Selfish, Scared and Stupid: Stop Fighting Human Nature And Increase Your Performance, Engagement And Influence

INDEX

• advertising industry, human behaviour and
• ambition, drawbacks of
• analogy, use of in sales
• analysis paralysis
• Apple
• Ariely, Dan
• Atatürk

• Bain & Company
• behaviour see human behaviour
• behavioural economics
• behavioural research, aims of
• belief systems
• Bernbach, Bill
• boredom, avoiding in customers
• bravery see fearlessness
• break points in sales, minimising
• bribery, de-motivating effect of appearance of

• Chabris, Christopher
• challenge, importance of
• Chamorro-Premuzic, Tomas
• change
  • — benefits of
  • — difficulties in creating
  • — making it stick
  • — minimising fear of
  • — resistance to
  • — tactics for encouraging
• character, performance and
• charities
• choice see also simplicity
  • — dealing with too much
  • — limiting in order to mould behaviour
• Coca-Cola, social connection campaign of
• confidence, problems with too much
• Confidence: Overcoming Low Self-Esteem, Insecurity, and Self-Doubt
• conformity, downside of
• connection, power of
• cost–benefit analysis, consumers and
• criticism, value of
• crowd sourcing
• curation, as solution to complexity
• customers, attracting and retaining

• de Crespigny, Richard
• decision theory
• delusions, dangers of
• discipline
• Dr Pepper
• Drive: The Surprising Truth about What Motivates Us
• Dumb Ways to Die campaign

• Earth Hour
• Eisenberger, Naomi
• emotional intelligence
• emotions, effect on behaviour of
• employees
• environmental movement

• failure
• Fallon McElligott & Rice
• familiarity
• fear
  • — exploitation of by advertising
  • — benefits of
  • — of change
  • — of difference
  • — happiness ...