What triggers fascination, and how do companies, people, and ideas put those triggers to use/ Why are you captivated by some people but not by others? Why do you recall some brands yet forget the rest? In a distracted, overcrowded world, how do certain leaders, friends, and family members convince you to change your behavior? Answer: fascination, the most powerful way to influence decision-making. It's more persuasive than marketing, advertising, or any other form of communication. And it all starts with seven universal triggers: lust, mystique, alarm, prestige, power, vice, and trust. Fascination plays a role in every type of decision making, from the brands you choose to the songs you remember, from the person you marry to the employees you hire. And by activating the right triggers, you can make anything become fascinating. To explore and explain fascination's irresistible influence, Sally Hogshead looks beyond marketing, delving into behavioral and social studies, historical precedents, neurobiology and evolutionary anthropology, as well as conducting in-depth interviews and a national study of a thousand consumers, to emerge with deeply rooted patterns for why, and how, we become captivated. Hogshead reveals why the Salem witch trials began with the same fixations as those in Sex and the City. How Olympic athletes are subject to obsessions similar to those of fetishists. How a 1636 frenzy over Dutch tulip bulbs perfectly mirrors the 2006 real-estate bubble. And why a billion-dollar "Just Say No" program actually increased drug use among teens, by activating the same "forbidden fruit" syndrome as a Victoria's Secret catalog. Whether you realize it or not, you're already using the seven triggers. The question is, are you using the right triggers, in the right way, to get your desired result? This book will tell you how. 1. Language: English. Narrator: Sally Hogshead. Audio sample: http://samples.audible.de/bk/harp/002243/bk_harp_002243_sample.mp3. Digital audiobook in aax.
We make many decisions every day. Some of them are smart, butothers are less clever and actually result in undesirableconsequences. Everyone trying to live a better lifestyle with morephysical exercise and healthier nutrition knows how lackingself-control and succumbing to the temptation of that yummy pieceof chocolate cake can lead to decisions that are not consistentwith the overall plan of a better health. Why do we make suchdecisions? The newly emerging field of neuroeconomics is aninterdisciplinary domain in which scientists from many differentbackgrounds work in concert to unravel the neurobiologicalprocesses underlying decision making. This book presents anoverview about the psychology, economics and neurobiology of makingchoices. It focuses on two particular aspects - intertemporaldecisions (choices between outcomes that are realised at differenttimes in the future) and action control (regulating one's ownbehaviour to exercise, for example, self-control) - and theirrepresentation in the brain of an animal model: the pigeon. Thebook is written in a simple and easy-to-understand way and will beappealing to neuroscientists and interested lay peoplealike.
Neuroscience has paid only little attention to decision-making for many years. Although no field of science has cohered around this topic, a variety of researchers in different areas of neuroscience ranging from cellular physiology to neuropsychology and computational neuroscience have been engaged in working on this issue. Thus, the time seemed to be ripe to bring these researchers together and discuss the state of the art of the neurobiology of decision-making in a broad forum. This book is a collection of contributions presented at that forum in Paris in October 1994 organized by the Fondation IPSEN. Until now decision-making has been studied in the fields of psychology, artificial intelligence, and economics - to name just a few - while neuroscientific research has paid only little attention to it. But now the importance of decision-making has become indisputable, especially in the context of reasoning processes that culminate in the personal and social decisions that define rationality. This book contains articles by leading researchers in experimental neuroanatomy, neurophysiology, neuropsychology, neurochemistry, neurocomputation, experimental psychology, and philosophy, discussing the contributions made by these disciplines to the emerging field of neurobiology of decision-making.
Drawing on her research knowledge and clinical experience, internationally respected neurologist&#8212;and mother of two boys&#8212;Frances E. Jensen, M.D., offers a revolutionary look at the science of the adolescent brain, providing remarkable insights that translate into practical advice for both parents and teenagers. Driven by the assumption that brain growth was pretty much complete by the time a child began kindergarten, scientists believed for years that the adolescent brain was essentially an adult one&#8212;only with fewer miles on it. Over the last decade, however, the scientific community has learned that the teen years encompass vitally important stages of brain development. Motivated by her personal experience of parenting two teenage boys, renowned neurologist Dr. Frances E. Jensen gathers what we&#8217;ve discovered about adolescent brain functioning, wiring, and capacity and, in this groundbreaking, accessible book, explains how these eye-opening findings not only dispel commonly held myths about the teenage years, but also yield practical suggestions that will help adults and teenagers negotiate the mysterious world of adolescent neurobiology. Interweaving clear summary and analysis of research data with anecdotes drawn from her years as a parent, clinician, and public speaker, Dr. Jensen explores adolescent brain functioning and development in the contexts of learning and multitasking, stress and memory, sleep, addiction, and decision-making. Rigorous yet accessible, warm yet direct, The Teenage Brain sheds new light on the brains&#8212;and behaviors&#8212;of adolescents and young adults, and analyzes this knowledge to share specific ways in which parents, educators, and even the legal system can help them navigate their way more smoothly into adulthood.
Neuroeconomics is a young, interdisciplinary field dealing with the neurobiology of decision making and how it affects cognitive social interactions between humans and societies/economies. This book studies how economic behavior can shape our understanding of brain, and how neuroscientific discoveries can constrain and guide models of economics.
Making a decision, of any importance, is never simple. On the one hand, specialists in decision theory do not come within the reach of most policy makers and, secondly, there are very few books on pragmatic decision that are not purely anecdotal. In addition, there is virtually no book that provides a link between decision-making and action. This book provides a bridge between the latest results in artificial intelligence, neurobiology, psychology and decision-making for action. What is the role of intuition or emotion? What are the main psychological biases of which we must be wary? How can we avoid being manipulated? What is the proper use of planning? How can we remain rational even if one is not an expert in probabilities? Perhaps more importantly for managers, how does one go from decision to action? So many questions fundamental to the practice of decision-making are addressed. This book dissects all issues that arise almost daily for decision-makers, at least for major decisions. Drawing on numerous examples, this book answers, in plain language and imagery, all your questions. The final chapter takes the form of a brief reminder - everything you have to remember to be a good decision-maker.
The second published collection based on a conference sponsored by the Metroplex Institute for Neural Dynamics -- the first is Motivation, Emotion, and Goal Direction in Neural Networks (LEA, 1992) -- this book addresses the controversy between symbolicist artificial intelligence and neural network theory. A particular issue is how well neural networks -- well established for statistical pattern matching -- can perform the higher cognitive functions that are more often associated with symbolic approaches. This controversy has a long history, but recently erupted with arguments against the abilities of renewed neural network developments. More broadly than other attempts, the diverse contributions presented here not only address the theory and implementation of artificial neural networks for higher cognitive functions, but also critique the history of assumed epistemologies -- both neural networks and AI -- and include several neurobiological studies of human cognition as a real system to guide the further development of artificial ones. Organized into four major sections, this volume: * outlines the history of the AI/neural network controversy, the strengths and weaknesses of both approaches, and shows the various capabilities such as generalization and discreetness as being along a broad but common continuum; * introduces several explicit, theoretical structures demonstrating the functional equivalences of neurocomputing with the staple objects of computer science and AI, such as sets and graphs; * shows variants on these types of networks that are applied in a variety of spheres, including reasoning from a geographic database, legal decision making, story comprehension, and performing arithmetic operations; * discusses knowledge representation process in living organisms, including evidence from experimental psychology, behavioral neurobiology, and electroencephalographic responses to sensory stimuli.