The Choice Factory: 25 behavioural biases that influence what we buy

Voted #1 in the BBH World Cup of Advertising Books, 2018 Winner of the Sales and Marketing Category at the 2019 Business Book Awards

Before you can influence decisions, you need to understand what drives them. The Choice Factory is an essential read for anyone who wants to learn.

By observing a typical day of decision-making, from trivial food choices to significant work-place moves, he investigates how our behaviour is shaped by psychological shortcuts. With a clear focus on the marketing potential of knowing what makes us tick, Richard Shotton has drawn on evidence from academia, real-life ad campaigns and his own original research.

The Choice Factory is written in an entertaining and highly-accessible format, with 25 short chapters, each addressing a cognitive bias and outlining simple ways to apply it to your own marketing challenges. Supporting his discussion, Shotton adds insights from new interviews with some of the smartest thinkers in advertising, including Rory Sutherland, Lucy Jameson and Mark Earls.

From priming to the pratfall effect, charm pricing to the curse of knowledge, the science of behavioural economics has never been easier to apply to marketing.

The Choice Factory is the new advertising essential.

© 2018 Harriman House (Audiobook): 9781804092002

Release date

Audiobook: 24 August 2018