Using Behavioral Science in Marketing

Nancy Harhut is Co-Founder and Chief Creative Officer at HBT Marketing, a consultancy which specializes in applying human behavior techniques in marketing and whose clients include H&R Block, AARP and Transamerica. Based in Boston, Massachusetts, she previously held senior creative management positions with agencies within the IPG and Publicis networks, where she worked with clients including Dell, Bank of America and AT&T. A regular international conference keynoter, she has been recognized as an Online Marketing Institute Top 40 Digital Strategist and Ad Club Top 100 Creative Influencer.

Chapter - 01: Emotional and rational elements in decision making;
Chapter - 02: Conveying customer benefits through loss aversion and the endowment effect;
Chapter - 03: Achieving urgency and exclusivity through the scarcity principle;
Chapter - 04: The reciprocity principle and the marketing value of give to get;
Chapter - 05: Social proof - Harnessing the power of people like us, and the people we like;
Chapter - 06: Storytelling - Increasing consumer involvement and engagement;
Chapter - 07: Autonomy bias - Harnessing the human need for control;
Chapter - 08: Encouraging sales and loyalty through the consistency principle and the Zeigarnik effect;
Chapter - 09: Information gap theory - Prompting consumers to take action through curiosity and the need to know;
Chapter - 10: Tapping into the authority principle to stand out and prompt responses;
Chapter - 11: Choice architecture and status quo bias - How to use inertia to get things moving;
Chapter - 12: Labeling and framing - Making people see things your way;
Chapter - 13: Increasing action through automatic compliance triggers and reasons;
Chapter - 14: Maximizing the impact of your marketing copy and language;
Chapter - 15: Increasing desirability though triggering availability bias;
Chapter - 16: Creating stand out marketing communications through context, rewards and unpredictability;
Chapter - 17: Temporal discounting and temporal landmarks - The effects of time on behavior

"Marketing professionals can benefit greatly from this book. Its engaging style and numerous research-based takeaways make it a standout in the field."

"Nancy's book is like a Brain Tell-All: Revealing all the secrets, biases, and weird brain science fueling human decisions."

"A tour de force. The most intelligent marketing book I have read in years."

"Using the latest behavioral science research, Nancy Harhut has created a clear and actionable guide to how customers' brains really work. Every marketer who wants to attract and retain more customers needs this book."

"An actionable and comprehensive guide to neuromarketing from an industry veteran - get it before your competitors do!"

"You'll use these tactics in your next marketing campaign, but you'll also use them in your next marketing meeting. Yes, this book will help you win support for your ideas in the conference room. I apply what I've learned from Nancy in marketing, in sales and even in management."

"Tried and tested principles are at the heart of Nancy's book. Bringing in behavioural techniques such as temporal landmarks, instant gratification and bridging the gap between our present and future selves, this is the type of practical book needed now as we take behavioural science out of the lab and into our working business practices."

"Nancy has one of the most brilliant marketing minds I have ever come to know. If you follow even one of the principles outlined in this book it will change the course of your business forever!"

"Nancy has created a straight-forward, well researched, easy to use guide for how behavioral insights can improve your marketing strategy and results. It is a gift."

"This is the most important book on marketing in many years. Every page includes valuable and often counter-intuitive information you can put to use right away. If you like Dan Ariely, Robert Cialdini and other behavioral scientists, you're going to love Nancy Harhut."

"Is it too late to steal this manuscript and tell everyone I wrote it? The world is frustrated with what marketing can't accomplish for their businesses. What Nancy Harhut has here is the fix. Don't read this book. Implement it."

"A valuable playbook for using mental shortcuts to speed up the decision-making process. One of the most worthwhile marketing books you'll ever read!"

"Through continuous testing, direct marketers have long understood that they could motivate a response from prospects using various methods like urgency and social proof. But they never understood exactly why people respond the way they do. At last, Nancy Harhut has harnessed modern neuroscience to explain the reasons behind human response, and help us apply the science to our campaigns. A must for every marketer's bookshelf."

"Clear, concise, and most importantly, interesting. If you can't see her on stage, you're holding the next best thing."

"Nancy has an incredible ability to help marketers uncover why people respond and how to capture that interest. This is a must read for anyone who wants to drive engagement, sales, and growth."

"Mind. Blown. Nancy has reverse-engineered buyer behavior to help you know EXACTLY how to connect and engage with your audience based on behavioral science."

"Nancy Harhut is unquestionably one of the sharpest, most knowledgeable and experienced authorities on consumer psychology in the marketing world. Both hyper-effective and supported by data science, the strategies she outlines in her book, Using Behavioral Science in Marketing, will have an immediate impact on your marketing campaigns and a massive impact on your bottom line."

"In an era of media abundance and attention scarcity, we as marketers have to make the most of every moment we happen to get with a prospective consumer. Nancy's practical application of such a wide variety of behavioral science principles will help any brand ensure these valuable moments aren't wasted. An amazing collection of case studies with proven outcomes that will inspire smarter, more effective work and offer readers a distinct competitive edge."

"A great read for today's results-now marketers. Practical and specific, this is how to actually increase response."