Advertising and Marketing Psychology Blog
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Disappointment as a negotiation strategy: Effective – but used carefully
When is disappointment particularly effective?
When perfection isn't convincing: Why 100% statements often have the opposite effect
Current research shows surprising results: Meaningless 100% figures can be counterproductive and even lead to negative reactions.
How small numbers increase willingness to donate
People are more likely to donate when they feel their contribution makes a difference.
Emphasize the autonomy of decision: Customers show reactance
Reactance in marketing refers to customers developing resistance or defensiveness when they feel their freedom of choice is restricted by advertising or sales strategies. What are two methods they can use to avoid reactance?
When should you offer warranties for your product?
Before customers decide to make a purchase, thoughts about potential product defects are particularly prevalent. What happens if something doesn't work?
Luxury at a distance: Strategies between inaccessibility and accessibility
The strategy of presenting luxury products in distant or elevated locations uses psychological and spatial distance to create exclusivity – an approach that also works in the DACH region (Germany, Austria, Switzerland), but needs to be adapted to specific cultures.
How to make prices seem fair – and why odd numbers help
The ideology effect in pricing and the insight of Uber (taxi company).
Why discounts on product launches are not enough – and what works instead
You're probably planning a discount to boost sales. But discounts alone are often not enough.
The visual balance in negotiations
By consciously creating a visual balance, you create an atmosphere of mutual appreciation and promote a constructive negotiation basis that is satisfactory for both sides.
The effect of backgrounds on product perception
The choice of background for product images is not a purely aesthetic detail. It influences how customers perceive, classify, and evaluate a product.
What does “entropy” mean in marketing?
Customer experiences fall apart without a system. And what about in the age of AI?
Why you should show your real background in a video call
A genuine, open background conveys authenticity, builds trust and increases your persuasiveness in negotiations and discussions.