Cognitive Biases - Everyday Sales

Our natural biases affect how we lead and who we follow. Understand them to sharpen your instincts and help you grow your business.

Cognitive Biases

Bandwagon Effect

People are more likely to follow a belief or action if others are doing it as well.

Cognitive Biases

Beneffectance

The tendency to take responsibility for success, but to attribute failure to something else.

Cognitive Biases

Bizarreness Effect

People will remember the unique or peculiar more than things they would commonly expect.

Cognitive Biases

Choice-Supportive Bias

People believe that since they made a decision in the first place, it must have been the correct one.

Cognitive Biases

Confirmation Bias

The tendency to focus on information that reinforce preexisting beliefs.

Cognitive Biases

Consistency Bias

The belief that ones past thoughts are the same as they are now.

Cognitive Biases

Cryptomnesia

Cryptomesia happens when a forgotten memory returns but the memory is thought to be a new or original idea.

Cognitive Biases

Context Effect

The tendency to associate a memory with its surrounding environment, inhibiting recall in other environments.

Cognitive Biases

Egocentric Bias

Recalling the past in a self-serving manner, such as overestimating accomplishments.

Cognitive Biases

Fading Affect Bias

The Fading affect bias explains that unpleasant memories fade faster than positive memories.

Cognitive Biases

Extreme Aversion

The tendency to follow the "middle of the road" and avoid choices that are perceived as extreme.

Cognitive Biases

False Consensus Effect

The tendency to assume one's thoughts are shared by others without direct confirmation.

Cognitive Biases

Forer Effect or Barnum Effect

The tendency to believe that vague general descriptions are accurate depictions of one's personality.

Cognitive Biases

Framing Effect

Arriving at different conclusions from the same evidence because of the way the evidence is presented.

Cognitive Biases

Humor Effect

Funny things are remembered better than normal things.

Cognitive Biases

Frequency Illusion

When learning something new, we tend to start seeing it constantly in our everyday lives.

Cognitive Biases

Halo Effect

The tendency for one trait to color the way a person's other, unrelated traits are viewed.

Cognitive Biases

Hindsight Bias

When people remember events as being more predictable than they really were.

Cognitive Biases

Hyperbolic Discounting

The tendency to reduce the perceived value of a reward the longer you have to wait for it.

Cognitive Biases

Illusion of Control

The tendency for people to assume they can affect outcomes that are actually beyond their control.

Cognitive Biases

Illusory Correlation

Creating a relationship between two concepts when no such relationship actually exists.

Cognitive Biases

Information Bias

The tendency to seek more information even after there is no more useful impact on the decision.

Cognitive Biases

In-Group Bias

The tendency to treat member of one's own group more favorably.

Cognitive Biases

Illusion of Truth

People are more likely to believe a statement they have heard previously just because it's familiar to them.

Cognitive Biases

Leveling

Leveling is the tendency to keep out or tone down parts of a memory to keep the recollection smooth.

Cognitive Biases

Mere Exposure Effect

The tendency to hold a stronger preference for the familiar.

Cognitive Biases

Modality Effect

The end of a presentation is easiest to recall, followed by the items at the beginning.

Cognitive Biases

Neglect of Probability

The tendency to make a decision without regard for probability.

Cognitive Biases

Picture Superiority Effect

Viewing pictures facilitate memory recall better than written word.

Cognitive Biases

Planning Fallacy

The tendency to underestimate the time required to complete a task.

Cognitive Biases

Post-Purchase Rationalization

The tendency to reinforce a purchase decision as positive once the purchase has been made.

Cognitive Biases

Regressive Bias

We "average out" our memories and don't think of frequencies as extremely as they are.

Cognitive Biases

Self-Generation Effect

Self generated statements are remembered more easily.

Cognitive Biases

Self-Relevance Effect

People remember things that they find relatable.

Cognitive Biases

Spacing Effect

Information provided over a longer period of time is better remembered.

Cognitive Biases

Spotlight Effect

People tend to believe that others remember their thoughts or actions longer than they really do.

