Anchoring Plus Scarcity

Anchoring: In the context of the psychology of prices, anchoring refers to presenting shoppers with a number in order to get them to “anchor” their perceptions of value on either a high or low absolute. The “low ball” offer is the classic example –open a negotiation over price with a really low number and you’ll set the stage so that what you’re actually willing to pay looks higher in comparison.

Scarcity: When something is scarce, it automatically becomes more desirable to us than it would be if it were available everywhere we looked.

[…] When it comes to value, perception is reality

See also:

• Three Reasons Why We Buy Those Crazy Steam Bundles
• DJ Jazzy Contrast – The Contrast Effect and DJ Hero Renegade
• Selling consulting services at premium price by Michael
• Shaping consumer perception by James
• Don’t just roll the dice by Neil