9780809094691 alkaline paper 080909469X alkaline paper
Examines how "price consultants" and retailers convince consumers to pay more for less, and how negotiation coaches offer similar advice for businesspeople cutting deals. Prices are a collective hallucination. Here, author William Poundstone reveals the hidden psychology of value. In psychological experiments, people are unable to estimate "fair" prices accurately and are strongly influenced by the unconscious, irrational, and politically incorrect. It hasn't taken long for marketers to apply these findings. "Price consultants" advise retailers on how to convince consumers to pay more for less, and negotiation coaches offer similar advice for businesspeople cutting deals. The new psychology of price dictates the design of price tags, menus, rebates, "sale" ads, cell phone plans, supermarket aisles, real estate offers, wage packages, tort demands, and corporate buyouts. Prices are the most pervasive hidden persuaders of all. --From publisher description.
Bibliography, etc. Note
Includes bibliographical references (pages -323) and index.
Formatted Contents Note
The $2.9 million cup of coffee Price cluelessness The myth of the boomerang Body and soul Black is white Helson's cigarette The price scale Input to output Lunch with maurice Money pump The best odds in Vegas Cult of rationality Kahneman and Tversky Heuristics and biases The Devil's greatest trick Prospect theory Rules of fairness Ultimatum game The vanishing altruist Pittsburgh is not a culture Attacking heuristics Deal or no deal Prices on the planet Algon The free 72-ounce steak Price check Shilling for Prada Menu psych The price of a super bowl ticket Don't wrap all the Christmas presents in one box Who's afraid of the phone bill? Breakage and slippage Paying for air Cheap and cheaper Mysteries of the 99 cent store Meaningless zeros Reality constraint Selling Warhol's beach house Groundhog day Anchoring for dummies Attention deficit Drinking and deal making An octillion doesn't buy what it used to Selling the money illusion Neutron Jane Beauty premium Pricing gender Search for suckers It's all about testosterone Liquid trust The million dollar club The mischievous Mr. Market For the love of god Antidote for anchoring Buddy system The outrage theory Honesty box Money, chocolate, happiness.