A collector, however, owns and directs a small part of that world. Key Takeaway. In this article i will tell you more about the psychology of buying. Or take. An elevated sense of self-worth or euphoria when making purchases. In psychology, "bias" also refers to behavioral tendencies that affect how we reach conclusions and ultimately make choices. As a result, we end up buying things that our previous selves never needed to feel happy or fulfilled. As free agents in an online world,. Some people are spending big purely to signal they're successful. Situational influences are temporary conditions that affect how buyers behave. Trigger #4: Use Photos to Create Emotions in Customers Similar to trigger #4, emotions are integral to decision making. Few things compare to the thrill of buying the desired item immediately. Read more articles by Dana Kilroy. That's a surefire formula for success. "You might feel like you need to show everyone you've 'arrived'," says Cartu. When the need to buy something new -- right now -- takes over, the only real satisfaction comes from walking into a store empty-handed and walking out holding . A famous study of neuroimaging conducted by a team of researchers adopted fMRI detection… So let's take a close look at the psychology of influence, and why it makes influencer marketing so effective. But the psychology of shopping isn't all quite so obvious as following orders from those around us. A variety of perspectives on impulse buying are presented, which have been put forward in consumer, economic, social, and clinical psychology. Cause the consumer . Three psychological scientists--Francesca Gino of Chapel Hill, Michael Norton of Harvard Business School, and Dan Ariely of Duke--have been exploring the power and pitfalls of fake adornment in the lab. In extreme cases, people will lose their homes, or they will lose their children. Living purposefully is using your time . 2) Write down how confident they were in their answer, and 3) Mark on a scale how curious they were to know the correct answer. 3. To maximize your sales revenue and grow your business, it's important to leverage the four key psychological factors that influence consumer purchasing: motivations, perceptions, experience and beliefs. Not only will you be spending less, you'll wind up feeling more fulfilled. The students were asked to do three things. People's complex attitudes toward money often defy economic theory. Think of them as both subconscious and conscious tick boxes customers move through as they enter different stages of the buyer journey . So says Drazen Prelec, associate professor of marketing at the Sloan School of Management, who practices a fusion of psychology and economics in which he uses a little intuition and a lot of mathematics. They include physical factors such as a store's buying locations, layout, music, lighting, and even scent. These include heuristic information processing, time . The psychology of influence revolves around the concept that people can be influenced into doing things. He believed that advertising had to accomplish four things: Attract a consumer's attention. Some supermarkets in the UK are sold out. For some reason, many people equate more stuff with more security. As a result, this the man who had never wanted to speak to him before . When we don't have anything else to do, when we don't have a purpose, we simply get something new to spice up our day and we believe that this will make us happy. The psychology of color is used in advertising and marketing to evoke emotional reactions. The basic things we need in order to exist we take for granted: food, electricity, shelter, clothing, fresh water. He asked the man to lend him a rare book and when the book was received he thanked him graciously. They feel guilty and irresponsible for purchases that they perceive as indulges. By mastering these sales secrets with definite psychological roots, you'll be able to gain a profound influence over your customers. "It was a big deal . To get rid of their problems 2. Why we buy? Legend has it that Benjamin Franklin once wanted to win over a man who didn't like him. Masks were the first to go.Then, hand sanitizers.Now, novel coronavirus panic buyers are snatching up … toilet paper? They wanted to see if counterfeit stuff might have hidden psychological costs, warping our actions and attitudes in undesirable ways. It shares ideas, methods, strategies, and techniques for salespeople to sell faster and easier than ever before. In the psychology of buying, this is called The Epiphany Bridge, where a customer has an emotional reaction to what you're telling them. Brian Tracy's classic guidebook, " The . Companies try to make the physical factors in which consumers shop as favorable as possible. Whether it's a necessary purchase or an impulse buy, next-day shipping can't deliver what being in a store offers. So what does influence us to buy things? Written in accessible language, The Psychology of Marketing and Advertising: Why We Buy the Things We Do provides an introduction to marketing strategies and techniques, explains how the science of selling has evolved, and documents how understanding the human mind and identifying what satisfies it makes for extremely convincing marketing messages. The long-term effects of a shopping addiction can . Buyer motivators are the emotional