參考文獻-都是真實科學研究,絕不是內容農場
預設值效應-懶惰的人就用預設值對付他
Eric J. Johnson, Daniel Goldstein:“Defaults
Save Lives?”. Science 21 Nov 2003: Vol.
302, Issue 5649, pp. 1338-1339
IKEA效應-自己來比較貴
Norton, Michael I., Daniel Mochon, and
Dan Ariely. “The IKEA Effect: When Labor
Leads to Love." Journal of Consumer
Psychology 22, no. 3 (July 2012): 453–460.
框架效應-要確定獲利,不要確定損失
便當要吃看得到的(我要雞腿 謝謝)
Tversky & Kahneman (1981). “The
Framing of decisions and the psychology of
choice". Science. 211框架效應源自於這一篇
研究,是上到頂尖期刊的Science,英文也簡
單好讀。快思慢想這本書中的快思所題到的部
分,也是基於這一個研究。這兩位作者,也有
研究店家越殺價越讓客人未來不想出更高價錢
的定錨效應。
定錨效應-定價開低會破壞市場
Tversky, A. & Kahneman, D.(1974).
"Judgment under uncertainty: Heuristics
and biases". Science, 185, 1124–1130.
I
逗點效應(Comma effect)-多一點都有差
Comma N’cents in pricing: The effects of
auditory representation encoding on price
magnitude perceptions. KS Coulter, P Choi,
KB Monroe – Journal of Consumer
Psychology, 2012
讓客人少計算才好賣
Price partitioning on the internet. L Xia, KB
Monroe – Journal of Interactive Marketing,
2004
猛男讓男生買更多
Otterbring, T., Ringler, C., Sirianni, N. J., &
Gustafsson, A. (2018). The Abercrombie &
Fitch effect: The impact of physical
dominance on male customers’ status-
signaling consumption. Journal of
Marketing Research, 55(1), 69-79.
決策疲勞
Danzigera, Shai; Levav, Jonathan; Avnaim-
Pesso, Liora (2011), “Extraneous factors in
judicial decisions", Proceedings of the
National Academy of Sciences, 108 (17):
6889–6892.
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