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Pricing

An Easy Way to Make Your Prices Seem Lower

By |July 2nd, 2012|

The way you display a price has a surprising effect on how consumers gauge the magnitude of the price. It's important to read the price aloud as a consumer might, as more syllables in the price make it seem higher.

Love/Hate: Why Disliked Brands Prosper

By |April 5th, 2012|

Something brand owners strive for is that elusive magic of being loved by consumers. Brands like Apple, Google, Southwest Airlines, and others have earned enduring positive regard among consumers, and those companies outdo their peers in part because of the brand equity they have built. But what about brands people don’t like? Oddly, some of those survive quite nicely and even prosper. […]

What’s the Magic Word for Ecommerce Sites?

By |March 6th, 2012|

Long before the Mad Men era, advertising experts knew that certain words get the attention of readers and spur them to action. One word has made just about every top ten list, and new research from Kantar Media shows this word remains as powerful in the online world as it was in print. The study surveyed at a large number of online shoppers (2500+) to determine what would motivate them to place an order.

Here’s the list of factors that motivated buyers: […]

Zarrella’s Hierarchy of Contagiousness

By |November 7th, 2011|

Book Review: Zarrella’s Hiearchy of Contagiousness: The Science, Design, and Engineering of Contagious Ideas by Dan Zarrella

I like Dan Zarrella’s approach to social media. Amidst a horde of social media gurus, experts, mavens, and missionaries, Zarrella relies on crunching numbers to create his insights. Instead of thinking up “10 Ways to Get Retweets,” he analyzes millions of actual retweets to find out what works. (Oddly, putting “please RT” in your tweet actually does work.) Hierarchy is a bite-size book from Domino. With the same small form factor as Seth Godin’s Poke the Box, this book can be read in an hour. The length may be an advantage. Zarrella could no doubt have filled hundreds of pages with data and insights from his social media research. Instead, he presents a modest number of concepts that are readily digested and implemented. […]

Brain Bugs by Dean Buonomano

By |September 7th, 2011|

Book Review: Brain Bugs: How the Brain's Flaws Shape Our Lives by Dean Buonomano

What’s Better Than an Excited Customer?

By |August 8th, 2011|

Think the way to sell more is to have a frenetic pitchman whip customers into a buying frenzy? Actually, relaxed customers are bigger spenders. A new study that will appear in the Journal of Marketing Research found […]

What’s A Return Policy Worth?

By |April 14th, 2011|

Ask catalog or Internet retailers what a return cost them, and they will likely be able to cite some very specific numbers reflecting shipping costs, processing labor, damaged packaging, and so on. But it turns out there’s a specific value that customers apply to returns, or, more accurately, the OPTION of returning a product. That value varies by the type of product, the product price, and other factors. […]

Secrets of the Moneylab

By |January 25th, 2011|

Book Review: Secrets of the Moneylab: How Behavioral Economics Can Impact Your Business by Kay Yut Chen with Marina Krakovsky

Economics can be dry stuff – remember “macro,” “micro,” and supply/demand curves? Fortunately, Secrets of the Moneylab is a […]

The Price of Everything by Eduardo Porter

By |January 14th, 2011|

Book Review – The Price of Everything: Solving the Mystery of Why We Pay What We Do by Eduardo Porter

Looking for more novel pricing strategies for business, I picked up a copy of The Price of Everything by Eduardo […]

Top Neuromarketing Posts of 2010

By |December 28th, 2010|

This is the time of year for “top” lists, and I thought I’d list the most popular Neuromarketing posts for 2010. This list isn’t my opinion of which are best, but rather is based purely on popularity. […]