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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
... See moreDavid 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

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
... See moreAlan 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.