Decoded: The Science Behind Why We Buy

Recommended Reading

Ariely, D. and Norton, M.I. (2009). How concepts affect consumption. Annual Review of Psychology, 60, 475–499. Summary of the concepts affecting consumption by well-known behavioural economist Dan Ariely.

Bazerman, M.H. (2006). Judgment in Managerial Decision Making. Hoboken, NJ: John Wiley & Sons, Inc. In this major work Harvard Professor Bazerman describes what effects the implicit system has on the decision-making behaviour of managers.

Hassin, R.R., Uleman, J.S. and Bargh, J.A. (2005). The New Unconscious. Oxford: Oxford University Press. Comprehensive review of research into the new unconscious. Aimed at those more interested in the science.

Kahneman, D. (2011). Thinking, Fast and Slow. New York: Macmillan. The bestselling introduction to the world of the autopilot (system 1) and the pilot (system 2) by Nobel Prize laureate Daniel Kahneman.

Lieberman, M.D. (2007). Social cognitive neuroscience: A review of core processes. Annual Review of Psychology, 58, 259–289. Sound overview of the neural basis of the autopilot and the pilot.

Moskowitz, G. and Grant, H. (ed.) (2009). The Psychology of Goals. New York: The Guilford Press. Current reference work on the psychology of goals. Shows very clearly the connection of goals with signals and the integration of motivation and cognition in the brain. Also shows that goals are regulated implicitly, and how.

Ratneshwar, S. et al. (ed.) (2000). The Why of Consumption. Contemporary perspectives on consumer motives, goals ...