ABCDEFGHIJKLMNOPQRSTUVWXYZAAABACADAE
1
Proven Advertising Psychology
2
Cashvertising - Drew Whitman25 Cognitive Tendencies (Charles Munger)
3
The 8 Human Life Forces9 Secondary Wants1Reward/Punishment - Superresponse Tendency
4
1
Survival, enjoyment of life, life extension.
1To be informed.2Likin/Loving Tendency
5
2
Enjoyment of food and beverages.
2Curiosity.3Disliking/Hating Tendency
6
3
Freedom from fear, pain, and danger.
3
Cleanliness of body and surroundings.
4Doubt-Avoidance Tendency
7
4Sexual companionship.4Efficiency.5Inconsistency-Avoidance Tendency
8
5
Comfortable living conditions.
5Convenience.6Curiosity Tendency
9
6
To be superior, winning, keeping up with the Joneses.
6
Dependability/quality.
7Kantian Fairness Tendency
10
7
Care and protection of loved ones.
7
Expression of beauty and style.
8Envy/Jealousy Tendency
11
8Social approval.8Ecomony/ Profit9Reciprocation Tendency
12
9Bargains.10Influence-from-Mere-Association Tendency
13
Cognitive Bias Codex:
https://upload.wikimedia.org/wikipedia/commons/6/65/Cognitive_bias_codex_en.svg
11Simple, Pain-Avoiding Tendency
14
5 STAGES OF AWARENESS (Eugene Schwartz)12Excessive Self-Regard Tendency
15
The Most Aware:Your prospect knows your product, and only needs to know “the deal.”13Overoptimisim Tendency
16
14Deprival-Superreaction Tendency
17
Product-Aware:Your prospect knows what you sell, but isn’t sure it’s right for him.15Social-Proof Tendency
18
16Contrast-Misreaction Tendency
19
Solution-Aware:Your prospect knows the result he wants, but not that your product provides it.17Stress-Influence Tendency
20
18Availability-Misweighing Tendency
21
Problem-Aware:Your prospect senses he has a problem, but doesn’t know there’s a solution.19Use-It-Or-Lose-It Tendency
22
20Drug-Misinfluence Tendency
23
Completely Unaware:No knowledge of anything except, perhaps, his own identity or opinion.21Senescence-Misinfluence Tendency
24
22Authority-Misinfluence Tendency
25
23Twaddle Tendency
26
SPIN SELLING PSYCHOLOGY - NIEL RACKHAM24Reason-Respecting Tendency
27
SITUATION: Understand the situation your prospect is in.PROBLEM: Find out and have prospect verify their current problems.IMPLICATION: What are the 2nd, 3rd, 4th order causes of this problem? What are the major implications this problem has on the prospect?NEED PAY-OFF: Does the value of fixing all these problems weigh more than the action to purchase the solution? (Summarize benefits that prospect has in mind to make agreement and prospect will sell themself.)25Lollapalooza Tendency
28
29
30
31
32
33
8 Human Emotions (Goleman) B=MAT (BJ FOGG - BEHAVIORIAL SCIENTIST)
34
1Anger: fury, outrage, resentment, wrath, exasperation, indignation, vexation, acrimony, animosity, annoyance, irritability, hostility, hatred & violence.
35
2Sadness: grief, sorrow, cheerlessness, gloom, melancholy, self-pity, loneliness, dejection, despair & depression.
36
3Fear: anxiety, apprehension, nervousness, concern, consternation, misgiving, wariness, qualm, edginess, dread, fright, terror, phobia & panic.
37
4Enjoyment: happiness, joy, relief, contentment, bliss, delight, amusement, pride, sensual pleasure, thrill, rapture, gratification, satisfaction, euphoria, whimsy & ecstacy.
38
5Love: acceptance, friendliness, trust, kindness, affinity, devotion, adoration, infatuation & agape.
39
6Surprise: shock, astonishment, amazement & wonder
40
7Disgust: contempt, disdain, scorn, abhorrence, aversion, distaste & revulsion.
41
8Shame: guilt, embarrassment, chagrin, remorse, humiliation, regret, mortification & contrition.
