Cognitive Bias Exploits Flashcards
Leverage psychological tendencies to influence decision-making
1
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Question: What is the definition of Social Proof?
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Answer: A psychological tactic where people adopt behaviors or beliefs based on the actions of others. especially those they perceive as similar or credible.
2
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Question: What is the key idea of Social Proof?
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Answer: People are influenced by the behavior of others. particularly in uncertain situations.
3
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Question: Why would you want to exploit Social Proof?
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Answer: To encourage action by showing that others have already taken the same step.
4
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Question: How can you exploit Social Proof?
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Answer: Highlight the number of people who have participated. endorsed. or benefited from something. Example: “Join thousands of satisfied customers who’ve transformed their lives!”
5
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Question: What are the emotional drivers of Social Proof?
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Answer: Trust: Confidence in the actions of others. Validation: The reassurance that comes from seeing others’ approval. Desire to Belong: The need to be part of a group or movement.
6
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Question: Why do the emotional drivers for Social Proof work?
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Answer: These emotions reduce uncertainty and make people feel more comfortable taking action.
7
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Question: What is the common belief of Social Proof (Nuance)?
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Answer: People are more likely to adopt behaviors or beliefs when they see others doing the same. especially if those others are perceived as similar or credible.
8
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Question: How can you create Social Proof (Tactics)?
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Answer: Use testimonials or reviews from real users. Highlight endorsements from credible figures or organizations. Showcase large numbers of participants or customers. Example: “90% of users reported significant improvements—see why they love it!”
9
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Question: What is the hack for Social Proof?
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Answer: Use the phrase “Join X who’ve done Y!” to trigger social proof.
10
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Question: Why does Social Proof work?
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Answer: It creates a sense of momentum and belonging by showing others’ participation. Example: “Join 50.000 people who’ve already started their fitness journey!”
11
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Question: What is an example of Social Proof?
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Answer: “Over 10.000 people have already signed up for this program—don’t miss your chance to be part of the movement!”
12
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Question: Why does this example work?
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Answer: Highlights the number of participants (“over 10.000 people”). Creates a sense of urgency (“don’t miss your chance”). Appeals to the desire to belong (“be part of the movement”).
13
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Question: What are the applicational tips for Social Proof?
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Answer: Display customer reviews or testimonials prominently. Use statistics or numbers to show widespread adoption. Highlight endorsements from influencers or experts. Example: A software company saying. “Trusted by over 1.000 businesses worldwide—join them today!”
14
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Question: What is the definition of Authority?
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Answer: A psychological tactic where people trust and defer to experts. leaders. or authoritative figures.
15
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Question: What is the key idea of Authority?
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Answer: People are more likely to follow the guidance of those they perceive as credible or knowledgeable.
16
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Question: Why would you want to exploit Authority?
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Answer: To build trust and encourage action by showcasing expertise or endorsements.
17
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Question: How can you exploit Authority?
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Answer: Highlight credentials. endorsements. or the credibility of your offering. Example: “Trusted by industry leaders and backed by science—this is the solution you need.”
18
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Question: What are the emotional drivers of Authority?
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Answer: Trust: Confidence in the expertise or credibility of an authority figure. Respect: Admiration for the knowledge or status of an expert. Sense of Security: The reassurance that comes from following trusted guidance.
19
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Question: Why do the emotional drivers for Authority work?
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Answer: These emotions reduce uncertainty and make people feel more confident in their decisions.
20
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Question: What is the common belief of Authority (Nuance)?
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Answer: People tend to defer to experts. leaders. or authoritative figures. even when their own judgment might suggest otherwise.
21
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Question: How can you create Authority (Tactics)?
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Answer: Highlight credentials. certifications. or awards. Use endorsements from recognized experts or organizations. Showcase statistics or data that support your claims. Example: “Developed by Nobel Prize-winning scientists and proven in clinical trials.”
22
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Question: What is the hack for Authority?
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Answer: Use the phrase “Backed by experts. trusted by millions.” to trigger authority.
23
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Question: Why does Authority work?
