The study of consumer behavior: why and how people making purchasing decisions.

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Simple cognitive model for a customer

I'm trying to model the cognitive model of a customer buying a product for the purposes of building an agent based model. I wish to devise a model that takes as parameters $\rm product_1,\ ...
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Do people prefer to buy items from bigger stores vs. smaller stores?

Do people prefer to buy items from bigger stores rather than from smaller stores, even if prices are the same in both? I'm just trying to make a case to my boss about a software product, and I'm ...
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24 views

Is rapport a cognitive phenomenon?

"Building rapport" is often mentioned as one of the most fundamental sales techniques, but I had a hard time understanding the cognitive mechanism behind this. Is this really a state of awareness that ...
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46 views

Why does clickbait use numbers?

Around the Internet, especially in social media, we see examples of hyperlinks in a common format that has been cynically dubbed "click bait" or "link bait". The idea is that authors publish these ...
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1answer
129 views

How to design an experiment to measure coffee preferences?

Imagine a population of people in an office environment. There is a small war going on about whether this brand of coffee machine is better than that one. How would you go about testing which coffee ...
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58 views

Need a definition of Cognitive Simplicity (or Complexity) that would appeal to a wide audience

Everyone in my organization wants to make our products & website as simple as possible for our customers. My concern is that "simple" means different things to different people. I'm looking for a ...
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2answers
109 views

Are perceptions of beauty and the ideal partner mostly determined by mass media?

Mass-media marketing seems to strongly influence people's beliefs. Are perceptions of beauty and the ideal partner mostly determined by what mass media proposes?
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139 views

Steady State Topography and Advertising/Preference: Weaknesses? Criticism?

Steady-state topography is a derivation of EEG/ERPs using an evoked potential to an ongoing oscillating stimuli called the steady state visually evoked potential (SSVEP). Variations in the phase ...
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263 views

Why do prices ending in 99, e.g., 0.99, 199 or 1999.9 convince consumers to buy?

Why are people more likely to buy articles with a price of \$199, rather than the same (or let's say a slightly better) article for \$200? On which human brain centre is this advertising focused? Is ...
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209 views

Why prefer “99% fat free” to “1% fat”?

In my experience I tend to find low-fat products labelled as "99% fat free" much more often than the equivalent "1% fat".* Why is this so? To me it seems counter-intuitive, because it reminds me of ...
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1answer
108 views

How effective are high audio frequencies in commercials in getting audience attention?

Does anyone know of a peer reviewed article that describes how commercials will often contain high audio frequencies in order to attract the viewer's attention? Referrals to commercials using any ...
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81 views

The effect of lifestyle photography on sales conversion rates

I work for a large UK-based clothing retailer. After some initial customer testing with our product details page (on our website) there has been some debate on the following question: Do customers ...
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132 views

Bias towards purchasing tangible vs virtual goods

People may have very little hesitation in spending $3 on a coffee once a week, but when it comes to buying things online, such as virtual goods or services, they are often much more reluctant. Is ...
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86 views

What type of behaviour is showing, but withholding, a reward?

A specific example of what I mean is: when you go shopping at a supermarket with a loyalty card system, and you do not participate, the receipt say something along the lines of If you had a ...
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2answers
934 views

What is the term for when too many choices results in inability to decide?

A common problem is that when offered too many choices, consumers give up and make no choice. Too many options results in no sale where fewer options might have resulted in more sales. It's like the ...
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1answer
173 views

What is the effect of Social Proof on Conversion Rate?

I'm wondering to what extent Social Proof helps the Conversion Rate of websites and marketing. Specifically I'm wondering what effect Social Proof would have on Conversion Rate for a sample task in ...