Researchers from MIT show that were most susceptible to promotions and coupons at the entrance of a store – before weve had a chance to figure out our shopping goals. Notably, conditional coupons presented at this stage are so powerful that they can cause a consumer to spend either more or less than usual, depending on whether the condition stipulated on the coupon is higher or lower than how much the consumer would otherwise spend.
"Consumers start with fuzzy shopping goals, which become more concrete as the shopping experience progresses," explain Leonard Lee and Dan Ariely in a forthcoming issue of the Journal of Consumer Research. "Because of the initial lack of concreteness of their goals, consumers sensitivity to external cues is likely to be higher in the earlier stage of their shopping when their goals are more malleable."
Based on a series of filed tests in convenience stores, the researchers explain that when we first enter a store, our shopping goals are relatively abstract and thus more susceptible to outside influence. However, once were inside, we accumulate evidence and a sense of direction. Our goals become more specific and we become more certain of what were going to buy and how much we are willing to spend. Thus, coupons in the aisles of stores are far less effective than those presented at the entrance.
Suzanne Wu | EurekAlert!
Illinois researchers researchers find tweeting in cities lower than expected
21.02.2018 | University of Illinois College of Engineering
Polluted air may pollute our morality
08.02.2018 | Association for Psychological Science
A newly developed laser technology has enabled physicists in the Laboratory for Attosecond Physics (jointly run by LMU Munich and the Max Planck Institute of Quantum Optics) to generate attosecond bursts of high-energy photons of unprecedented intensity. This has made it possible to observe the interaction of multiple photons in a single such pulse with electrons in the inner orbital shell of an atom.
In order to observe the ultrafast electron motion in the inner shells of atoms with short light pulses, the pulses must not only be ultrashort, but very...
A group of researchers led by Andrea Cavalleri at the Max Planck Institute for Structure and Dynamics of Matter (MPSD) in Hamburg has demonstrated a new method enabling precise measurements of the interatomic forces that hold crystalline solids together. The paper Probing the Interatomic Potential of Solids by Strong-Field Nonlinear Phononics, published online in Nature, explains how a terahertz-frequency laser pulse can drive very large deformations of the crystal.
By measuring the highly unusual atomic trajectories under extreme electromagnetic transients, the MPSD group could reconstruct how rigid the atomic bonds are...
Quantum computers may one day solve algorithmic problems which even the biggest supercomputers today can’t manage. But how do you test a quantum computer to...
For the first time, a team of researchers at the Max-Planck Institute (MPI) for Polymer Research in Mainz, Germany, has succeeded in making an integrated circuit (IC) from just a monolayer of a semiconducting polymer via a bottom-up, self-assembly approach.
In the self-assembly process, the semiconducting polymer arranges itself into an ordered monolayer in a transistor. The transistors are binary switches used...
Breakthrough provides a new concept of the design of molecular motors, sensors and electricity generators at nanoscale
Researchers from the Institute of Organic Chemistry and Biochemistry of the CAS (IOCB Prague), Institute of Physics of the CAS (IP CAS) and Palacký University...
15.02.2018 | Event News
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12.02.2018 | Event News
23.02.2018 | Physics and Astronomy
23.02.2018 | Health and Medicine
23.02.2018 | Physics and Astronomy