Pourquoi tu achètes toujours la taille au-dessus (le piège des prix)

Dis-moi en commentaire quel leurre tu as déjà repéré. Et abonne-toi pour ne rater aucun mécanisme. SOURCES Huber, J., Payne, J. W. & Puto, C. (1982). Adding Asymmetrically Dominated Alternatives: Violations of Regularity and the Similarity Hypothesis. Journal of Consumer Research, 9(1), 90–98. https://doi.org/10.1086/208899 Simonson, I. (1989). Choice Based on Reasons: The Case of Attraction and Compromise Effects. Journal of Consumer Research, 16(2), 158–174. https://doi.org/10.1086/209205 Simonson, I. & Tversky, A. (1992). Choice in Context: Tradeoff Contrast and Extremeness Aversion. Journal of Marketing Research, 29(3), 281–295. https://doi.org/10.2307/3172740 Tversky, A. & Kahneman, D. (1974). Judgment under Uncertainty: Heuristics and Biases. Science, 185(4157), 1124–1131. https://doi.org/10.1126/science.185.4... Ariely, D. (2008). Predictably Irrational (trad. fr. C'est (vraiment) moi qui décide), chap. 1 — l'exemple du magazine (démonstration en classe). Frederick, S., Lee, L. & Baskin, E. (2014). The Limits of Attraction. Journal of Marketing Research, 51(4), 487–507. https://doi.org/10.1509/jmr.12.0061 Yang, S. & Lynn, M. (2014). More Evidence Challenging the Robustness and Usefulness of the Attraction Effect. Journal of Marketing Research, 51(4), 508–513. https://doi.org/10.1509/jmr.14.0020 Huber, J., Payne, J. W. & Puto, C. (2014). Let's Be Honest About the Attraction Effect. Journal of Marketing Research, 51(4), 520–525. https://doi.org/10.1509/jmr.14.0208 Heath, T. B. & Chatterjee, S. (1995). Asymmetric Decoy Effects on Lower-Quality Versus Higher-Quality Brands. Journal of Consumer Research, 22(3), 268–284. https://doi.org/10.1086/209449 Note : les prix (pop-corn, café, formules, abonnements, t-shirt, soldes) sont des exemples illustratifs.