There's also a good book called Subliminal that discusses the neuroscience of how our subconcious brain make decisions that we often believe we made ourselves.
If folk found this interesting I'd recommend they get hold of a copy of "Neuro Web Design: What Makes Them Click?" by Susan M. Weinschenk. It's not the most academic of books and a quick read (about 150 pages or so) - but it gives a bunch of high-level pointers to stuff that you can google around and dig into if you like.
Got a source on that? My experience and the research disagree, these take advantage of lower level cognitive biases that are prevalent (or maybe universal) in human beings.
Lots of people have even a habit of identifying such tricks. Others, like me, have an automated tendency to map them to the list of cognitive biases from Wikipedia - http://en.wikipedia.org/wiki/List_of_cognitive_biases - the thing that deserves to be printed and framed.
I certainly have that same tendency, and have fun playing the "name that bias" game.
But we are both in a tiny minority and are still influenced by those biases even when we recognize them. I would argue we would be less influenced when we recognize them but that's conjecture on my part.
Nice article ! One comment : on the "Selling Time Over Money" part, it seems to me that some business manage to do the opposite.
Take Ikea, for instance.
Typically you buy some furniture there, hoping to spend little money in exchange of giving up your sunday afternoon precious time.
If you take into account the time spent assembling the furniture, with a reasonable hourly rate, some furnitures there are not so cheap anymore.
The Ikea business implies that sometimes we prefer money over time.
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But we are both in a tiny minority and are still influenced by those biases even when we recognize them. I would argue we would be less influenced when we recognize them but that's conjecture on my part.
The Ikea business implies that sometimes we prefer money over time.