Comments on: Girl Scout sets record ..

By: Jay

Jay — Tue, 27 May 2008 00:37:03 +0000

This reminds me of some game shows (such as Millionaire) in which the contestant is asked whether s/he would like to continue answering one more question for double the prize (e.g. a million dollars) or s/he would like to take the 500,000 dollars home now. Which would you choose?

By: Will

Will — Sat, 24 May 2008 21:05:02 +0000

Dan, I’m sorry to have to sully your great post with my warning about Deb Frisch. I just think your readers ought to that she is no “ordinary” commenter.

She’s Predictably (and reliably) Irrational. And kinda mean, too.

By: Will

Will — Sat, 24 May 2008 20:28:31 +0000

Commenter “heckler” is Deborah Frisch, PhD.

Click on my name to see who she really is.

By: rightsaidfred

rightsaidfred — Fri, 23 May 2008 13:16:42 +0000

I’m wondering what other factors made her a superior salesperson. I imagine she has a personality that puts people at ease. I’d guess she is exceptional at noticing good places to “set up shop”, and exceptional at networking.

Someone once commented about a successful businessman, “he sees things other people don’t.”

By: Jon

Jon — Thu, 22 May 2008 10:08:41 +0000

Read Influence by Robert Cialdini. It has a whole chapter on this I think and some other things that might shed light on irrationality…..

By: Dave Lakhani

Dave Lakhani — Wed, 21 May 2008 23:03:04 +0000

This is also a continuance of the downsell strategy. When offered a higher priced product which is rejected, and then offering a smaller item for much less they buyer is much more likely to say yes. In the example, had she asked for a $40 dollar donation for the GSA they would likely have said no, but if she said “well how about a box of cookies for $3.50,” they would be much more inclined to say yes. In this case by getting them to commit and then offering them another box for a great value (they process $.50 cents when the rest cost $3.50), it seems like a three for two deal and it is tough to pass up. This is subliminal persuasion in action and I also believe it is a perfect example of being predictably irrational. Beautiful example Dr. Ariely.

By: Mark

Mark — Wed, 21 May 2008 13:13:55 +0000

How aware was Jennifer that she may have been framing? I suspect that she just fell for the same fallacy that the buyer succumbs to. I suspect many times the sellers do it without realizing exactly what they have done. And possibly she viewed it not as $10.50 collected but rather as 3 vs 2 boxes sold. Kudos to her though anyway. Great accomplishment.