Downloads and Sources

Buying, Selling, Persuading and Influencing

  • For details of Rob Nelissen and Marijn Meijers’ work on clothes BRANDING click here.
  • To watch Prof. Sheena Iyengar talking on CHOICE click here.
  • For more information on Leon Festinger's theory of COGNITIVE DISSONANCE click here.
  • For details of Philip's 'Secrets to Excellent CUSTOMER SERVICE click here.
  • For more information on DECISION MAKING and the role of the ventromedial prefrontal cortex click here.
  • For more information on Kahneman and Tversky's work on DECISION MAKING, rational choice and the 'framing' of decisions click here.
  • To listen to Robin Dunbar talk about we typically have 150 FRIENDS here.
  • For an introduction to Epley and Dunning's work on how we tend to overestimate our own likelihood of performing a chartable act whilst correctly estimating the likelihood of others ('HOLIER THAN THOU') click here.
  • For more information on how work done on NEUROIMAGING (MRI scans) at Baylor College of Medicine in Houston shows how seeing a brand can affect perception of taste and how the presence of trust manifests itself in neural responses click here.
  • For more information on Coca-Cola's launch of 'NEW COKE' in 1985 and the inherent problems in 'Blind Tasting' click here.
  • For more information on Juri Allik’s work on how you PERCEIVE YOURSELF matches what others think of you click here.
  • For more information on Yardi and Boyd’s work on POLARISATION click here.
  • For more information on Professor Antonio Rangel’s work on how PRICE RAISES PERCEPTION OF QUALITY click here.
  • For more information on PRICE KNOWLEDGE of supermarket shoppers click here.
  • For an outline of the top ten pieces of research on PSYCHOLOGICAL PRICING (or 'The 99p Phenomenon') click here.
  • For the details of Anderson and Semester's work on 'Effects of $9 price endings on Retail Sales click here.
  • For more information on REGRET and why we regret things we haven't done rather than things we have click here.
  • For more information on John Gottman’s work on RELATIONSHIPS click here.
  • For more information on Professor Gerald ZALTMAN click here.

Presentation Skills and Memory

  • For more information on Professor John Sweller's COGNITIVE LOAD THEORY and three distinct memory types click here.
  • For more information on Geoff Petty's work on LEARNING click here.

Body Language

  • For more information on Samantha Mann’s work on NON VERBAL CUES TO DECEPTION click here.
  • For more information on Aldert Vrij’s work on on NON VERBAL CUES TO DECEPTION click here.

Motivation and Happiness

  • For more information on the 'ATTITUDES TO CHIPPED CUPS' and, more specifically, the 'Broken Windows' theory of Wilson and Kelling click here.
  • For more information on Bayes' theorem which calculates how new information about an event changes your pre-existing EXPECTATIONS OF HOW LIKELY AN EVENT WAS click here.
  • If you want to know what being a GOOD DAD is all about click here. and don't forget to watch the video at the end.
  • For an introduction to Daniel Gilbert's work on the Pursuit of Happiness click here.
  • For details of Brickman, Coaxes and Janoff - Bulamn's research on the HAPPINESS of paraplegics versus lottery winners click here.
  • For details of Richard Layard's talk on HAPPINESS: HAS SOCIAL SCIENCE A CLUE? Click here.
  • For more information on Hsee and Zhang’s work on MISPREDICTION and Mischoice Due to Joint Evaluation click here.
  • For more information on the Fiscal Receipt Law in Italy on the subject of MOTIVATION click here.
  • For more information on Professor David McClelland's work on MOTIVATION and how it comprises of Achievement needs, Power needs and Affiliation needs click here.
  • For more information on Leslie Hannah's analysis of the TOP 100 COMPANIES in the world and how over 80% fell out of the top 100 in 83 years click here.