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The manager of a Brunswick pool-table store tried an experiment. One week he showed customers to his lowest priced pool table first, at $329, and then worked his way up. The ones who bought any table that week spent on average $550. The next week he showed customers to the $3,000 table first and worked his way down. That week, the average sale

David Brooks • The Social Animal

stressed the need for young women to cultivate good looks, personality, and cheerful subservience.

Elaine Tyler May • Homeward Bound: American Families in the Cold War Era

Arguments and outcomes

Seth Godin seths.blog

When it comes to buying, more buyers can be validating. Unlike the rise of social vertical communities—a promising trend in its own right—the success of a shopatainment platform isn’t about fostering community and intimacy among a small group of fellow shoppers. Shopatainment is a numbers game, where seeing more shoppers purchase a product helps... See more

Andreessen Horowitz (AZ) • Shopatainment: Video Shopping as Entertainment | Andreessen Horowitz

But beyond being a strategy for long-term growth and success, serving younger clients provides you with a huge opportunity for growth right now. Financial planning for next-generation clients is such an untapped marketplace! Because Gen X and Gen Y clients have the income but not the wealth or assets to buy a lot of traditional financial planning

Alan Moore, Michael Kitces • The Monthly Retainer Model in Financial Planning

We should watch out for trial offers and promotions. Marketers know that once we own something, we will value it more and have a harder time giving it up.

Dan Ariely • Dollars and Sense

McKinsey’s authors present the topic in the Next in Personalization 2021 Report.1 In the study they divide companies into different archetypes based on their go-to-market (GTM) models and how directly each company interacts with its customers.

Arild Horsberg • Hello $FirstName - Norwegian Case Studies: Profiting from Personalization in Norway

Low interest rates and the intentional birth of the American consumer.

Morgan Housel • The Psychology of Money: Timeless lessons on wealth, greed, and happiness

When evaluating a transaction, traditional economic models simply compare the value to the price. Real, human people, however, compare value to price plus other elements, like fairness.