Sublime

Another factor that affects whether deals seem valuable is their availability. Somewhat counterintuitively, making promotions more restrictive can actually make them more effective.

Some of the visitors were first asked an anchoring question, such as, “Would you be willing to pay $5…,” before the point-blank question of how much they would contribute. When no anchor was mentioned, the visitors at the Exploratorium—generally an environmentally sensitive crowd—said they were willing to pay $64, on average. When the anchoring amo

Antes de invitarles a actuar como acompañantes no retribuidos en la excursión al zoo, les pedimos un favor aún mayor: dedicar dos horas a la semana a actuar como orientadores de delincuentes juveniles durante un período mínimo de dos años. Solo después de que rechazaran esta petición extrema –cosa que hicieron todos– les formulamos la petición meno

In the context of the Goldilocks effect, by presenting two ‘extreme’ options next to the option you’re hoping to sell, you can make the middle option appear more attractive or reasonable.

In fact, Harvard ran an experiment showing that people were more likely to let someone cut in line if they only gave a reason.