In 1997, a study by the University of Leicester found that when supermarkets played background music in the store aisles, customers were 70 percent more likely to buy German wine when German music was playing and French wine when French music was playing.
This is just one of many psychological tricks used to influence sales. Products are often placed between lower- and higher-priced alternatives to convince shoppers they are getting better quality at less cost. Stores typically play relaxing music that encourages customers to take their time. Most stores don’t have clocks in visible locations, and grocery stores notoriously rearrange how they shelve their products every 2 years so customers have to hunt for what they want and, ...
Get Grappling With The Gray now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
