Why People (Don’t) Buy: The Go and Stop Signals
Chakravarti, Amitav
Why People (Don’t) Buy: The Go and Stop Signals - New York Palgrave Macmillan 2015 - 223p
1. Three causes
Why successful consumer insights are still a hit-or-miss affair
2. The 100 calories paradox
An insightful packaging innovation
3. Pricing disaster at JC Penney
Know how your price cues operate
4. Tata Nano, the world's cheapest car
Low price can backfire
5. When not to discount
Inexpensive wines and employee discount for everyone
6. Avoid discordant pricing
Do you know your consumer's mindset?
7. Paying for medicines and Tickle Me Elmo
Beware of unfairness cues
8. Credit cards and obesity
Small changes, big side effects
9. Why paying people to donate blood does not pay
Insights for public policy and prosocial behavior
10. Five steps to actionable consumer insights
How to lead and manage the insights process
9781137466679
Consumer Behavior
Marketing Research
658.8342 / CHA
Why People (Don’t) Buy: The Go and Stop Signals - New York Palgrave Macmillan 2015 - 223p
1. Three causes
Why successful consumer insights are still a hit-or-miss affair
2. The 100 calories paradox
An insightful packaging innovation
3. Pricing disaster at JC Penney
Know how your price cues operate
4. Tata Nano, the world's cheapest car
Low price can backfire
5. When not to discount
Inexpensive wines and employee discount for everyone
6. Avoid discordant pricing
Do you know your consumer's mindset?
7. Paying for medicines and Tickle Me Elmo
Beware of unfairness cues
8. Credit cards and obesity
Small changes, big side effects
9. Why paying people to donate blood does not pay
Insights for public policy and prosocial behavior
10. Five steps to actionable consumer insights
How to lead and manage the insights process
9781137466679
Consumer Behavior
Marketing Research
658.8342 / CHA