Browsing Tag

pricing

Differentiate or Die

Book Review: Differentiate or Die by Jack Trout (Second Edition) If someone asked you what set your product or brand apart from the competition, would you answer "quality" or "customer orientation?" If your answer is "yes," you might be in…

More Decoys: Compromise Marketing

Why a logical product lineup may not be the most profitable When marketers plan a company's product offerings, they usually try to do so in the most logical way possible. Several levels of product may be offered - a stripped-down,…

Precise Pricing Pays Off

In my time as a catalog marketer, I almost always priced products just below the next dollar increment - a cheap item might be $9.97 rather than $10, while a more expensive item may have been $499, or even $499.99, instead of $500. My…

Get More for Your House with an Odd Price

I love research findings that run counter to intuition, or are at least unexpected, and the idea that you can get more for your house if you market it with an odd price is certainly unexpected. That's what University of Florida researchers…

Why Expensive Wine Tastes Better

For Neuromarketing readers, it's not big news that the perception of wine drinkers is altered by what they know about the wine (see Wine and the Spillover Effect, for example). Now, researchers at Stanford and Caltech have demonstrated that…

How To Increase Customer Pain

Big companies often find great ways to aggravate their customers, and cell phone giant Sprint proves the point. John Wall of the Ronin Marketing blog posted a rant about Sprint's advertising for their Centro Palm smartphone, Screw Your…

Five Keys to Selling to Tightwads

One out of four potential customers for your product may not buy it, even if the purchase makes economic sense or is otherwise a good decision. A couple of days ago, in Tightwads, Spendthrifts, and Everyone Else, I wrote about research that…