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Customers are irrational, emotional, biased and selfish

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Page 1: Customers are irrational, emotional and selfish

Customers are irrational, emotional, biased and selfish

Page 2: Customers are irrational, emotional and selfish
Page 3: Customers are irrational, emotional and selfish
Page 4: Customers are irrational, emotional and selfish
Page 5: Customers are irrational, emotional and selfish
Page 6: Customers are irrational, emotional and selfish

irrational

Page 7: Customers are irrational, emotional and selfish

1982, Güth, Schmittberger and Schwarze

Page 8: Customers are irrational, emotional and selfish
Page 9: Customers are irrational, emotional and selfish
Page 10: Customers are irrational, emotional and selfish

emotional

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Page 13: Customers are irrational, emotional and selfish

biased

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Page 16: Customers are irrational, emotional and selfish

selfish

Page 17: Customers are irrational, emotional and selfish
Page 18: Customers are irrational, emotional and selfish
Page 19: Customers are irrational, emotional and selfish

What does this mean for marketing?

Page 20: Customers are irrational, emotional and selfish
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http://www.cmu.edu/dietrich/sds/docs/loewenstein/RoleofEffectEmotion.pdf
http://www.ted.com/talks/dan_ariely_asks_are_we_in_control_of_our_own_decisions
http://www.ted.com/talks/rory_sutherland_sweat_the_small_stuff
https://vimeo.com/55950859
https://vimeo.com/7532816
Page 26: Customers are irrational, emotional and selfish

Thank you.


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