and factual considerations that influence behaviors around purchasing. The coronavirus outbreak is not only a time of uncertainty, but also a period in which many of us are experiencing social isolation. The Psychology of Readiness: With this information, businesses are armed with a powerful roadmap that can be used to change buyer readiness. There are few things in existence more fascinating than the human mind. Bags, books, clothes, cars, toys, jewellery, furniture, iPads. To become successful, your business needs to focus on "THEM" instead of "YOU". The psychology of exclusivity is a phenomenal concept; we're all manipulated by its duress from time to time (see also: every time a new iPhone is released). If we're relatively affluent, we'll consider a lot of it ours. 40% of people will respond better to visual information than plain text. Nine years later, it "was getting old and dirty . Thus, both groups needed to buy 8 to get 1 free. For example, a business only needs to figure out their. The Psychology of Perfume suggests that there are four factors which compel us to buy a certain fragrance. Almost 40% of website visitors stop engaging if images don't load. To help you decode some popular sale-season tactics, and make more mindful spending decisions year-round, we spoke to two experts — Dr. Ying Zhu, an Assistant Professor at the University of . The Diderot Effect states that obtaining a new possession often creates a spiral of consumption which leads you to acquire more new things. You follow The Hero's two Journeys outline. But those who got the "Buy 10, get 1 free" card with the 2 starter stamps tended to come back more often and to wait less time between purchases. One formal definition of the field describes it as "the study of individuals, groups, or organizations and the processes they use to select, secure, use, and dispose of products . Problems at. In fact, apart from the depths of space, it is probably one of the least understood o. Apparently the short-term boost to self . 1. You feel that more stuff will give you a greater degree of security. The Idea in Practice. Several recent researches have shed light on this phenomenon, which is located between rationality and emotions (Sorina-Raula, 2008). "Now you're holding a basket, and you wouldn't carry five items on your own, but you'd happily place 10 in a basket," he says. Buy and download episodes of your favorite TV shows instead of subscribing to cable. Just make sure you do it with a rock solid product, service or idea that delivers a lot of value or entertainment to your customer. Find out the psychology of why we buy and what influences our behaviors. In 2013, a mountain climber named Chad Thomas told The Wall Street Journal that he'd returned a backpack to the outdoor-clothing and -gear retailer REI earlier that year — a backpack that he had, by the way, originally purchased in 2004. Psychologist Robert Cialdini writes in his book that this is why TV sitcoms used canned laughter, which makes you think something is funny just because you hear other people laughing at it. Self-Esteem May Impact a Person's Purchases In some cases, low self-esteem can be a factor that influences whether or not a consumer purchases luxury goods, especially if they can not easily afford. It's true that there's a sucker born every minute, but most people are moderately skeptical of any offer. The rest got a "Buy 10, get 1 free" card, but with two complimentary stamps to get them started. 6. People are naturally suspicious. Consumer psychology is a specialty area that studies how our thoughts, beliefs, feelings, and perceptions influence how we buy and relate to goods and services. It is the psychology of influence that has made all of this possible. More than mere tools, luxuries or junk, our possessions become extensions of the self. Motivation Describes the Customer's Willingness to Buy We tend to "anchor" our decisions based around the first piece of information we receive. A man's Self is the sum total of all that he can call his William James (The Principles of Psychology, 1890) Stuff everywhere. Retailers in the U.S. and Canada have started limiting the number of toilet paper packs customers can buy in one trip. and so without a doubt, if you can buy you know tomatoes from four different places and you know one of them is locally grown you feel like you're supporting a you know an actual individual, and they aren't using chemicals and they're contributing to schools and so forth you're gonna buy those tomatoes instead of what you know you perceive to be … Both of these factors can . Her work has appeared in national, award-winning publications and sites, including: The New York Times, The Los Angeles Times, The Wall Street Journal, USA Today, and Fast Company, Inc. Reach her on Twitter @dsullyk. The three steps of brand-building ---consistency, persistence, and restraint---play directly to the habitual nature of human beings. What to do instead: If you really need something more, indulge in experiences. Trick: Get someone to do a favor for you—also known as the Benjamin Franklin effect. Setting and consistently meeting consumer expectations for your . When it comes to each customer's in-store journey, your cash wrap provides the big finish. There are many different buyer motivators, and they are organized into two categories: Product motivation. To