Articles (page 22)
- What a Countdown Timer Adds to a Sale
A countdown timer usually sits beside a discount, and its deadline may not be real. The one controlled test of a timer found the markdown doing the work, a genuine deadline can shift purchasing, and…
- Two Readings of the Same Case
The subject is variance, not bias, and the strongest measurements of it are medical rather than financial. The insurance figure everyone quotes was published in a practitioner magazine with…
- Does Paying for It Kill the Wanting
The famous finding that paying people for what they love kills the love is real, and far narrower than the popular version. The two meta-analytic camps that have argued it in print since 1994 agree…
- What Spotting a Sales Pitch Changes
Recognising a pitch changes what you say about the seller more reliably than what you feel or do. The research on persuasion knowledge shows where recognition works, where it leaves the pull in…
- Grit Is Mostly Conscientiousness
Two questionnaires, one labelled grit and one labelled conscientiousness, agree more closely than two different conscientiousness questionnaires do. The half of the scale that asks about keeping at…
- Why Loyalty Points Sit Unspent
Customers leave loyalty points unspent even where waiting earns nothing. Studies of one retailer's programme, a laboratory choice, gift-card deadlines and a Dutch coalition scheme suggest points are…
- Does the Hook Model Actually Work
The Hook Model has four stages, and the loop as a whole has not been tested. Its parts have support from older studies, each with conditions the loop does not state, and the word habit means…
- What Recycling Was Asked to Do
The nine per cent everybody quotes is cumulative since 1950 and the current rates are higher. The psychological finding the trade likes rests on forty-four undergraduates and one lavatory, and three…
- Who Actually Joins a Brand Community
Companies buy communities on the theory that belonging produces loyalty. The single randomised test of that theory found no effect on bids or revenue earned and a negative effect on listings and…