42
43
44
45
Marketing Psychology Reading List:
46
BookAuthorLink
47
Breakthrough AdvertisingEugine Schwartzhttps://www.breakthroughadvertisingbook.com/
48
CashvertisingDrew Whitmanhttps://www.amazon.com/CA-HVERTISING-Ad-Agency-Psychology-Anything/dp/1601630328/ref=sr_1_1?keywords=cashvertising&qid=1569777963&sr=8-1
49
Scientific AdvertisingClaude Hopkinshttps://www.amazon.com/Scientific-Advertising-Claude-Hopkins/dp/1603868046/ref=tmm_hrd_swatch_0?_encoding=UTF8&qid=1569777992&sr=8-3
50
Ogilvy On AdvertisingDavid Ogilvyhttps://www.amazon.com/Ogilvy-Advertising-David/dp/039472903X/ref=sr_1_1?crid=1AW2DK0G13T16&keywords=ogilvy+on+advertising&qid=1569778033&sprefix=ogilvy+%2Caps%2C174&sr=8-1
51
My Life in AdvertisingClaude Hopkinshttps://www.amazon.com/My-Life-Advertising-Scientific/dp/0071832823/ref=tmm_hrd_swatch_0?_encoding=UTF8&qid=1569778092&sr=8-2
52
SPIN SellingNeil Rackhamhttps://www.amazon.com/SPIN-Selling-Neil-Rackham/dp/0070511136/ref=sr_1_2?keywords=spin+selling&qid=1569778117&sr=8-2
53
Poor Charlies AlmanacCharles Mungerhttps://www.amazon.com/Poor-Charlies-Almanack-Charles-Expanded/dp/1578645018/ref=sr_1_1?crid=36U2UOVTVXXWJ&keywords=charlies+almanack&qid=1569778150&sprefix=charlies+almana%2Caps%2C177&sr=8-1
54
Emotional IntelligenceDaniel Golemanhttps://www.amazon.com/Emotional-Intelligence-Matter-More-Than/dp/055338371X/ref=sr_1_3?keywords=Emotional+Intelligence&qid=1569778196&sr=8-3
55
Purple CowSeth Godinhttps://www.amazon.com/Purple-Cow-Transform-Business-Remarkable/dp/014101640X/ref=sr_1_1?keywords=Purple+Cow&qid=1569778222&sr=8-1
56
This Is MarketingSeth Godinhttps://www.amazon.com/This-Marketing-Cant-Until-Learn/dp/0525540830/ref=pd_sbs_14_1/141-2484297-6972236?_encoding=UTF8&pd_rd_i=0525540830&pd_rd_r=db2c9d00-0bbf-4cae-8ec2-880573fe166d&pd_rd_w=OTdjR&pd_rd_wg=Ik8qq&pf_rd_p=d66372fe-68a6-48a3-90ec-41d7f64212be&pf_rd_r=Y4EC4QS6R96FB4DA5GWK&psc=1&refRID=Y4EC4QS6R96FB4DA5GWK
57
The Boron LettersThe Boron Lettershttps://www.amazon.com/Boron-Letters-Gary-C-Halbert/dp/1484825985/ref=sr_1_2?keywords=the+boron+letters&qid=1569778255&s=books&sr=1-2
58
InfluenceRobert B. Cialdinihttps://www.amazon.com/Influence-Psychology-Persuasion-Robert-Cialdini/dp/006124189X/ref=tmm_pap_swatch_0?_encoding=UTF8&qid=1569778327&sr=1-3
59
The Tipping PointMalcom Gladwellhttps://www.amazon.com/Tipping-Point-Little-Things-Difference/dp/0316346624/ref=sr_1_1?keywords=the+tipping+point&qid=1569778386&s=books&sr=1-1
60
OutliersMalcom Gladwellhttps://www.amazon.com/Outliers-Story-Success-Malcolm-Gladwell/dp/0316017930/ref=pd_sbs_14_1/141-2484297-6972236?_encoding=UTF8&pd_rd_i=0316017930&pd_rd_r=ff580b77-b143-4482-b1f5-10f6f4059653&pd_rd_w=Lnkca&pd_rd_wg=Uyu4l&pf_rd_p=d66372fe-68a6-48a3-90ec-41d7f64212be&pf_rd_r=PF70RFK4YX054P4Y5ZT8&psc=1&refRID=PF70RFK4YX054P4Y5ZT8
61
Pre-SuasionRobert B. Cialdinihttps://www.amazon.com/Pre-Suasion-Revolutionary-Way-Influence-Persuade/dp/1501109804/ref=pd_bxgy_14_img_2/141-2484297-6972236?_encoding=UTF8&pd_rd_i=1501109804&pd_rd_r=2a311565-132c-48db-915d-dcb5d363dc82&pd_rd_w=rv13o&pd_rd_wg=hCzMI&pf_rd_p=479b6a22-70ae-47a0-9700-731033f96ce8&pf_rd_r=S14VC91J8BWXB55Y6KBX&psc=1&refRID=S14VC91J8BWXB55Y6KBX
