This is the core message in Neale Martin’s book Habit: The 95% of Behavior Marketers Ignore. The author is a Marketing Consultant to large technology companies. He has Ph.D. in Marketing and a background in psychology, which is a great combination when trying to understand consumer behavior. Martin maintains that most of our decisions, including… Continue reading Be your customer’s Habit not their Choice
Category: Consumer Behavior
Why less is more when it comes to product options
A supermarket jam tasting display was set up as part of a study on choice conducted by Columbia professor Sheena Iyengar . When 24 different jam flavors were displayed 60% of the customers stopped to taste it but only 3% actually bought some. Whereas when the display was limited to 6 flavors, 40% of the… Continue reading Why less is more when it comes to product options
Six and Half a Dozen are not the same in Marketing
One of my clients who usually offers volume discounts on his e-commerce web store recently told me he wanted to offer all his products at the lowest price he could afford and that customers would realize they were getting a great deal and buy more. This client, being a logical thinker, assumed his customers make… Continue reading Six and Half a Dozen are not the same in Marketing