Tag Archives: illusion

Too Much Information? It Depends …

In a new study, psychologists at Brown University and the University of Colorado found that while some people require a detailed explanation of how a product works before they’ll be willing to pay more, others became less willing to pay when confronted with that additional detail. A simple, standard test predicted the desire for detail — who wants more, who wants less.

PROVIDENCE, R.I. [Brown University] — A study published online in the Journal of Consumer Research finds that people can differ widely on the level of detail makes them feel they understand something. In experiments, the very same explanations that some subjects required before they would pay top dollar seemed to drive down what others were willing to pay. The natural trick for a marketer would be to figure out which customers are which. The study does that, too.

“The fact is that people differ,” said Steven Sloman, professor of cognitive, linguistic, and psychological sciences at Brown University and an author on the paper. “Your advertising, your marketing, and your understanding of people has to be guided by an appreciation of who you are talking to.” (more…)

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