“Post-Purchase Rationalization”
What is Post-Purchase Rationalization?
The tendency to reinforce a purchase decision as positive once the purchase has been made.
Business Relevance
People tend to rate wine better if they are told it’s expensive.
Difficulty
Understanding that a client will appreciate their purchase decision once they actually move forward can create an effort to steamroll the decision or move forward too swiftly.
Everyday Application
Free to try services or sample products can influence a decision to move forward by creating the stepping stone of post purchase rationalization. Once your brand has a foot in the door, emphasizing benefits becomes easier.
Tom Waters
Owner at Everyday Sales
Everyday Sales is an online resource for sales and business education. We expose the psychological exploits used in sales and marketing to empower our clients to become better professionals. Our feature content includes Sales in Cinema, Cognitive Biases in Business, Logical Fallacies in Business, and Quotes Deconstructed.
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