33 Phenomena of Purchasing Decisions

Sebastian Oetzel () and Andreas Luppold ()
Additional contact information
Sebastian Oetzel: Hochschule Fulda
Andreas Luppold: Yagora GmbH

in Springer Books from Springer

Date: 2024
ISBN: 978-3-658-44799-1
References: Add references at CitEc
Citations:

There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it.

Chapters in this book:

Ch Chapter 1 Is the glass Half Full or Half Empty? Absolute-Number-Heuristic

Sebastian Oetzel and Andreas Luppold

Ch Chapter 10 Why is There Champagne On Offer at New Year’s Eve? Prisoner’s Dilemma

Sebastian Oetzel and Andreas Luppold

Ch Chapter 11 What Influences Our Appreciation of Products? Handmade Effect

Sebastian Oetzel and Andreas Luppold

Ch Chapter 12 When Do We Buy Spontaneously? Impulse Buying

Sebastian Oetzel and Andreas Luppold

Ch Chapter 13 How Adapted Do We Buy? Conformity

Sebastian Oetzel and Andreas Luppold

Ch Chapter 14 How Do We Orient Ourselves on the Shelf? Congruence

Sebastian Oetzel and Andreas Luppold

Ch Chapter 15 What is a Click Worth? Correlation or Causality

Sebastian Oetzel and Andreas Luppold

Ch Chapter 16 Do We Spend More Money When We are Satisfied? Customer Satisfaction

Sebastian Oetzel and Andreas Luppold

Ch Chapter 17 Which Numbers Influence Us? Left-Digit Effect

Sebastian Oetzel and Andreas Luppold

Ch Chapter 18 Do We Plan Spontaneous Purchases? Mental Accounting

Sebastian Oetzel and Andreas Luppold

Ch Chapter 19 Do We Get the Lowest Price With a Price Guarantee? Low Price Guarantees

Sebastian Oetzel and Andreas Luppold

Ch Chapter 2 How Are We Influenced by Music? Acoustic Stimuli

Sebastian Oetzel and Andreas Luppold

Ch Chapter 20 How Could We Eat Healthier? Nudging

Sebastian Oetzel and Andreas Luppold

Ch Chapter 21 Would We Buy One and Pay for Two? Numeracy

Sebastian Oetzel and Andreas Luppold

Ch Chapter 22 How are We Influenced by Scents? Olfactory Stimuli

Sebastian Oetzel and Andreas Luppold

Ch Chapter 23 How Well Can We Assess Ourselves? Overconfidence

Sebastian Oetzel and Andreas Luppold

Ch Chapter 24 Do Frequent Price Promotions Lower the Price Assessment? Reference Price Effect

Sebastian Oetzel and Andreas Luppold

Ch Chapter 25 Is Advertising Overrated? Return on Marketing Investment

Sebastian Oetzel and Andreas Luppold

Ch Chapter 26 Can We be Activated Unconsciously? Reverse Priming

Sebastian Oetzel and Andreas Luppold

Ch Chapter 27 Why Don’t We Get Anything for Free? Reciprocity

Sebastian Oetzel and Andreas Luppold

Ch Chapter 28 How Well Does Marketing Know Us? Rosy View Bias

Sebastian Oetzel and Andreas Luppold

Ch Chapter 29 Are We Influenced by Scarcity? Scarcity Effect

Sebastian Oetzel and Andreas Luppold

Ch Chapter 3 How High is Our Willingness to Pay? Asymmetric Information

Sebastian Oetzel and Andreas Luppold

Ch Chapter 30 How Do We React to Hidden Price Increases? Shrinkflation

Sebastian Oetzel and Andreas Luppold

Ch Chapter 31 What Influence Do Good and Bad News Have on Us? Silver-Lining Principle

Sebastian Oetzel and Andreas Luppold

Ch Chapter 32 How are We Influenced by Social Norms? Social Norms

Sebastian Oetzel and Andreas Luppold

Ch Chapter 33 How are We Influenced by Ad Blockers? Ad Blockers

Sebastian Oetzel and Andreas Luppold

Ch Chapter 4 Are We Confused by Too Much Choice? Choice Overload

Sebastian Oetzel and Andreas Luppold

Ch Chapter 5 Is the Choice of the Middle Rational? Compromise Effect

Sebastian Oetzel and Andreas Luppold

Ch Chapter 6 Do We Only Read What We Want to Read? Confirmation Bias

Sebastian Oetzel and Andreas Luppold

Ch Chapter 7 Are We Deceived by a Decoy? Decoy Effect

Sebastian Oetzel and Andreas Luppold

Ch Chapter 8 How Well Can We Compare Prices? Ease-of-Computation Effect

Sebastian Oetzel and Andreas Luppold

Ch Chapter 9 How Do Hunger and Caffeine Influence Us? Energetic Arousal

Sebastian Oetzel and Andreas Luppold

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:spr:sprbok:978-3-658-44799-1

Ordering information: This item can be ordered from
http://www.springer.com/9783658447991

DOI: 10.1007/978-3-658-44799-1

Access Statistics for this book

More books in Springer Books from Springer
Bibliographic data for series maintained by Sonal Shukla () and Springer Nature Abstracting and Indexing ().