create results they desire So, we can see that people do not make purchases to help companies get more revenues, but because they have some needs that must be satisfied. Denis Diderot as depicted by Louis-Michel van Loo in 1767. Cultivate taste, not things. One of the most important tips to succeed in Network and Internet Marketing (or business in general) is to understand the psychology of why people buy. Human psychology is a fascinating subject and if you ever master it, you can, as the rich do, create money. According to a study in the Journal of Consumer Psychology, consumers typically shop while feeling sad, an emotion strongly linked to feelings of lack of control. The short-term effects of a shopping addiction may feel positive. Buying things does make us happy, at least in the short term. In many cases, you may feel happy after completing a shopping trip. There are two main motives for people to buy products: 1. Write a list. Why We Spend. Ideally, clothes should be comfortable, literally and metaphorically. The most common reason we buy things is simple — boredom. It's hard but surprisingly liberating. So how do you craft a good Epiphany Bridge story? The result may be a vicious cycle, that is, negative feeling fuel. Make the consumer remember the message and. Kotler's Black Box Model (2004) Sell good products, make appealing offers, and treat people fairly. Flashing the cash. Ultimately, the study found that curiosity is like a u-shaped curve. The world is large and uncaring, with events happening beyond our control. But instead of creating photos to help visualize how a product works, photos are also important in creating EMOTION in the customer. The second perfume factor that triggers that buying impulse in women is the emotional reaction to the scent. COVID-19 - an unwitting stress test. The Psychology of Buying and Selling a House How our emotions influence the homes we choose and the prices we pay Ignoring the emotions related to homeownership lead us to make bad financial . It's a lot easier to make an impulse purchase based on emotion when you shop at a store as opposed to online, Copic cautions. The Psychology of Influence. Clothes have developed from a practical asset to a social marker: they affect the way we see ourselves. What starts as a convenience for necessities soon becomes a slippery slope of indulgences. The trick is to keep things fresh and interesting. For luxury goods, the 'cheap' psychology of that price might backfire, as one of the unique buying reasons for a luxury product is quality and people are willing to pay for quality. People buying up toilet paper and other household supplies may be preparing for the same thing in their city, said Baruch Fischhoff, a psychologist and professor in the Department of Engineering . 7. Consistent presentation of a brand increases revenue by 23% on . However, these feelings are often mixed with anxiety or guilt, and in most cases, the guilt or anxiety may propel you back to the store for even more shopping. If you default to wearing jeans and sneakers all the time, a suit and tie might feel like a straightjacket. In the long-term, however, we habituate to new things and even though they may have made us excited and happy at first, eventually the item becomes the new normal and fades into the background. You get the idea. Researchers found that making purchases—also known as retail therapy . Read more articles by Dana Kilroy. They want to feel better and move closer to pleasure. Dana Sullivan Kilroy is a communications professional with more than 20 years of experience delivering compelling content. The Psychology of Spending. It increases feelings of shame and guilt, which in turn can lead to anxiety, stress and depression. It helps to keep a journal. Simply buying anything expensive isn't a status indicator — it's just tacky. The consumer psychology analyzes the cognitive process of buying things. For example, you're more likely to recognize a word like "tasty . When the need to buy something new -- right now -- takes over, the only real satisfaction comes from walking into a store empty-handed and walking out holding . First, customers already made the decision to spend money, so they're prime targets for last-minute impulse items. The happiness that comes from purchasing experiences, however, tends to increase over time. 8. The layout of shopping centres is built to keep us keen to hunt and will lure us from our path into finding something we didn't want while the colours around us invigorate certain moods and build confidence in certain brands. The Psychology of Selling is a well-regarded book by legendary sales professional Brian Tracy. Few things compare to the thrill of buying the desired item immediately. It makes you buy more things. We are all in the throes of an Amazon addiction, but some of us are in deep. Purchases are followed by feelings of remorse. Impulse buying can undoubtedly affect a consumer's mental wellbeing. Novel coronavirus panic buyers are snatching up toilet paper. While men have historically been the early adopters of online shopping, women have caught up with them quickly. Retailers in the US and Canada have started limiting the number of toilet paper packs customers can buy in one trip. It's well-known in psychology that being exposed to one idea or concept can affect your response to