In another experiment reported by Lo and her colleagues, student volunteers in Duke's master of business administration program were asked to choose which of two cordless drills they would prefer to receive as a gift.
The researchers tested the effects of varied promotions by pairing the drills with either a $15 Nordstrom gift card or the book "Graphic Guide to Frame Construction: Details for Builders and Designers."
The study participants overwhelmingly preferred the gift card, but they thought the book would be more appealing to people with expertise in construction and carpentry.
Participants then were asked to guess the prices of the drills, and they gave a higher price to whichever drill was paired with the book compared with the one paired with the gift card.
"This is important because even though the book was not as valuable as the gift card to our participants, they realized the book would be valuable to someone who might know a good drill when he or she sees one," Lynch said. "They reasoned that only a manufacturer of a high-quality drill could lure such an expert to buy."
The research team found similar results in experiments focusing on other products, including camcorders and headphones.
The researchers say the findings challenge some long-held notions regarding consumer reaction to targeted promotions. "Our findings apply to a specific set of circumstances where the customer is not able to judge the quality of a product, but believes that other consumers are expert in judging that product," Staelin said.
"But a lot of marketers sell in exactly those kinds of categories, so our findings can be used to sell products from wine to jewelry to home electronics to financial services."
And now you know how to make it happen too!
You heard it here first.
Become More Aware of the Triggers of Influence!
What Makes a Person Decide? Find out!
The Science of Influence, Part V
Volumes 49-60
Kevin Hogan
It's here!
I'm very excited.
I didn't release a Science of Influence set in 2006 because I wanted this
one to be something special...
I wanted THIS to be the one everyone remembers.
12 HOURS of new information and we have some fun along the way.
The one area I've left open for speculation in the first 48 CD's,
I've closed in Science of Influence 49-60.
Impulse Activation moves your hand from their pocket to the shelf holding
the magazines, candy bars and nail clippers when you're in line waiting to
check out your stuff at the store.
Impulse Activation is what causes you to push "Buy Now" instead of surf
away to a different web page.
Impulse Activation is what causes you to give a meaningful contribution
to a charity even when you considered to not do so.
And almost no one is able to INTENTIONALLY cause Impulse Activation.
Except You.
I've taken a decade of research and put it all to the task of Impulse Activation.
I show you the Covert Psychological Triggers that are the most likely to succeed
and then I show you HOW to use them.
Then I take you into the world of women. No one has ever written about
the Covert Psychological Triggers that CAUSE women to act or decide in your favor.
I have.
I take you through step-by-step and itemize those Triggers, then, I show
you the EXACT WORDS and PHRASES that work when communicating
with women. To my knowledge, no one has ever done this before.
And there is a lot more.
In the last year there has been a LOT of research
done in what persuades people...in what unspoken (covert) factors CAUSE
people to spend more money, come back more often, buy more products
and services.
And I lay it out for you in easy-to-understand fashion.
You are the first to have this incredible program and I am proud that you will.
Because as you come to understand the mind of the other person;
you'll also be learning :
How to create the "gotta have it" feeling in consumers
How to melt away sales resistance
How to tap into the "primal" buying emotions
How to literally and instantly establish rapport
How to 'cause' consumers to obey your hidden 'sales push'
How to infuse "proof power" into your sales letters
How to arouse your prospect's inner buying drives
How to influence your prospect’s mind to trust you
How to bypass your prospect's conscious mind
In a nutshell, you'll learn how to create influential messages that hold customers captive from the first words you say to the signing of the check.
In Science of Influence 49-60 you will learn how to:
Cause Them to Identify with You
Combine Two Key Drivers that Will Cause Compulsion to Comply
Form Questions that Will Cause Compliance When Asked
Never Have That "Phoney Feeling" Inside Again...and Instantly Watch Your Income Increase
Use the Power of the Invisibility Intensifier
Take Advantage of Kevin's Full Christmas Tree Technique
Optimize the Use of Their Feeling of Fear
AND...
Determine Which of the Five Basic Fears to Utilize in Your Presentation or Copy
Adopt Key Characteristics of God that Make You More Persuasive (even if you are Agnostic!)
Use Features instead of Benefits to Close The Deal
Send The Energy of Being THE Problem Solver to Those You Influence
Use Sex and Sensuality to Sell. Clear and Simple
Modify Old Sales Strategies to Become Influential in 2007
Be THE Person That Imbues Them With Good Feelings...They Won't Want You to Leave!
Link Good Feelings with Buying Now
PLUS...
* Take Advantage of The Impulse to Instant Gratification With You,
Your Product and Service
The Science of Influence 49-60: Triggering Compliance in the Buying Sequence
is UTTERLY UNIQUE among all programs about persuasion and selling.
Because, for the first time, you will find out EXACTLY how to influence women.
(Whether you are a man or a woman doesn't matter. What matters is how you
will use what you discover here!)
Women react and respond VERY DIFFERENTLY than men to influence attempts.
The chances are very good that your business is HEAVILY WEIGHTED with
either 80% male or 80% female clients and customers.
I'm going to show you how to gain compliance from the women you've been
missing out on.
I'll give you THE EXACT WORDS that are REQUIRED to influence and
sell women.
I will show you the PRECISE ATTITUDE that is REQUIRED to market
effectively to women.
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