The best books on consumer psychology

Frank R. Kardes Author Of Handbook of Research Methods in Consumer Psychology
By Frank R. Kardes

Who am I?

Frank R. Kardes, Ph.D. is the Donald E. Weston Professor of Marketing and Distinguished Research Professor at the Lindner College of Business at the University of Cincinnati. He is a recipient of the Distinguished Scientific Achievement Award of the Society for Consumer Psychology, and a Fellow of five national professional societies. His research focuses on omission neglect, consumer judgment, and inference processes, persuasion and advertising, and consumer and managerial decision making. He was Co-Editor of Advances in Consumer Research, Journal of Consumer Psychology, the Handbook of Consumer Psychology, and Marketing Letters, and serves or has served on seven editorial boards. He has published nine books and over 100 articles and chapters on consumer psychology.


I wrote...

Handbook of Research Methods in Consumer Psychology

By Frank R. Kardes,

Book cover of Handbook of Research Methods in Consumer Psychology

What is my book about?

What impact can various research methods have on consumer psychology? How can they help us understand the workings of the consumer mind? And how can the field of consumer psychology best utilize these methods? In the Handbook of Research Methods in Consumer Psychology, leading consumer psychologists summarize key aspects of the research process and explain how different methods enrich understanding of how consumers process information to form judgments and opinions and to make consumption-related decisions.

The books I picked & why

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Influence: Science and Practice

By Robert B. Cialdini,

Book cover of Influence: Science and Practice

Why this book?

Cialdini is one of the greatest influence and persuasion researchers of all time. This book is scientifically grounded, entertaining, and a must read for anyone interested in selling a product, a service, an idea, or even themselves (in a job interview or online dating context). Cialdini demonstrates that consumers are susceptible to six major influence techniques that are particularly effective when consumers are on automatic pilot.

Influence: Science and Practice

By Robert B. Cialdini,

Why should I read it?

2 authors picked Influence as one of their favorite books, and they share why you should read it.

What is this book about?

Influence: Science and Practice is an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say "yes" to another's request).



Written in a narrative style combined with scholarly research, Cialdini combines evidence from experimental work with the techniques and strategies he gathered while working as a salesperson, fundraiser, advertiser, and in other positions inside organizations that commonly use compliance tactics to get us to say "yes." Widely used in classes, as well as sold to people operating successfully in the business world, the eagerly awaited revision of Influence reminds the reader of the power of…


Pre-Suasion: A Revolutionary Way to Influence and Persuade

By Robert B. Cialdini,

Book cover of Pre-Suasion: A Revolutionary Way to Influence and Persuade

Why this book?

Another scientifically-grounded but entertaining book by Cialdini. Setting the stage for influence and persuasion requires reducing consumer resistance, increasing consumer receptivity, and expert timing on the part of the influence agent. Cialdini demonstrates that priming techniques and tunnel-vision-based techniques can be surprisingly effective.

Pre-Suasion: A Revolutionary Way to Influence and Persuade

By Robert B. Cialdini,

Why should I read it?

1 author picked Pre-Suasion as one of their favorite books, and they share why you should read it.

What is this book about?

When it comes to persuasion, success can begin before you say a word.

'An instant classic.' Forbes
'Utterly fascinating.' Adam Grant, author of Originals and Give and Take
'Shockingly insightful.' Chip Heath, co-author of Switch and Made to Stick

NEW YORK TIMES BESTSELLER

In his global bestseller Influence, Professor Robert Cialdini transformed the way we think about the craft of persuasion. Now he offers revelatory new insights into the art of winning people over: it isn't just what we say or how we say it that counts, but also what goes on in the moments before we speak.

This is…


Consumer Behavior

By Maria Cronley, Thomas Cline, Frank R. Kardes

Book cover of Consumer Behavior

Why this book?

This textbook is scientifically grounded but highly readable. This book offers an information-processing perspective to help us get inside the head of the consumer and to understand how attention, memory, judgment, and inference processes operate in concert to influence consumer decision making. Consumers are frequently unaware of these influences on their thinking and reasoning.

Consumer Behavior

By Maria Cronley, Thomas Cline, Frank R. Kardes

Why should I read it?

1 author picked Consumer Behavior as one of their favorite books, and they share why you should read it.

What is this book about?

This wide-ranging yet focused text provides an informative introduction to consumer behavior supported by in-depth, scientifically grounded coverage of key principles and applications.

CONSUMER BEHAVIOR, Second Edition, devotes ample attention to "classic" consumer behavior topics, including consumer information processing, consumer decision making, persuasion, social media and the role of culture and society on consumer behavior. In addition, this innovative text explores important current topics and trends relevant to modern consumer behavior, such as international and ethical perspectives, an examination of contemporary media, and a discussion of online tactics and branding strategies. This versatile text strikes an ideal balance among theoretical…


Social Cognition: From Brains to Culture

By Susan T. Fiske, Shelley E. Taylor,

Book cover of Social Cognition: From Brains to Culture

Why this book?

The new fourth edition of the classic text on cognitive social psychology with many important implications for understanding consumer psychology. The authors are leading researchers and the text is organized using an information processing perspective. The text covers classic social psychological topics, such as person perception, person memory, stereotyping, attitudes and persuasion, causal inference, and decision making. The text is science-based, high level, but also very readable and appropriate for a general audience.

Social Cognition: From Brains to Culture

By Susan T. Fiske, Shelley E. Taylor,

Why should I read it?

1 author picked Social Cognition as one of their favorite books, and they share why you should read it.

What is this book about?

The social world is complicated and our minds are limited, so we take shortcuts. You have to make quick decisions - this person is dangerous, this one is not. The shortcuts we take mostly work well enough, because, after all, we survive. But some are deeply unjust, including racial or social class categories or other unfair stereotypes.

This book will help you understand how these shortcuts work, why they exist, and how they are changing.

There are examples in each chapter which
* Show applications in the real world to help with your understanding
* Highlight significant pieces of research…


The Knowledge Illusion: Why We Never Think Alone

By Steven Sloman, Philip Fernbach,

Book cover of The Knowledge Illusion: Why We Never Think Alone

Why this book?

This book focuses on the psychology of decision making, but is highly relevant to consumer decision making. Humankind’s greatest strength is the ability to share knowledge. However, one side effect of this strength is the inability to distinguish between what one knows and what others know. This can lead to a surprisingly large array of decision-making biases and errors. Most of these errors pertain to the overestimation of how much one knows about a topic and the overconfidence that results.

The Knowledge Illusion: Why We Never Think Alone

By Steven Sloman, Philip Fernbach,

Why should I read it?

1 author picked The Knowledge Illusion as one of their favorite books, and they share why you should read it.

What is this book about?

Human reasoning is remarkably shallow - in fact, our thinking and justifications just scratch the surface of the true complexity of the issues we deal with. The ability to think may still be the greatest wonder in the world (and beyond), but the way that individuals think is less than ideal. In The Knowledge Illusion, Sloman and Fernbach show that our intelligence resides not in individual brains but in the collective mind. To function, individuals rely not only on knowledge that is stored within our skulls but also on knowledge stored elsewhere, be it in our bodies, in the environment…


5 book lists we think you will like!

Interested in persuasion, psychology, and consumer behaviour?

7,000+ authors have recommended their favorite books and what they love about them. Browse their picks for the best books about persuasion, psychology, and consumer behaviour.

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