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Answer: It combines credibility (“backed by experts”) with social proof (“trusted by millions”). Example: “Backed by leading nutritionists and trusted by over 2 million users worldwide.”
24
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Question: What is an example of Authority?
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Answer: “Recommended by leading doctors and trusted by over 1 million users worldwide—this is the solution you’ve been waiting for.”
25
Question: Why does this example work?
Answer: Highlights expert endorsement ("recommended by leading doctors"). Combines authority with social proof ("trusted by over 1 million users"). Creates a sense of reliability ("the solution you’ve been waiting for").
26
Question: What are the applicational tips for Authority?
Answer: Feature quotes or endorsements from credible figures. Display certifications. awards. or recognitions prominently. Use data or research to support your claims. Example: A skincare brand saying. "Dermatologist-recommended and clinically proven to reduce wrinkles in just 2 weeks."
27
Question: What is the definition of Scarcity?
Answer: A psychological tactic where people perceive something as more valuable when it’s limited in quantity or time.
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Question: What is the key idea of Scarcity?
Answer: People are motivated by the fear of missing out on something rare or exclusive.
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Question: Why would you want to exploit Scarcity?
Answer: To create urgency and drive action by emphasizing limited availability.
30
Question: How can you exploit Scarcity?
Answer: Highlight limited stock. time-bound offers. or exclusive opportunities. Example: "Only a few spots left—secure your place before it’s too late!"
31
Question: What are the emotional drivers of Scarcity?
Answer: Fear of Loss: The anxiety of missing out on something valuable. Urgency: The need to act quickly before the opportunity is gone. Thrill of Securing Something Rare: The excitement of obtaining something exclusive.
32
Question: Why do the emotional drivers for Scarcity work?
Answer: These emotions push people to act quickly to avoid regret.
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Question: What is the common belief of Scarcity (Nuance)?
Answer: When something is perceived as limited in quantity or time. its value increases in the mind of the decision-maker.
34
Question: How can you create Scarcity (Tactics)?
Answer: Use countdowns or timers for time-bound offers. Highlight limited stock or availability (e.g.. "Only 5 left!"). Emphasize exclusivity (e.g.. "For VIP members only"). Example: "This offer ends in 24 hours—don’t miss your chance!"
35
Question: What is the hack for Scarcity?
Answer: Use the phrase "Limited stock—act fast!" to trigger scarcity.
36
Question: Why does Scarcity work?
Answer: It creates a clear sense of urgency and exclusivity. Example: "Limited stock—act fast before it’s gone forever!"
37
Question: What is an example of Scarcity?
Answer: "Only 3 items left in stock! Don’t wait—grab yours before they’re gone."
38
Question: Why does this example work?
Answer: Highlights scarcity ("only 3 items left"). Creates urgency ("don’t wait"). Appeals to the fear of missing out ("before they’re gone").
39
Question: What are the applicational tips for Scarcity?
Answer: Add countdown timers to websites or emails. Use phrases like "Limited time only" or "While supplies last." Combine scarcity with exclusivity (e.g.. "Only available to the first 100 customers"). Example: A travel agency saying. "Only 10 seats left at this price—book your dream vacation now!"
40
Question: What is the definition of Anchoring?
Answer: A psychological tactic where people rely heavily on the first piece of information they receive (the "anchor") when making decisions.
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Question: What is the key idea of Anchoring?
Answer: The initial information sets a reference point that influences all subsequent judgments.
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Question: Why would you want to exploit Anchoring?
Answer: To shape perceptions and decisions by presenting a reference point first.
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Question: How can you exploit Anchoring?
Answer: Introduce a high-value anchor (e.g.. original price) to make the subsequent offer seem more attractive. Example: "Originally 200
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Question: What are the emotional drivers of Anchoring?
Answer: Reliance on Initial Information: The tendency to use the first piece of information as a mental benchmark. Skewed Judgments: Decisions are influenced by the anchor. even if it’s arbitrary or irrelevant. Perceived Value: The anchor creates a sense of comparison. making the offer seem more valuable.
45
Question: Why do the emotional drivers for Anchoring work?
Answer: These emotions lead people to make decisions based on the anchor. often without realizing it.
