CRO References

Behavioral Economics & Consumer Psychology:

• Cialdini, R. B. (2006). Influence: The Psychology of Persuasion. Harper Business.

• Thaler, R. H. (1985). “Mental Accounting and Consumer Choice.” Marketing Science, 4(3), 199-214.

• Ariely, D. (2008). Predictably Irrational: The Hidden Forces That Shape Our Decisions. HarperCollins.

• Schwartz, B. (2004). The Paradox of Choice: Why More Is Less. Ecco.

• Kahneman, D. (2011). Thinking, Fast and Slow. Farrar, Straus and Giroux.

• Tversky, A., & Kahneman, D. (1974). “Judgment under uncertainty: Heuristics and biases.” Science, 185(4157), 1124-1131.

Social Psychology & Influence:

• Asch, S. E. (1951). “Effects of group pressure upon the modification and distortion of judgments.” In H. Guetzkow (Ed.), Groups, leadership and men. Carnegie Press.

• Festinger, L. (1957). A Theory of Cognitive Dissonance. Stanford University Press.

• Tajfel, H., & Turner, J. C. (1979). “An integrative theory of intergroup conflict.” In W. G. Austin & S. Worchel (Eds.), The social psychology of intergroup relations. Brooks/Cole.

• Brehm, J. W. (1966). A Theory of Psychological Reactance. Academic Press.

Luxury Consumer Behavior & Status Signaling:

• Veblen, T. (1899). The Theory of the Leisure Class. Macmillan.

• Kapferer, J. N., & Bastien, V. (2012). The Luxury Strategy: Break the Rules of Marketing to Build Luxury Brands. Kogan Page.

• Belk, R. W. (1988). “Possessions and the extended self.” Journal of Consumer Research, 15(2), 139-168.

• Belk, R. W. et al (1989). “The Sacred and The Profane in Consumer Behavior” Journal of Consumer Research, 16(1), 1-38

Cognitive Psychology & Decision Making:

• Sweller, J. (1988). “Cognitive load during problem solving: Effects on learning.” Cognitive Science, 12(2), 257-285.

• Hull, C. L. (1943). Principles of Behavior. Appleton-Century-Crofts.

• Iyengar, S., & Lepper, M. (2000). “When choice is demotivating.” Journal of Personality and Social Psychology, 79(6), 995-1006.

Narrative Psychology & Brand Storytelling:

• Green, M. C., & Brock, T. C. (2000). “The role of transportation in the persuasiveness of public narratives.” Journal of Personality and Social Psychology, 79(5), 701-721.

• Thorndike, E. L. (1920). “A constant error in psychological ratings.” Journal of Applied Psychology, 4(1), 25-29. [Halo Effect]

Neuroscience & Consumer Behavior:

• Rizzolatti, G., & Craighero, L. (2004). “The mirror-neuron system.” Annual Review of Neuroscience, 27, 169-192.

eCommerce & Digital Marketing Research:

• Baymard Institute. (Various UX and checkout optimization studies). Available at: https://baymard.com/

• Nielsen Norman Group. (Various UX research reports). Available at: https://www.nngroup.com/

Service Marketing & Relationship Theory:

• Berry, L. L. (1995). “Relationship marketing of services—growing interest, emerging perspectives.” Journal of the Academy of Marketing Science, 23(4), 236-245.

• Hart, C. W., Heskett, J. L., & Sasser Jr, W. E. (1990). “The profitable art of service recovery.” Harvard Business Review, 68(4), 148-156.

Choice Architecture & Behavioral Design:

• Benway, J. P., & Lane, D. M. (1998). “Banner blindness: Web searchers often miss ‘obvious’ links.” Internet Technical Group, 53, 1305-1312.

• Kivetz, R., Urminsky, O., & Zheng, Y. (2006). “The goal-gradient hypothesis resurrected.” Journal of Marketing Research, 43(1), 39-58.