Behavioral Economics and Sales

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Priming: Subtly preparing consumers to associate positive feelings with a product or brand before they make a decision.

Framing Effect: Presenting choices in a way that highlights benefits rather than drawbacks, shaping perception.

10.
Behavioral economics examines how psychological factors influence purchasing decisions beyond rational calculations. Some key concepts include:

Loss Aversion: People fear losing more than they appreciate gaining. Limited-time offers and exclusive deals leverage this principle.

Endowment Effect: Consumers assign greater value to items they own or perceive as personally significant. Free trials and personalized product experiences utilize this concept.

Hyperbolic Discounting: Customers tend to prefer immediate benefits shop over future rewards. Short-term incentives help drive instant purchases.

11. Psychological Barriers to Buying
Even when customers are interested, internal barriers may prevent them from completing a purchase. Identifying and overcoming these obstacles is key:

Fear of Regret: Customers hesitate due to uncertainty. Offering satisfaction guarantees reduces this hesitation.

Paradox of Choice: Too many options can overwhelm buyers. Simplifying choices improves conversion rates.

Trust Deficit: Skepticism about product claims or authenticity can deter purchases. Transparency and social proof help mitigate this barrier.