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Question: What is the common belief of Anchoring (Nuance)?
Answer: The first piece of information presented (e.g.. price. value. or option) heavily influences subsequent decisions. even if it’s arbitrary.
47
Question: How can you create Anchoring (Tactics)?
Answer: Present a high anchor first (e.g.. original price. competitor’s price). Use comparisons to highlight the value of the current offer. Emphasize savings or benefits relative to the anchor. Example: "Compare at 500. now available for just 299!"
48
Question: What is the hack for Anchoring?
Answer: Use the phrase "Originally X. now just Y!" to trigger anchoring.
49
Question: Why does Anchoring work?
Answer: It creates a clear comparison that makes the current offer seem like a great deal. Example: "Originally 100 now just 49—limited time only!"
50
Question: What is an example of Anchoring?
Answer: "This was 1000 now it can be yours today for just 100—don’t miss this incredible deal!"
51
Question: Why does this example work?
Answer: Sets a high anchor ("this was 1000"). Highlights the discounted price ("now just 500"). Creates urgency and perceived value ("don’t miss this incredible deal").
52
Question: What are the applicational tips for Anchoring?
Answer: Show the original price alongside the discounted price. Use competitor pricing as an anchor to highlight your value. Present premium options first to make standard options seem more affordable. Example: A car dealership saying. "Similar models sell for 30
53
Question: What is the definition of Reciprocity?
Answer: A psychological tactic where people feel compelled to return favors or kindness.
54
Question: What is the key idea of Reciprocity?
Answer: When someone does something for us. we feel obligated to reciprocate.
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Question: Why would you want to exploit Reciprocity?
Answer: To encourage action by offering something of value first.
56
Question: How can you exploit Reciprocity?
Answer: Provide a free gift. sample. or service to create a sense of obligation. Example: "Here’s a free guide to get you started. If you find it helpful. consider joining our program!"
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Question: What are the emotional drivers of Reciprocity?
Answer: Obligation: The feeling of needing to return a favor. Gratitude: Appreciation for what has been given. Fairness: The desire to maintain balance in relationships.
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Question: Why do the emotional drivers for Reciprocity work?
Answer: These emotions motivate people to reciprocate. often going beyond what was originally given.
59
Question: What is the common belief of Reciprocity (Nuance)?
Answer: People feel compelled to return favors or kindness. often going beyond what was originally given to them.
60
Question: How can you create Reciprocity (Tactics)?
Answer: Offer something valuable upfront (e.g.. free trial. sample. or resource). Make the gesture feel personal and thoughtful. Avoid making the reciprocity feel transactional or forced. Example: "We’ve created this free tool to help you succeed. If it works for you. we’d love your feedback!"
61
Question: What is the hack for Reciprocity?
Answer: Use the phrase "Here’s X for free - we’d appreciate Y." to trigger reciprocity.
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Question: Why does Reciprocity work?
Answer: It offers value upfront while gently encouraging a return gesture. Example: "Here’s a free ebook to help you grow your business. If you find it useful. we’d appreciate a review!"
63
Question: What is an example of Reciprocity?
Answer: "Enjoy this free trial on us. If you love it. we’d appreciate your support!"
64
Question: Why does this example work?
Answer: Offers value upfront ("free trial"). Encourages reciprocity ("we’d appreciate your support"). Creates a sense of gratitude and obligation.
65
Question: What are the applicational tips for Reciprocity?
Answer: Provide free resources. samples. or trials. Personalize the gesture to make it feel genuine. Follow up with a gentle call-to-action that encourages reciprocation. Example: A nonprofit saying. "We’ve planted 1.000 trees in your name. Help us plant 1.000 more by donating today!"
66
Question: What is the definition of Loss Aversion?
Answer: A psychological tactic where people are more motivated to avoid losses than to achieve equivalent gains.
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Question: What is the key idea of Loss Aversion?
Answer: The pain of losing something feels stronger than the pleasure of gaining something of equal value.
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Question: Why would you want to exploit Loss Aversion?
Answer: To encourage action by emphasizing what people stand to lose.
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Question: How can you exploit Loss Aversion?
