As for articles, this week we have an article of M. Angels Goyanes of www.fenicios.com. It is short but very good and it has to do with the topic of the price that we were speaking a few numbers behind (with the extract of I - Salt).
PSYCHOLOGY OF THE PERSUASION
There counts the teacher Cialdini, professor of psychology in
University of Tempering, Arizona, and expert in development of the commerce
electronic, what three inexorable rules are that the majority of
the persons it continues at the time of the buy:
- Expensive it is equal to Good.
Let's remember the classic history of Kids Regal, which in his beginning
it was a whisky of average price that in nothing was differing of his
competitors. One day the persons in charge decided to increase
drastically the price, much over that of the competition, but
without altering by no means the quality. The sales went off.
When we have no references on a product we always resort to
I stereotype: if it is so expensive it is because it must be very good.
- The Effect of the Scarce thing.
If the people like a product they will appreciate it the more scarce
be. To this beginning the limited series abide. The people want
more of that one of what less it can obtain.
- If the people believe that your product is already used by other persons
he will feel more inclined to acquire it.
If you can give the impression of which your product is popular it will be done more
popular. The teacher Cialdini counts: "A study was realized for
that was located five persons looking fixedly at an any point
of the sky. Almost the whole world that was happening over there was stopping one
moment to look at the sky and many joined the group of the five.
Later the same study was realized but limiting the group to one
alone person. The number of onlookers and followers diminished. There is one
clear safety in choosing what another people have already chosen. It is more
probable to be right."
For M. Angels Sánchez Goyanes, Phoenicians' director in the Network,
http://www.fenicios.com, a place with wide information on
business and marketing in Internet. Subscribe to the bulletin.
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