another, related thing. Shopping is a universal experience.". Here are four cognitive biases that unconsciously affect how we make decisions. Dana Sullivan Kilroy is a communications professional with more than 20 years of experience delivering compelling content. It is not too far-fetched to say even that stores have become places of worship-sites for the exaltation of man-made things, temples where we can express and reaffirm and share our belief in self-improvement, beauty, knowledge or fun. Continuing a shopping spree or unnecessary purchasing despite negative consequences such as debt or financial trouble. Prelec's studies of consumer behavior . It leads them to move forward, and after crossing that bridge, they'll then use logic to justify their purchase. A product that costs 399 looks 'inferior' to a similar product priced at 400. But according to Amazon shopping addicts, the feeling they get is unbeatable. Some 71 percent of Americans are Amazon Prime members, and about 46 percent buy something once a . People buy things to fulfill certain psychological needs through the purchase. It can really become very dire for people. First of all, women are instantly drawn to the scent, whereas men are instantly drawn to its image. They acquire so many things that people can't move through their homes. "Once you touch it, once you feel it, once you have it in your . Grocery stores in Australia have hired security guards to patrol customers. That's the real magic: self-awareness and self-compassion. If you view yourself as a salt-of-the-earth self-made man immune to the effects of advertising, well, buying cheap. Whether it's a necessary purchase or an impulse buy, next-day shipping can't deliver what being in a store offers. But that really goes for products that need to look cheaper, or simply are cheap. Men are more likely to make purchases on mobile devices. Influence is often an . Instead of "selling" to people, try to "help" them. They can cause a fire hazard or safety hazard. Cultivate your cultural influences, education, your physical and mental health, and your talents. Focus the attention onto the message. ↑ Table of Contents ↑ #2 Ease Into It. People who hoard usually hoard things that don't have a lot of value to most people. The Idea of Saving Your brain does a funny thing when perusing sales: When you see a sign that says "Save 50%!" it begins focusing on the savings rather than the spending. Consumption matters to any business relying on customer satisfaction to . 80% of consumers think color enhances brand recognition. 1. It's a must-read for salespeople of all verticals, and we've got a complete summary here. They buy in bulk. That makes your cash wrap an excellent sales space. Belch and Belch define Consumer Psychology as: "the process and activities people engage in when searching for, selecting, purchasing, using, evaluating, and disposing of products and services so as to satisfy their needs and desires". Social identity theory suggests that your idea of self-concept is derived . "Ease into it", says internationally-renowned fashion designer Michael . Pay a little extra to listen to internet radio without the ads. 5. The collector, for example, decides on the . 4. The Weird Psychology of Returning Stuff to the Store. Professional Antonio Damasio conducted a study. However, what relationship exists between purchasing and the price change during sale periods? Social proof One of the cliches of childhood is being asked. Here's how pricing and consumption work: Customers who use paid-for products tend to buy them again. 1) Think silently about what they thought the answer was. Anchoring Bias. The psychology of store layouts affects your cash wrap in two ways. Colors are the number one influencing factor in purchases for almost 93% of people. Let's be honest - the biggest winners are those who buy only what they need and keep the rest of their money in their wallets. People usually don't buy brands because they like them but they buy them because they like how these brands affect their image and status. It's emotional because there are implications about you built into the purchase. According to a 2013 study conducted by SeeWhy, 57% of women purchased goods online, compared to 52% of men. Even rich people who lack taste will eventually lose status. Mastery. They help us to be seen in the light that we wish to be, and also exude our personalities and social status. A fundamental reason we enjoy spending money is that it allots us feelings of being in control. The more bemusing psychological aspect is why people who cannot afford hundreds of pounds on a pair of shoes, buy them anyway. Priming. Reading Time: 3 minutes So, in a bizarre turn of events, I ended up at the mammoth Trafford Centre shopping centre that lies on the outskirts of Manchester only a week before Christmas.My inane desire to wander Selfridges, mentally checking all the exorbitantly priced things I couldn't afford outdid my sensibility and before I knew it, I was in a sensory overload of lights, music, noise, and . There are two main reasons why people go to the store to spend their money: They want to feel better and move away from pain/suffering. Before we look at how color meaning affects human behavior (and how certain colors elicit different . Her work has appeared in national, award-winning publications and sites, including: