The Role of Peak-End Rule in Customer Experience

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Offering Justifications for Price & Value: Reinforcing product benefits eliminates regret.71. The Impact of Psychological Reactance in Sales
Psychological reactance occurs when people resist being told what to do. Businesses counteract this by:

Softening Calls to Action: Phrasing like “You might love this” instead of “Buy now” reduces pressure.

Providing Choices: Giving multiple options empowers customers and lowers resistance.

Encouraging Autonomy: Allowing customers to feel in control increases willingness to buy.

72.
People remember experiences based on their shop emotional peak and how they end. Sellers optimize this by:

Creating Memorable Moments: Exclusive perks, rewards, or personalized surprises.

Ending Transactions Positively: A strong final impression ensures repeat business.

Ensuring Smooth Customer Support: Handling concerns effectively leaves a lasting impact.

73. The Influence of Anchoring Bias in Discounting Strategies
Consumers tend to rely on the first piece of information they see. Businesses utilize anchoring by:

Displaying Original Prices Before Discounts: Making discounts seem more impactful.

Comparing Multiple Pricing Tiers: Guiding customers toward mid-tier or premium purchases.

Using “Was/Now” Pricing: Highlighting markdowns enhances perceived value.