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The middle option only exists so you buy the big one.

With the decoy effect, a seller slips in a deliberately unattractive option. Small coffee €3, large €4.50: many pick the small one. Add a medium at €4.20 and the large suddenly looks like a gift, and choices shift upward. The decoy is rarely bought; its only job is to move the comparison.

Useful: When an option is obviously pointless, ask what it's really there for.

Source: en.wikipedia.org

HandelPreisePsychologie

Difficulty:

Question on this card

What is the decoy for in the decoy effect?

  1. To be the best seller
  2. To make another option look better
  3. To lower the average price
  4. To test willingness to pay
Show the answer

Correct: To make another option look better

The decoy shifts the comparison in favour of the option the seller wants to sell.

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