Why We Buy
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Hyperbolic Discounting
Let’s explore Hyperbolic Discounting – why people often choose smaller, immediate rewards rather than larger rewards later.
Delight
Let’s explore Delight – how delivering unexpected value can drive long-term customer loyalty.
The Barnum Effect
Let’s explore The Barnum Effect – how to use personality descriptions to get the attention of a wide range of people.
Empathy Gap
Let’s explore Empathy Gap—why we often underestimate how much a buyer’s emotional state can influence their behavior and decisions.
Buying Triggers
Let’s explore Buying Triggers—why customers must experience a trigger event before they’ll be open to your offer.
The Decoy Effect
Let’s explore The Decoy Effect—why presenting buyers with a third option that you don’t actually expect them to buy can make it easier for them to choose.
Social Proof
Let’s explore Social Proof – why we take cues from others.
Analysis Paralysis
Let’s explore Analysis Paralysis – why sometimes less is actually more.
System 1 and 2 Thinking
Let’s explore System 1 and 2 Thinking – why we rely on intuition and instinct to make the vast majority of decisions.
False Consensus
Let’s explore The False-Consensus Effect—why we believe that our behavior is the “normal” way to do it.
Expectations
Let’s explore Expectations – how to give your customer an experience that they love (without leaving some disappointed).
Color
Let’s explore Color Psychology – why color plays a huge role in our buying decisions.
IKEA Effect
Let us explore the IKEA Effect – why we overvalue things we had a hand in creating ourselves.
Social Doubt
Let us explore Social Doubt – what repels people from buying into your brand.
Frequency Illusion
Let’s explore Frequency Illusion – why once we notice something for the first time, suddenly it seems like it’s becoming more common—even if nothing has actually changed.
Pratfall Effect
Let’s explore the Pratfall Effect – why showing your flaws can actually make people like you more.
Smell
Let’s explore Smell—why certain scents can sway us to spend more (or possibly turn us off).
Taste
Let’s explore Taste – how our weakest sense can influence decision-making and drive brand loyalty.
Galatea Effect
Let’s explore the Galatea Effect – how people’s self-fulfilling prophecies drive achievement.
Scarcity
Let’s explore Scarcity–the power of “not enough.”