Answer: Highlight the risks of inaction or the benefits they’ll miss out on. Example: "Don’t miss your chance to save—act now before it’s too late!"
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Question: What are the emotional drivers of Loss Aversion?
Answer: Fear of Loss: The anxiety of losing something valuable. Risk Aversion: The tendency to avoid actions that could lead to loss. Regret: The desire to avoid future regret over missed opportunities.
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Question: Why do the emotional drivers for Loss Aversion work?
Answer: These emotions push people to act to prevent losing something they already have or could gain.
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Question: What is the common belief of Loss Aversion (Nuance)?
Answer: People are more motivated to avoid losses than to achieve equivalent gains. leading to risk-averse behavior.
73
Question: How can you create Loss Aversion (Tactics)?
Answer: Frame messages around what people stand to lose (e.g.. "Don’t miss out"). Highlight the consequences of inaction (e.g.. "What will happen if you don’t act?"). Use scarcity or urgency to amplify the fear of loss. Example: "Why risk losing your spot? Secure your place today!"
74
Question: What is the hack for Loss Aversion?
Answer: Use the phrase "Don’t lose out on X!" to trigger loss aversion.
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Question: Why does Loss Aversion work?
Answer: It directly appeals to the fear of missing out or losing something valuable. Example: "Don’t lose out on this limited-time offer—claim your discount now!"
76
Question: What is an example of Loss Aversion?
Answer: "Why risk missing out on the chance to save big? Lock in your discount today!"
77
Question: Why does this example work?
Answer: Highlights the potential loss ("missing out on the chance to save big"). Creates urgency ("lock in your discount today"). Appeals to risk aversion ("why risk it?").
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Question: What are the applicational tips for Loss Aversion?
Answer: Frame offers around what people stand to lose (e.g.. "Don’t miss this exclusive deal"). Use countdowns or deadlines to emphasize urgency. Highlight the negative consequences of inaction. Example: A financial advisor saying. "Don’t risk losing your hard-earned savings—secure your future today."
79
Question: What is the best practice for Loss Aversion?
Answer: Use loss aversion responsibly to highlight genuine risks or missed opportunities.
80
Question: What is the definition of Bandwagon Effect?
Answer: A psychological tactic where people adopt behaviors. beliefs. or trends because others are doing it.
81
Question: What is the key idea of Bandwagon Effect?
Answer: People are influenced by the actions of the majority. often without critical evaluation.
82
Question: Why would you want to exploit Bandwagon Effect?
Answer: To encourage action by showing that others are already participating.
83
Question: How can you exploit Bandwagon Effect?
Answer: Highlight the popularity or widespread adoption of a trend. product. or behavior. Example: "Thousands of people are already loving this—don’t miss out!"
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Question: What are the emotional drivers of Bandwagon Effect?
Answer: Need to Belong: The desire to be part of a group or community. Fear of Being Left Out: The anxiety of missing out on what others are doing. Comfort of Following the Crowd: The reassurance that comes from aligning with the majority.
85
Question: Why do the emotional drivers for Bandwagon Effect work?
Answer: These emotions drive people to conform to trends or behaviors without questioning them.
86
Question: What is the common belief of Bandwagon Effect (Nuance)?
Answer: As more people adopt a trend or behavior. others feel compelled to join in. often without critical evaluation.
87
Question: How can you create Bandwagon Effect (Tactics)?
Answer: Highlight the number of people already participating (e.g.. "Join millions of users"). Use testimonials or endorsements to show widespread approval. Create a sense of momentum (e.g.. "The trend everyone’s talking about"). Example: "Over 1 million people have already joined the movement—be part of it today!"
88
Question: What is the hack for Bandwagon Effect?
Answer: Use the phrase "Everyone’s doing X—don’t be left behind!" to trigger the bandwagon effect.
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Question: Why does Bandwagon Effect work?
Answer: It creates a sense of urgency and belonging by emphasizing widespread participation. Example: "Everyone’s switching to this new app—don’t be left behind!"
90
Question: What is an example of Bandwagon Effect?
Answer: "Join the thousands of people who’ve already upgraded their lives with this product. Are you in?"
