A single hailstorm changed me from rational to irrational...

Both apes and humans prefer positive framing. Learn how to use that innate bias to sell more effectively.

Years ago, when The Tonight Show ruled late-night TV and when all the guests weren't celebrities promoting their latest book, movie, or TV show, host Johnny Carson interviewed the Girl Scout who sold the most cookies that year. This…

It’s no great surprise to marketers, or even most semi-aware humans, that people often make decisions based more on emotion than on rational processing of information. Oddly, for decades economists ignored this apparent truth, assuming…

Understand how customer brains work - these are the most important cognitive biases for e-commerce marketers.

Sigmund Freud may be out of favor with mental health professionals, but his insights can inform neuromarketing strategies and studies.

New research shows that all social proof isn't equal - one kind is more persuasive.

All humans have built-in biases. This A to Z list of 67 different cognitive biases explains what they are and how to use them to improve conversion rates.

Everything in conversion optimization comes down to the customer making a decision... Yes or no. That’s the clutch point in conversion optimization. Leading up to this decision is the process of decision making.

Can an initial rejection actually help you get the "yes" you really want? Surprisingly, if you create the right first and second requests, it can. Persuasion expert Robert Cialdini conducted a classic experiment that demonstrates the…