Cognitive Biases

System Justification

The tendency to prefer current ideas and systems over adopting new ones.

Cognitive Biases

Suffix Effect

Including additional, irrelevant information at the end of a presentation.

Cognitive Biases

Unacceptability Bias

The tendency to evade questions that are deemed too personal or embarrassing.

Massive List of 40 Cognitive Biases in Business

A cognitive bias is a tendency to remember something better or prefer one thing over another based on certain conditions. Whether you’re marketing, training, presenting, or buying, understanding these biases will help you make better decisions!

Bandwagon effect — Bandwagon Effect
People are more likely to follow a belief or action if others are doing it as well.
June 21, 2017/by Tom Waters

Beneffectance
The tendency to take responsibility for success, but to attribute failure to something else.
June 21, 2017/by Tom Waters

Bizarreness effect — Bizarreness Effect
People will remember the unique or peculiar more than things they would commonly expect.
June 21, 2017/by Tom Waters

Choice-supportive bias — Choice-Supportive Bias
People believe that since they made a decision in the first place, it must have been the correct one.
June 21, 2017/by Tom Waters

Confirmation bias — Confirmation Bias
The tendency to focus on information that reinforce preexisting beliefs.
June 21, 2017/by Tom Waters

Consistency bias — Consistency Bias
The belief that ones past thoughts are the same as they are now.
June 21, 2017/by Tom Waters

Context effect — Context Effect
The tendency to associate a memory with its surrounding environment, inhibiting recall in other environments.
June 21, 2017/by Tom Waters

Cryptomnesia
Cryptomesia happens when a forgotten memory returns but the memory is thought to be a new or original idea.
June 21, 2017/by Tom Waters

Egocentric bias — Egocentric Bias
Recalling the past in a self-serving manner, such as overestimating accomplishments.
June 21, 2017/by Tom Waters

Extreme aversion — Extreme Aversion
The tendency to follow the "middle of the road" and avoid choices that are perceived as extreme.
June 21, 2017/by Tom Waters

Fading Affect Bias
The Fading affect bias explains that unpleasant memories fade faster than positive memories.
June 21, 2017/by Tom Waters

False consensus effect — False Consensus Effect
The tendency to assume one's thoughts are shared by others without direct confirmation.
June 21, 2017/by Tom Waters

Forer effect (aka Barnum Effect) — Forer Effect or Barnum Effect
The tendency to believe that vague general descriptions are accurate depictions of one's personality.
June 21, 2017/by Tom Waters

Framing Effect
Arriving at different conclusions from the same evidence because of the way the evidence is presented.
June 21, 2017/by Tom Waters

Halo effect — Halo Effect
The tendency for one trait to color the way a person's other, unrelated traits are viewed.
June 21, 2017/by Tom Waters

Hindsight bias — Hindsight Bias
When people remember events as being more predictable than they really were.
June 21, 2017/by Tom Waters

Humor effect — Humor Effect
Funny things are remembered better than normal things.
June 21, 2017/by Tom Waters

Hyperbolic discounting — Hyperbolic Discounting
The tendency to reduce the perceived value of a reward the longer you have to wait for it.
June 21, 2017/by Tom Waters

Illusion of control — Illusion of Control
The tendency for people to assume they can affect outcomes that are actually beyond their control.
June 21, 2017/by Tom Waters

Our natural biases affect how we lead and who we follow. Understand them to sharpen your instincts and help you grow your business.

Massive List of 40 Cognitive Biases in Business

Bandwagon Effect

Beneffectance

Bizarreness Effect

Choice-Supportive Bias

Confirmation Bias

Consistency Bias

Context Effect

Cryptomnesia

Egocentric Bias

Extreme Aversion

Fading Affect Bias

False Consensus Effect

Forer Effect or Barnum Effect

Framing Effect

Frequency Illusion

Halo Effect

Hindsight Bias

Humor Effect

Hyperbolic Discounting

Illusion of Control

Site

Social