Dictionary Category: Psychology & Behavioral Concepts

The need for approval and acceptance from others, leading people to follow what they perceive others are doing. Applied through customer counts, popularity indicators, and social media integration.

The cognitive tendency to rely heavily on the first piece of information encountered. In CRO, used strategically by showing higher-priced options first to make other prices seem more reasonable.

The psychological tendency to follow the lead of credible, knowledgeable experts. Leveraged through expert endorsements, certifications, and professional credentials to increase trust and conversions.

The amount of mental effort required to process information or complete a task. High cognitive load reduces conversions; effective CRO minimizes mental effort required from users.

The anxiety that others might be having rewarding experiences from which one is absent. Used in CRO through limited-time offers, countdown timers, and scarcity messaging.

The psychological principle that people feel the pain of losing something twice as strongly as the pleasure of gaining it. Applied through risk-free trials, money-back guarantees, and “don’t lose out” messaging.

The phenomenon where too many options can overwhelm users and decrease conversions. Effective CRO limits choices and guides users toward optimal decisions.

The psychological tendency to want to give back when someone gives to us first. Applied through free samples, valuable content, or helpful tools before asking for conversions.

The psychological principle that people value things more when they appear to be in limited supply. Implemented through limited quantities, time-sensitive offers, or exclusive access messaging.