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HIGHEST LEVEL HIGHLIGHTS
INTO THE JUNGLE
Source/Citations
FRAMING EFFECT:
Kahneman, Daniel & Tversky, Amos, 1979. "Prospect Theory: An Analysis of Decision under Risk," Econometrica, Econometric Society, vol. 47(2), pages 263-291, March.
TWO SYSTEMS:
Kahneman, D. (2011). Thinking, fast and slow. New York: Farrar, Straus and Giroux
LAW OF LEAST EFFORT:
Human Behavior and the Principle of Least Effort: An Introduction to Human Ecology. (2016). United States: Ravenio Books.
*Primary Source/Initial Learning: Thinking, Fast & Slow (Kahneman)
OSTRICH EFFECT
Karlsson, Niklas; Loewenstein, George; Seppi, Duane (2009). "The ostrich effect: Selective attention to information" (PDF). Journal of Risk and Uncertainty. 38 (2): 95–115. doi:10.1007/s11166-009-9060-6.
Kahneman, Daniel & Tversky, Amos, 1979. "Prospect Theory: An Analysis of Decision under Risk," Econometrica, Econometric Society, vol. 47(2), pages 263-291, March.
TWO SYSTEMS:
Kahneman, D. (2011). Thinking, fast and slow. New York: Farrar, Straus and Giroux
LAW OF LEAST EFFORT:
Human Behavior and the Principle of Least Effort: An Introduction to Human Ecology. (2016). United States: Ravenio Books.
*Primary Source/Initial Learning: Thinking, Fast & Slow (Kahneman)
OSTRICH EFFECT
Karlsson, Niklas; Loewenstein, George; Seppi, Duane (2009). "The ostrich effect: Selective attention to information" (PDF). Journal of Risk and Uncertainty. 38 (2): 95–115. doi:10.1007/s11166-009-9060-6.
Driving business is about initiating action. In the Technically Selling approach - you're not bracing for impact; the salesperson sets the tone and creates impact.
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