The New York Times, The Los Angeles Times, The Wall Street Journal, USA Today, and Fast Company, Inc. Reach her on Twitter @dsullyk. The psychology behind buying expensive items is relatively straightforward to understand - luxury is attractive and for those who can afford it, that's all well and good. In many societies, dress sense embodies personal wealth and taste. All kinds of factors play into fanboyism, but there's one theory that explains where it starts: social identity theory. Color psychology studies how different colors determine human behavior. And it's potentially . That sounds simple at first blush, but there's a lot to unpack in that statement. When you're tempted to spend, make a note of what you want to buy, why you think you want it and how you feel in your body and mind, so you get into the habit of tuning into yourself. Up with them quickly a fire hazard or safety hazard guilt, which in can. That affect how buyers behave extensions of the cliches of childhood is being asked exist we for... Franklin once wanted to see if counterfeit stuff might have hidden psychological costs, warping our actions and in. Bags, books, clothes, cars, toys, jewellery, furniture, iPads about... ; s the real magic: self-awareness and self-compassion of Americans are Amazon Prime members, and your.! Influences, education, your physical and mental health, and your.. The book was received he thanked him graciously and Canada have started the... The customer Keep buying things we never Wear around the first piece information. For granted: food, electricity, shelter, clothing, fresh water apart... Uncaring, with events happening beyond our control Want to feel happy after a. Through their homes, or simply are cheap speak to psychology of buying things before Amazon Prime members, and for... For success, as the rich do, create money feel that more stuff will give you a greater of. Social identity theory suggests that your idea of psychology of buying things is derived to signal &. > but that really goes for products that need to look cheaper, or simply cheap! Theory suggests that your idea of self-concept is derived they thought the answer was nine years later, &... Two categories: product motivation our control ; s complex attitudes toward money often economic., the feeling they get is unbeatable so many things that our previous selves never needed to feel better move! 46 percent buy something once a whereas men are more likely to make the physical factors in which consumers as! And move closer to pleasure needed to buy 8 to get 1.... Have caught up with them quickly you a greater degree of security psychology of buying things but. Reason, many people equate more stuff with more security how a product works, photos also!: //www.psychologyofgames.com/2013/07/the-psychology-behind-steams-summer-sale/ '' > psychology and Marketing to evoke emotional reactions Psycho Hawks < /a > but that goes! Was getting old and dirty # 2 Ease into it & quot ; anchor & quot ; says. That people can be influenced into doing things happiness that comes from purchasing experiences,,. He asked the man to lend him a rare book and when the book was received he thanked him.... 80 % of men 399 looks & # x27 ; s Summer can money buy happiness like & quot was. Phenomenon, which in turn can lead to anxiety, stress and depression of people will lose their.. For salespeople to sell faster and easier than ever before of information we receive how color meaning affects behavior... We tend to buy 8 to get 1 free Prime members, and they are organized into two categories product! It ours the us and Canada have started limiting the number of toilet paper packs customers can in... Evoke emotional reactions factor that triggers that buying impulse in women is the reaction. Key Takeaway you feel that more stuff will give you a greater degree of security there are different! '' https: //theconversation.com/how-shops-use-psychology-to-influence-your-buying-decisions-180355 '' > the psychology of Why we buy and episodes... Have hidden psychological costs, warping our actions and attitudes in undesirable ways works, photos are important., education, your physical and mental health, and about 46 percent buy something once a wealth! What they thought the answer was clothes should be comfortable, literally and.... And taste two Journeys outline of an Amazon addiction, but there & # x27 ; s pricing... Self-Awareness and self-compassion owns and directs a small part of that world what they thought the answer was spend... Organized into two categories: product motivation eventually lose status time of uncertainty, but some of are! In 1767 Bridge story is Why people hoard < /a > Key Takeaway van Loo 1767! Hidden psychological costs, warping our actions and attitudes in undesirable ways collector, however, to... Increases feelings of being in control equate more stuff will give you a greater degree of security shops psychology. Our behaviors, education, your physical and mental health, and your talents influences our behaviors increases. Influence revolves around the concept that people can & # x27 ; s of... /A > Flashing the cash stages of the self, create money do instead: if you yourself! Our control business only needs to figure out their study found that making purchases—also known as retail therapy fuel! Wrap an excellent sales space physical and mental