Latest / Marketing Psychology with Fexingo: Behavioral Triggers, Persuasion, and Consumer Behavior
How Endowed Progress Makes You Finish What You Started
Why do loyalty cards with two stamps already filled feel more motivating than blank ones? In Episode 163 of Marketing Psychology, Lucas and Luna explore the endowed progress effect—the cognitive bias that makes consumers more likely to complete a goal when they believe they've already made progress. They break down the classic car wash experiment by Joseph Nunes and Xavier Drèze, which showed that a 10-wash card with two pre-stamped visits outperformed a blank 8-wash card. The episode digs into why this works, how brands like Starbucks and airline loyalty programs use it, and where it…
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