Priceless : the myth of fair value (and how to take advantage of it)
Prices are a collective hallucination. Here, author William Poundstone reveals the hidden psychology of value. In psychological experiments, people are unable to estimate "fair" prices accurately and are strongly influenced by the unconscious, irrational, and politically incorrect. It hasn't taken long for marketers to apply these findings. "Price consultants" advise retailers on how to convince consumers to pay more for less, and negotiation coaches offer similar advice for businesspeople cutting deals. The new psychology of price dictates the design of price tags, menus, rebates, "sale" ads, cell phone plans, supermarket aisles, real estate offers, wage packages, tort demands, and corporate buyouts. Prices are the most pervasive hidden persuaders of all. --From publisher description
Nonfiction
ix, 336 pages : illustrations ; 24 cm
9780809094691, 9780809078813, 080909469X, 0809078813
319248362
The $2.9 million cup of coffee
Price cluelessness
The myth of the boomerang
Body and soul
Black is white
Helson's cigarette
The price scale
Input to output
Lunch with Maurice
Money pump
The best odds in Vegas
Cult of rationality
Kahneman and Tversky
Heuristics and biases
The devil's greatest trick
Prospect theory
Rules of fairness
Ultimatum game
The vanishing altruist
Pittsburgh is not a culture
Attacking heuristics
Deal or no deal
Prices on the planet Algon
The free 72-ounce steak
Price check
Shilling for Prada
Menu psych
The price of a super bowl ticket
Don't wrap all the Christmas presents in one box
Who's afraid of the phone bill?
Breakage and slippage
Paying for air
Cheap and cheaper
Mysteries of the 99-cent store
Meaningless zeros
Reality constraint
Selling Warhol's beach house
Groundhog day
Anchoring for dummies
Attention deficit
Drinking and deal making
An octillion doesn't buy what it used to
Selling the money illusion
Neutron Jane
The beauty premium
Search for suckers
Pricing gender
It's all about testosterone
Liquid trust
The million-dollar club
The mischievous Mr. Market
For the love of God
Antidote for anchoring
Buddy system
The outrage theory
Honesty box
Money, chocolate, happiness
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