62
Words That SellRichard Bayanhttps://www.amazon.com/Words-that-Sell-Products-Services/dp/0071467858/ref=sr_1_3?keywords=words+that+sell&qid=1569778442&s=books&sr=1-3
63
More Words That SellRichard Bayanhttps://www.amazon.com/More-Words-That-Richard-Bayan/dp/0071418539/ref=pd_bxgy_14_img_3/141-2484297-6972236?_encoding=UTF8&pd_rd_i=0071418539&pd_rd_r=a139f066-79be-4b29-9145-5c9d8b75c183&pd_rd_w=Xtmhw&pd_rd_wg=bX56a&pf_rd_p=479b6a22-70ae-47a0-9700-731033f96ce8&pf_rd_r=MK7264B1Z53SAAR4SAF2&psc=1&refRID=MK7264B1Z53SAAR4SAF2
64
Phrases That SellEdward W. Werz & Sally Germain https://www.amazon.com/Phrases-That-Sell-Ultimate-Products/dp/0809229773/ref=pd_bxgy_14_img_2/141-2484297-6972236?_encoding=UTF8&pd_rd_i=0809229773&pd_rd_r=ab82679a-008a-4a9f-ab1a-c109e4e4e8dc&pd_rd_w=FcZPm&pd_rd_wg=Sov71&pf_rd_p=479b6a22-70ae-47a0-9700-731033f96ce8&pf_rd_r=QVV5ENGEQNHRWKTS5TQP&psc=1&refRID=QVV5ENGEQNHRWKTS5TQP
65
Owners Manual To The Brain Pierce Howardhttps://www.amazon.com/Owners-Manual-Brain-4th-Performance-ebook/dp/B00DB3672S/ref=sr_1_1?crid=1Q6WA1NGO44X3&keywords=owners+manual+for+the+brain&qid=1569778618&s=books&sprefix=owners+man%2Cstripbooks%2C173&sr=1-1
66
IncognitoDavid Eaglemanhttps://www.amazon.com/Incognito-Secret-Lives-David-Eagleman/dp/0307389928/ref=sr_1_1?crid=3VZBXNKZKD2BC&keywords=incognito&qid=1569778644&s=books&sprefix=incogn%2Cstripbooks%2C184&sr=1-1
67
Evolutionary PsychologyDavid M Busshttps://www.amazon.com/Evolutionary-Psychology-New-Science-Mind/dp/0205992129/ref=sr_1_4?crid=3703JPKNZLBJP&keywords=evolutionary+psychology&qid=1569778666&s=books&sprefix=evolutionary+%2Cstripbooks%2C181&sr=1-4
68
Don't Make Me ThinkSteve Krughttps://www.amazon.com/Dont-Make-Think-Revisited-Usability/dp/0321965515/ref=sr_1_1?keywords=Dont+make+me+think&qid=1569778690&s=books&sr=1-1
69
Positioning Al Ries & Jack Trouthttps://www.amazon.com/Positioning-Battle-Your-Al-Ries/dp/0071373586/ref=sr_1_3?keywords=positioning&qid=1569778793&s=books&sr=1-3
70
The Copywriters HandbookRobert Blyhttps://www.amazon.com/Copywriters-Handbook-Step-Step-Writing/dp/0805078045/ref=sr_1_1?keywords=The+copywriters+handbook&qid=1569778817&s=books&sr=1-1
71
Rocket Surgery Made EasySteve Krughttps://www.amazon.com/Rocket-Surgery-Made-Easy-Yourself/dp/0321657292/ref=sr_1_1?keywords=Rocket+Surgery+Made+Easy&qid=1569778855&s=books&sr=1-1
72
Crossing The ChasmGeoffrey A Moorehttps://www.amazon.com/Crossing-Chasm-3rd-Disruptive-Mainstream/dp/0062292986/ref=sr_1_2?keywords=Crossing+The+Chasm&qid=1569778872&s=books&sr=1-2
73
HookedNir Eyalhttps://www.amazon.com/gp/product/1591847788/ref=ppx_yo_dt_b_asin_title_o02_s00?ie=UTF8&psc=1
74
16 Word Sales LetterEvaldo Albuquerquehttps://www.amazon.com/16-Word-Sales-LetterTM-multi-million-dollar-possible-ebook/dp/B07WBW4DGM/ref=sr_1_1?crid=4GY5ECJXCXGC&dchild=1&keywords=16+word+sales+letter&qid=1590631123&s=books&sprefix=16+word%2Cstripbooks%2C194&sr=1-1
75
76
Digital Marketing Psychologyhttps://digitalpsychology.io/
77
78
The Limbic Map - Discover Persona Emotional Drivers:
79
80
81
82
83
84
85
86
87
88
89
90
91
92
93
94
95
96
97
98
99
100