Latest / Marketing Psychology with Fexingo: Behavioral Triggers, Persuasion, and Consumer Behavior
How the Endowment Effect Makes You Overvalue What You Own
In this episode of Marketing Psychology, Lucas and Luna unpack the endowment effect — the behavioral bias that makes us demand far more to give up something we own than we would pay to acquire it. They anchor the discussion with the classic mug experiment by Richard Thaler and Daniel Kahneman, where mug owners required about $5.25 to sell while buyers would only pay $2.75. From there, they explore real-world marketing tactics: test drives at car dealerships, free trials for software, and try-before-you-buy furniture policies. The hosts discuss how ownership, even for a few minutes, triggers…
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