What gets people to buy?

There has been some great books of late on the science of how our brains work so that we are compelled to buy.

Journal of Consumer Research titled “Bikinis Instigate Generalized Impatience in Intertemporal Choice,” suggests that guys studying bikini-clad girls make worse decisions. (Go figure) .For example, while a man who looked at landscapes might have demanded an extra payment of 10 euros a month later (totaling 25), the bikini-gazer might have been willing to settle for five extra (totaling 20).

A 2006 paper, “Heat of the Moment: The Effect of Sexual Arousal on Sexual Decision Making.” George Loewenstein of Carnegie Mellon University and Dan Ariely of MIT, found that sexually aroused men would do all sorts of things they might not otherwise do. Bikinis, Babes, and Buying

      

Cialdinis new book is how to use the secrets of influence tacticly.His work is a must on every sales professionals shelf.

More interesting research:
Angry men deserved more status and a higher salary and were expected to be better at the job than angry women. I am sure you ladies are not shocked by this.

On Options
If consumers are exposed to multiple options that differ only in global aesthetic aspects, they tend to evaluate each option spontaneously at the time they first encounter it. On the other hand, if consumers are exposed to multiple options that differ in important descriptive features, they may withhold their evaluation until they have seen all the options available and evaluate the last presented (most recent) option first. I am sure you have been thru this one while showing homes. Altogether, these findings suggest that the influence of mood on comparison depends on which alternative in a choice set is the one being evaluated first.

Comments

[Landflip]

Thanks for the information. It's amazing how there is a self help or how to book on everything. In this market, I think it's going to take more than a book to get people to buy!

[Tim O'Keefe]

People get people to buy.