focused on behavioural economics, strategy and marketing, he is in high demand as a conference speaker around the world. Enrico Trevisan studied Political Science at the University of Turin, he holds a Master Degree in Business Research from the University of Munich and a Ph.D. also from the University of Munich in Strategic Management and Organizational Theory, with a focus on Behavioural Economics.

Inhaltsangabe

Introduction
Chapter 1 The Loss of Rationality
Chapter 2 A Passion for Deals
Chapter 3 The Sense of Possession
Chapter 4 An Embarrassment of Riches
Chapter 5 Sunk Costs and Re-Emerging Costs
Chapter 6 Divide and Rule
Chapter 7 Money Games
Chapter 8 Ulysses, The Sirens and The Challenge of Self Control
Chapter 9 Mind Games