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Business Psychology

The price is right

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If you want to sell more of something, list it second.

The sophisticate never orders the first option in the wine list. People choose the second wine option on the list; the bottle that also happens to be the most popular and most profitable.

Back in the day of CDs, the music listener never bought the album because of the first song. They bought it for the second track, which was usually the lead single played on the radio.

Lists can make for a deceiving design. Customers pay a premium for their misperception.

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By Wells Baum

Wells Baum is a daily blogger who writes about Life & Arts. He's also the author of Discvr.blog and four books.