Psychology Terms
Psychology terms cover the behavioral principles behind shopper decisions. Each definition explains the concept and how it shows up in ecommerce.
11 terms
AnchoringAnchoring is a cognitive bias where the first piece of information encountered heavily influences subsequent judgments and decisions.PsychologyAuthorityAuthority is a persuasion principle where people follow the advice of credible experts, making expertise signals powerful conversion tools.PsychologyChoice OverloadChoice overload occurs when too many options lead to decision paralysis, lower satisfaction, and reduced likelihood of making any choice.PsychologyConsistencyConsistency is the psychological drive to behave in ways that align with previous commitments, making small initial actions lead to larger ones.PsychologyDecoy EffectThe decoy effect occurs when adding a third, inferior option makes one of the original two choices more attractive by comparison.PsychologyEndowed Progress EffectThe endowed progress effect shows that people work harder toward goals when given artificial advancement, making head starts powerful motivators.PsychologyFramingFraming is a cognitive bias where decisions change based on how information is presented, even when the underlying facts remain identical.PsychologyLoss AversionLoss aversion is the psychological tendency to feel losses more intensely than equivalent gains, typically by a factor of two.PsychologyReciprocityReciprocity is the psychological tendency to return favors, making people more likely to buy after receiving something valuable first.PsychologyScarcityScarcity is a persuasion principle where limited availability increases perceived value and motivates faster purchasing decisions.PsychologySocial NormsSocial norms are unwritten rules about accepted behavior that influence purchasing decisions by signaling what others do and approve of.Psychology
