Irrationality Has Its Limits

A couple years ago I wrote a post, The Myth of the Rational Consumer, in which I discussed evidence that customers really don’t want to change products[..]

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A Post-Christmas Carol

By Scott Francis on Customer Behavior, customer value / Post a Comment
Twas the week after Christmas and all through the lands
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Don't Fall for Scary Stories and False Correlations

Last week Andy Kessler wrote an article in the Wall Street Journal, The High Cost of Raising Prices, which might scare you into thinking you will ruin[..]

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Lower Concession Prices May Backfire

By Scott Francis on Customer Behavior, Discounting, Pricing Strategy / Post a Comment

The Atlanta Falcons have established a new concessions pricing strategy for the coming season, and they will have the lowest prices in the NFL.  They[..]

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Focus on the Segments Before Lowering Prices

Last week there was an article in the Wall Street Journal, So Long, Hamburger Helper: America’s Venerable Food Brands Are Struggling which discussed[..]

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Use the Anchoring Effect for More Profitable Negotiating

By Scott Francis on Negotiation, Customer Behavior / Post a Comment

When you are entering negotiations, is it better to offer a number first, or wait for the other side to do it?  Although many books and seminars on[..]

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Increase Your Prices Without Angering Your Customers

In 2016 we saw several examples of companies raising prices rapidly and causing an uproar in the process.   Classpass canceled their subscription to[..]

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4th Quarter Priorities - Pick Your Targets Wisely

September is nearly ended and we are preparing to start the 4th quarter of the calendar year.  For many companies, it is also the final quarter of the[..]

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Pricing Lessons from the Pharmaceutical Industry

Over the past several months, pricing strategies and practices of the pharmaceutical industry have been a subject of discussion, many times for the[..]

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Pricing Strategies for the Many Faced God

I have been watching the Game of Thrones the past several seasons. I love the rich scenery, the diverse range of characters, and the intriguing,[..]

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