Decoy effect

Posted on 12 novembre 2008


Have you heard of the “Decoy Effect”?

It’s when a vendor presents you with a low-end product and a mid-range product with more features or better performance. If he sees you are leaning toward the low end, he shows you a third, high-end product. Theory is that once you see the third item, you will buy the mid-range item — which is what you really wanted in the first place.

This is called “asymmetric dominance” by behavioral scientists

Posted in: corso di crm