Captology Notebook - Stanford University: What persuasion tactic is Amazon using here?

It'd be interesting to know if Amazon will combine this with the technique they use in their Gold Box, telling them they either have to purchase the item now, or pass forever. I know that trick sells cars, but I'm not sure if it'll be as persuasive on the Internet.

Posted by: Huey at May 19, 2004 04:23 PM

Here's how I see things at first glance . . .

A variety of influence strategies converge during this seemingly simple ploy.

1. Curiosity – “I wonder how much it costs . . .”
2. Contrast – “Wow, that price is so much less than the list price. It’s a bargain!”
3. Commitment – “Um, now that the camera is in my shopping cart, I feel a little stupid removing it. I don’t want to appear flakey.”

This basic ploy has been used long before the Web. But this approach is rarely used by reputable real-world merchants. Instead, you’re more likely to see this ploy used by hoodlums selling stolen stereo equipment from a car trunk in Fresno, California (my hometown!). The fact that Amazon’s reputation doesn’t get tarnished by this type of behavior shows how much people fail to think critically about their experiences online.

What does Amazon gain from using this sneaky approach?

Well, first of all, they probably sell more cameras. But even more interesting . . . when you click “add to cart,” the Amazon database has recorded that you are a sucker for this type of ploy; they’ll use it again on you. Amazon can also infer that you are in the market for a digital camera and, more generally, that you like high-end merchandise. Amazon will save this info about you for the rest of your life. As Amazon gathers this data about you, bit by bit, they are profiling your psychology. They will use this profile to their advantage, of course. They will eventually start selling your psychological profile to other merchants and to political groups.

It doesn’t matter if you buy the camera, the moment you click “add to cart,” Amazon wins and you lose.

That’s how I see it.

Posted by: BJ Fogg, Stanford Persuasive Technology Lab at May 19, 2004 07:50 PM

Well.

It maybe that they are gaining some benefits from moving the customer further down the fish trap of the shopping cart, sign out pipeline. Including the well documented effect that people value more highly the bird in hand; even if in-hand means in their shopping card; even if the in-hand means the capture of semisecret knowledge about the object in question.

But I think what your seeing there has far more to do with the differential pricing games around high end products. The seller (in this case the Leica) is loth to reveal prices in a simple manner because that undercuts his ability to customize the price for different customers. Total transparency about prices forces a vendor strongly toward a fixed price. A fixed price creates strong forces toward a single uniform channel. Given that their primary channel is high end photo stores with huge personal service costs they can't then also sell thru a zero service vendor like Amazon and be competitive. One solution to this is to make an agreement with the online vendors to hide the discounted price; in effect simulating a longer negotiation not unlike that which might take place in the photo store.

Meanwhile the trespass to chattle case law around online stores enables Amazon to command that shopping bots remain blind to the prices hidden behind even a simple device like this one.

Certainly persuasion is involved, but also a lot of this is about how much the maker, middleman, and customer reveal at each click of the negotiation. That's made even more complex by the aggregating power of the shopping bots and the very light relationship the shopper has compaired to the shopper in a physical venue.

Posted by: Ben Hyde at May 20, 2004 08:38 AM

Isn't this a technique a little bit like that used by magazine publishers (or credit checking agencies according to a "free" trial in my Inbox) by offering three free issues, but unless you say "no! stop please." at the end of those three months you'll have subscribed to the magazine. Essentially it's more hassle for the consumer to negate the "purchase" once they've received their allegedly gratis issues. Can't check as when I looked at the Leica it was displaying a price.

Posted by: Mark Thristan at May 26, 2004 12:39 PM

Yeah, this thing drives me crazy. Show me the price already... I've send in feedback to Amazon several times on this.

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