I see a lot of discussion on how people like to actually HOLD the knives before they make a purchasing decsion. So I thought I would post these links.
But what was driving the effect? The team's initial hypothesis was that the behavior is driven by a classic Pavlovian response. "Behavioral neuroscience suggests that when I put something appetizing in front of you, your brain activates motor programs that lead to your making contact with that item and consuming it," Rangel explains. "We hypothesized that if there's no way for you to touch the item, then the Pavlovian motor response would be absent, and your drive to consume the item thus significantly lessened.
Consumers Will Pay More for Goods They Can Touch
People who held the coffee mug longer than a few seconds seemed not only more compelled to outbid others in an auction setting, but they were also more willing to bid more than the retail price for that item.
“The amazing part of this study is that people can become almost immediately attached to something as insignificant as a mug,” said lead author of the study James Wolf, who started the work while he was a doctoral student at Ohio State.
“By simply touching the mug and feeling it in their hands, many people begin to feel like the mug is, in fact, their mug. Once they begin to feel it is theirs, they are willing to go to greater lengths to keep it.”
I think this is good news for the knife show industry. There will always be a certain % of people who REQUIRE that they handle a knife before they buy it.................
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