Dress to Press Persuasion - As a rule, people resist being sold. They love to buy, but hate sales pressure. Succumbing to persuasion pitches implies you’ve allowed your weaknesses to ...
Thursday, August 19, 2010
The very short version:
Retailers! Trim your range, sell more! To many choices will make it hard for consumers to make up their minds.
The intermediate version:
Current psychological theory and research affirm the positive affective and motivational consequences of having personal choice. These findings have led to the popular notion that more choice is better, that the human ability to desire and manage choice is unlimited. Findings from three studies starkly challenge the implicit assumption that having more choice is necessarily more intrinsically motivating than having fewer options. These three experiments which were conducted in field and laboratory settings show that people are more likely to purchase exotic jams or gourmet chocolates, and undertake optional class essay assignments, when offered a limited array of 6 choices rather than an extensive array of 24 or 30 choices. Moreover, participants actually reported greater subsequent satisfaction with their selections and wrote better essays when their original set of options had been restricted rather than expanded.
The long version: Click hereo
Upplagd av Magnus Ohlsson kl. 8:27 PM