The Daily Stat from Harvard Business Review

 

Are you having trouble viewing this email? If so, click here to see it in a web browser.

August 27, 2014 The Power of the Odd Price Ending in Assuaging Buyers' Guilt When two equally functioning laptops — one visually attractive, the other less so — were priced at $600, research participants were pretty much evenly split over which to choose; but when the computers were priced at $599, 85% chose the attractive one, says a team led by Jungsil Choi of Cleveland State University in Ohio. The apparent reason is that a price ending in "99" conveys a discount image, which assuages buyers' anticipated monetary guilt over making a purchase that would feel good as well as be useful. SOURCE: The odd-ending price justification effect: the influence of price-endings on hedonic and utilitarian consumption

PREVIOUS STATS Women Surpass Men as Kickstarter Fundraisers Different Kinds of Cuteness Affect Us in Different Ways Sometimes, Employees Are Right to Worry About Taking Vacation Why Going All-In on Your Start-Up Might Not Be the Best Idea The Benefits of Male Small-Talk Pity the Poor Local Government Worker

BEST SELLERS HBR's 10 Must Reads: The Essentials | HBR's 10 Must Reads Boxed Set | HBR Guide to Persuasive Presentations | HBR Guide to Better Business Writing | HBR Guide to Getting the Right Work Done

FEATURED PRODUCT Playing to Win Strategy Toolkit HBS Press Toolkit Be confident in your strategy success. The best-selling book by A.G. Lafley, CEO of Procter & Gamble, and Roger Martin of the Rotman School of Management revealed a tested approach to strategy based on making smart choices to stay ahead of the competition that has been embraced by business leaders worldwide. Now, the Playing to Win Strategy Toolkit delivers this industry-proven framework with step-by-step support to develop and implement successful strategy in any organization. With expert advice from Roger Martin, customizable support, and guidance throughout the entire process, this comprehensive tool will help you lead your team through a successful strategy initiative. The toolkit consists of five components: 1) A comprehensive facilitator's guide provides advice about how to prepare, who to involve, and what common challenges to avoid 2) Four detailed case studies show how real-world companies are using the "Playing to Win" approach. 3) Three fully customizable meeting decks to help you save time and meeting management headaches. 4) A set of short video clips from Roger Martin offers advice on getting started and solving common strategy obstacles. 5)The bestselling e-book "Playing to Win: How Strategy Really Works." Buy Now

FEATURED PRODUCT HBR Guide to Negotiating Ebook + Tools + Video HBR Paperback Series Do you worry that you do not have the right skills to go head-to-head in a negotiation and get what you deserve, or that you'll damage your relationship with your boss, customers, or colleagues? Using the "HBR Guide to Negotiating" and the accompanying tools & video, you'll learn a collaborative and creative approach that results in better outcomes and stronger relationships for all. Buy Now

ADVERTISEMENT

HBR.ORG | THE MAGAZINE | BLOGS | BOOKS | CASES | STORE | SUBSCRIBE TO HBR UNSUBSCRIBE | NEWSLETTERS PRIVACY POLICY | CONTACT Copyright © 2014 Harvard Business School Publishing, an affiliate of Harvard Business School. All rights reserved. Harvard Business Publishing 60 Harvard Way Boston, MA 02163 CUSTOMER SERVICE: 800-545-7685 (US/Canada) 1-617-783-7600 (outside the U.S. and Canada)