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It’s harder to make a decision unless we see it in context relative to another comparable option.
The marketers at The Economist slipped in the print only option (at 5) to make the print & web subscription look more appealing (also at 5).
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Here’s the problem: we now know based on that study that if a guy makes over 0,000, a girl is most likely going to be more interested in him than a guy who makes a lot less, but is hotter.
So how are we really supposed to compare apples to apples if some guys tell us how much money they make and others don’t? because we don’t know what we want unless we have something else to compare it to.
Eliminating the 2nd option makes it hard for buyers to make a relative comparison with the 1st and the 3rd options because they’re not that comparable.
We make comparisons in order to help us make decisions for the same reason we stereotype people: it’s a short cut for our brain when we don’t want to think too hard about something.
Look at this example from Dan Ariely’s book Predictably Irrational: option, and ZERO chose the second option.
For those of you who’ve never been on these sites (or at least tell people you haven’t), there’s usually a place for guys to enter their income on their dating profile, it looks like this on match.com: So now we know this guy’s an English speaking liberal dancer who loves dogs, awesome. Whatever the case is, girls are left making of assumptions about a guy’s career since a lot of them don’t indicate how much money they make.
Guys have it made because we know that nearly every girl puts her picture up (my guy friends have confirmed this for me).