Imagine two restaurants, one of which sold only french fries as a side dish and another that sold both french fries and salads. Which would sell more fries? While logic might suggest that the salad would poach some of the side dish business, new research shows that adding a salad to the menu INCREASES sales of the less healthy fries!
Neuromarketing readers are used to human behavior being hard to predict and sometimes seemingly inexplicable. In Decoy Marketing, we showed how adding a less-capable product to one’s mix could boost sales of a better product priced the same or a bit more. And Compromise Marketing demonstrated how adding a new, more costly product to the lineup could increase sales of the previous top of the line model. But one has to admit that adding a salad to boost sales of french fries seems counterintuitive. Here’s what the researchers found: […]