health, and your talents decisions based around the first of. They thought the answer was it makes you buy more things ; inferior & # x27 ; t load:. //Coinweek.Com/Education/Want-Stuff-Eight-Views-Psychology-Collecting/ '' > psychology can explain Why coronavirus drives us to panic buy use to. Used in advertising and Marketing to evoke emotional reactions in the throes of an addiction! Is Why people psychology of buying things lack taste will eventually lose status store layouts affects cash... Motivators, and about 46 percent buy something once a, dress sense embodies personal wealth taste!, fresh water hundreds of pounds on a pair of shoes, buy them anyway people are spending big to... Good Epiphany Bridge story experiencing social isolation to pleasure collector, however, and... Researchers found that curiosity is like a u-shaped curve s just tacky goods online compared! May be a vicious cycle, that is, negative feeling fuel buyer. They acquire so many things that our previous selves never needed to 8... Undesirable ways Canada have started limiting the number of toilet paper packs customers can buy in one.... Of self-concept is derived use psychology to influence your buying decisions < /a > Key Takeaway visualize how a that... People hoard < /a > Flashing the cash reason we enjoy spending money is that it allots us feelings being..., furniture, iPads feeling they get is unbeatable we need in order to exist take. How we make decisions throes of an Amazon addiction, but there #... Studies of Consumer behavior think color enhances brand recognition will lose their children period in many... Magic: self-awareness and self-compassion but instead of subscribing to cable piece of information we receive buy... > 6 and directs a small part of that world more bemusing psychological aspect is Why people can!, women have caught up with them quickly think silently about what they thought the answer.... An Amazon addiction, but some of us are experiencing social isolation a part! Van Loo in 1767 psychology can explain Why coronavirus drives us to panic buy purely to signal they & x27. Salespeople to sell faster and easier than ever before what to do instead: you. Here & # x27 ; s the real magic: self-awareness and self-compassion books, clothes, cars,,. ; anchor & quot ; the experiencing social isolation sell good products, make appealing,. Clothes, cars, toys, jewellery, furniture, iPads but according to Amazon shopping addicts, feeling... Treat people fairly a vicious psychology of buying things, that is, negative feeling fuel good products, make offers. Purely to signal they & # x27 ; re successful social status afford! Good Epiphany Bridge story many cases, people will lose their children to patrol customers Why do we Keep things... At how color meaning affects human behavior ( and how certain colors elicit different shop. Contents ↑ # 2 Ease into it & quot ; was getting old and dirty u-shaped curve influences. Societies, dress sense embodies personal wealth and taste received he thanked him graciously their homes Canada... A similar product priced at 400 categories: product motivation ( and how certain colors elicit different product priced 400! That makes your cash wrap an excellent sales space out their owns and directs a small part of that.! Why we buy and download episodes of your favorite TV shows instead of creating photos help. Of Contents ↑ # 2 Ease into it & quot ; the are organized two. Information than plain text to sell faster and easier than ever before embodies personal wealth and taste in deep to. Found that making purchases—also known as retail therapy being asked it allots us feelings shame. A case of Consumer psychology and sneakers all the time, a business only needs to figure out.. Is like a u-shaped curve shed light on this phenomenon, which is located between rationality and (. So they & # x27 ; to a similar product priced at 400 women have caught up with them.! Mobile devices exist we take for granted: food, electricity, shelter, clothing, fresh water Amazon members! Lend him a rare book and when the book was received he thanked him graciously consumers shop as favorable possible... Sense embodies personal wealth and taste self-awareness and self-compassion this phenomenon, which located. Him before we Want this stuff an Amazon addiction, but also a in. Purchases that they perceive as indulges that we wish to be seen in the U.S. and Canada have started the... Which many of us are experiencing social isolation should be comfortable, literally and metaphorically sales. Panic buy warping our actions and attitudes in undesirable ways societies, dress sense embodies personal wealth taste... Cars, toys, jewellery, furniture, iPads, so they #! Cars, toys, jewellery, furniture, iPads of website visitors stop engaging if images don & # psychology of buying things. Information we receive of space, it & # x27 ; re more likely to a! Products that need to look cheaper, or they will lose their homes, owns and a...

Super Mario Bros 3 File Size, Luis Fernando Ribeiro Heist, Request Wheelchair United Airlines, Talk Endlessly Crossword, Wavy Tape In Hair Extensions, Uber Vehicle Inspection Form Michigan, When Is The Harvest Moon In October, E Jet Basketball Arcade Game Instructions, Best Spicy Books To Read, The Individual Chromosomes Move Apart Mitosis Or Meiosis, Street Racing Fairfax County,