Priceless

The Myth of Fair Value (and How to Take Advantage of It)

Business & Finance, Marketing & Sales, Retailing
Cover of the book Priceless by William Poundstone, Farrar, Straus and Giroux
View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart
Author: William Poundstone ISBN: 9781429943932
Publisher: Farrar, Straus and Giroux Publication: January 5, 2010
Imprint: Hill and Wang Language: English
Author: William Poundstone
ISBN: 9781429943932
Publisher: Farrar, Straus and Giroux
Publication: January 5, 2010
Imprint: Hill and Wang
Language: English

Prada stores carry a few obscenely expensive items in order to boost sales for everything else (which look like bargains in comparison). People used to download music for free, then Steve Jobs convinced them to pay. How? By charging 99 cents. That price has a hypnotic effect: the profit margin of the 99 Cents Only store is twice that of Wal-Mart. Why do text messages cost money, while e-mails are free? Why do jars of peanut butter keep getting smaller in order to keep the price the "same"? The answer is simple: prices are a collective hallucination.

In Priceless, the bestselling 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. Rooted in the emerging field of behavioral decision theory, Priceless should prove indispensable to anyone who negotiates.

View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

Prada stores carry a few obscenely expensive items in order to boost sales for everything else (which look like bargains in comparison). People used to download music for free, then Steve Jobs convinced them to pay. How? By charging 99 cents. That price has a hypnotic effect: the profit margin of the 99 Cents Only store is twice that of Wal-Mart. Why do text messages cost money, while e-mails are free? Why do jars of peanut butter keep getting smaller in order to keep the price the "same"? The answer is simple: prices are a collective hallucination.

In Priceless, the bestselling 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. Rooted in the emerging field of behavioral decision theory, Priceless should prove indispensable to anyone who negotiates.

More books from Farrar, Straus and Giroux

Cover of the book Tito the Bonecrusher by William Poundstone
Cover of the book The Iliad by William Poundstone
Cover of the book Bright Young People by William Poundstone
Cover of the book The Pout-Pout Fish Cleans Up the Ocean by William Poundstone
Cover of the book Authority by William Poundstone
Cover of the book Ladies and Gentlemen, the Bronx Is Burning by William Poundstone
Cover of the book Liberty for Latin America by William Poundstone
Cover of the book I Love You, Michael Collins by William Poundstone
Cover of the book Flu by William Poundstone
Cover of the book Disgruntled by William Poundstone
Cover of the book Losers, Inc. by William Poundstone
Cover of the book The Feast of the Goat by William Poundstone
Cover of the book Listen to This by William Poundstone
Cover of the book My Life as a Traitor by William Poundstone
Cover of the book The Invisible by William Poundstone
We use our own "cookies" and third party cookies to improve services and to see statistical information. By using this website, you agree to our Privacy Policy