91
Question: Why does this example work?
Answer: Highlights widespread adoption ("thousands of people"). Appeals to the desire for improvement ("upgraded their lives"). Encourages action ("are you in?").
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Question: What are the applicational tips for Bandwagon Effect?
Answer: Showcase statistics or numbers to demonstrate popularity. Use social proof (e.g.. testimonials. reviews. or endorsements). Create a sense of momentum or trendiness around your offering. Example: A fitness brand saying. "Join the millions who’ve transformed their health with our program—start your journey today!"
93
Question: What is the definition of Confirmation Bias?
Answer: A psychological tactic where people seek out information that confirms their existing beliefs and ignore or dismiss evidence that contradicts them.
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Question: What is the key idea of Confirmation Bias?
Answer: People are more likely to accept information that aligns with what they already believe.
95
Question: Why would you want to exploit Confirmation Bias?
Answer: To reinforce existing beliefs and encourage action.
96
Question: How can you exploit Confirmation Bias?
Answer: Present information that aligns with your audience’s values. opinions. or preferences. Example: "If you care about sustainability. you’ll love our eco-friendly products."
97
Question: What are the emotional drivers of Confirmation Bias?
Answer: Desire to Feel Right: The need to validate one’s beliefs and decisions. Validation: The comfort of having one’s views confirmed. Security: The reassurance that comes from sticking to familiar beliefs.
98
Question: Why do the emotional drivers for Confirmation Bias work?
Answer: These emotions make people more receptive to information that aligns with their worldview.
99
Question: What is the common belief of Confirmation Bias (Nuance)?
Answer: People seek out information that confirms their existing beliefs and ignore or dismiss evidence that contradicts them.
100
Question: How can you create Confirmation Bias (Tactics)?
Answer: Frame messages to align with your audience’s values or beliefs. Use testimonials or data that support their existing views. Avoid challenging their beliefs directly; instead. build on them. Example: "If you believe in natural solutions. you’ll love this product—backed by science and loved by millions."
101
Question: What is the hack for Confirmation Bias?
Answer: Use the phrase "See why everyone agrees X is the best/worst!" to trigger confirmation bias.
102
Question: Why does Confirmation Bias work?
Answer: It reinforces existing beliefs by showing widespread agreement. Example: "See why everyone agrees this is the best solution for busy parents!"
103
Question: What is an example of Confirmation Bias?
Answer: "If you believe in natural solutions. you’ll love this product—backed by science and loved by millions."
104
Question: Why does this example work?
Answer: Aligns with existing beliefs ("if you believe in natural solutions"). Provides validation ("backed by science"). Adds social proof ("loved by millions").
105
Question: What are the applicational tips for Confirmation Bias?
Answer: Research your audience’s values. beliefs. and preferences. Use language and examples that resonate with their worldview. Highlight evidence or testimonials that support their existing beliefs. Example: A financial advisor saying. "If you value security. you’ll appreciate our proven. low-risk investment strategies."
106
Question: What is the best practice for Confirmation Bias?
Answer: Use confirmation bias to build on positive or constructive beliefs while encouraging critical thinking.
107
Question: What is the definition of Endowment Effect?
Answer: A psychological tactic where people value things more once they own them or feel a sense of ownership.
108
Question: What is the key idea of Endowment Effect?
Answer: Ownership increases perceived value. even if the item itself hasn’t changed.
109
Question: Why would you want to exploit Endowment Effect?
Answer: To increase perceived value by creating a sense of ownership.
110
Question: How can you exploit Endowment Effect?
Answer: Encourage people to take ownership. even temporarily. to make them value the item more. Example: "Try it for 30 days—you’ll see why so many people can’t live without it!"
111
Question: What are the emotional drivers of Endowment Effect?
Answer: Attachment: The emotional connection people feel toward what they own. Overvaluation: The tendency to assign more value to things simply because they’re ours. Loss Aversion: The fear of losing something we already own.
112
Question: Why do the emotional drivers for Endowment Effect work?
Answer: These emotions make people more likely to keep and value what they feel they own.
113
Question: What is the common belief of Endowment Effect (Nuance)?
