TY  - BOOK
AB  - Examines how "price consultants" and retailers convince consumers to pay more for less, and how negotiation coaches offer similar advice for businesspeople cutting deals
AB  - 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.
AU  - Poundstone, William.
CN  - HF5416.5
CN  - HF5416.5
CY  - New York :
DA  - 2010.
ET  - 1st ed.
ID  - 337273
KW  - Pricing.
N2  - Examines how "price consultants" and retailers convince consumers to pay more for less, and how negotiation coaches offer similar advice for businesspeople cutting deals
N2  - 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.
PB  - Hill and Wang,
PP  - New York :
PY  - 2010.
SN  - 9780809094691 (alk. paper)
SN  - 080909469X (alk. paper)
T1  - Priceless :the myth of fair value (and how to take advantage of it) /
TI  - Priceless :the myth of fair value (and how to take advantage of it) /
ER  -