Latest / Marketing Psychology with Fexingo: Behavioral Triggers, Persuasion, and Consumer Behavior
How the Endowment Effect Makes You Overvalue What You Own
Why do we demand more to sell something than we'd pay to buy it? In this episode, Lucas and Luna break down the endowment effect — the behavioral bias that makes ownership inflate perceived value. Using real-world examples like the classic mug experiment, eBay pricing strategies, and how car dealerships exploit test drives, they explain why this bias matters for marketers. They also discuss how free trials and 'try before you buy' models leverage the endowment effect to convert browsers into buyers. Specific data from a 2024 study on consumer electronics returns reveals how…
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