Answer: People assign more value to things simply because they own them or feel a sense of ownership.
114
Question: How can you create Endowment Effect (Tactics)?
Answer: Offer free trials or samples to create a sense of ownership. Use language that implies ownership (e.g.. "Make it yours"). Highlight the benefits of keeping the item rather than returning it. Example: "Once you experience the difference. you’ll never want to go back."
115
Question: What is the hack for Endowment Effect?
Answer: Use the phrase "Make it yours today!" to trigger the endowment effect.
116
Question: Why does Endowment Effect work?
Answer: It creates a sense of ownership and increases perceived value. Example: "Make this exclusive offer yours today—don’t miss out!"
117
Question: What is an example of Endowment Effect?
Answer: "Try it risk-free for 30 days—once it’s yours. you won’t want to let it go."
118
Question: Why does this example work?
Answer: Creates a sense of ownership ("try it risk-free"). Appeals to the endowment effect ("once it’s yours"). Encourages retention ("you won’t want to let it go").
119
Question: What are the applicational tips for Endowment Effect?
Answer: Offer free trials. samples. or demos to create a sense of ownership. Use personalized language (e.g.. "Your new favorite product"). Highlight the benefits of keeping the item rather than returning it. Example: A car dealership saying. "Take it for a test drive—you’ll feel like it’s yours before you know it."
120
Question: What is the best practice for Endowment Effect?
Answer: Use the endowment effect to help people discover genuine value. not to pressure them into keeping something they don’t want.
121
Question: What is the definition of Framing Effect?
Answer: A psychological tactic where people react differently to information based on how it’s presented.
122
Question: What is the key idea of Framing Effect?
Answer: The way information is framed (e.g.. as a gain or loss) influences decisions. often irrationally.
123
Question: Why would you want to exploit Framing Effect?
Answer: To influence decisions by presenting information in a way that emphasizes gains or minimizes losses.
124
Question: How can you exploit Framing Effect?
Answer: Frame messages to highlight positive outcomes or downplay negative ones. Example: "Save 100 today!" instead of "Don’t lose 100 today!"
125
Question: What are the emotional drivers of Framing Effect?
Answer: Perception of Gains: People are drawn to positive outcomes. Avoidance of Losses: People are motivated to avoid negative outcomes. Emotional Response: The way information is framed triggers different emotional reactions.
126
Question: Why do the emotional drivers for Framing Effect work?
Answer: These emotions drive decisions based on how the information is presented. not just the facts.
127
Question: What is the common belief of Framing Effect (Nuance)?
Answer: People react differently to the same information depending on how it’s framed. such as focusing on gains vs. losses.
128
Question: How can you create Framing Effect (Tactics)?
Answer: Frame messages positively (e.g.. "90% success rate" instead of "10% failure rate"). Emphasize benefits rather than costs (e.g.. "Invest in your future" instead of "Pay 500"). Use comparisons to make options seem more appealing (e.g.. "Why spend X when you could have Y?"). Example: "Why spend 50 on coffee every month when you could invest it in something that lasts a life time?"
129
Question: What is the hack for Framing Effect?
Answer: Use the phrase "It’s not a cost—it’s an investment!" to trigger the framing effect.
130
Question: Why does Framing Effect work?
Answer: It shifts the focus from a negative (cost) to a positive (investment). Example: "It’s not a cost—it’s an investment in your health and happiness!"
131
Question: What is an example of Framing Effect?
Answer: "Why spend 50 on coffee every month when you could invest it in something that lasts a life time?"
132
Question: Why does this example work?
Answer: Frames the expense negatively ("spend 50oncoffee"). Reframes the alternative positively ("invest in something that lasts a lifetime"). Encourages a shift in perspective and decision-making.
133
Question: What are the applicational tips for Framing Effect?
Answer: Highlight benefits rather than features. Use positive language to describe outcomes. Compare options to make your offering seem more appealing. Example: A fitness program saying. "Why waste time on ineffective workouts when you could see results in just 30 days?"
134
Question: What is the best practice for Framing Effect?
Answer: Use framing to highlight genuine benefits and help people make informed decisions.
