Скачать или смотреть The center-stage effect / Marketing psychology lesson#6

Driving the customer toward the middle choice.
Having three categories is not accidental, either.

Traditional

People’s Choice = Middle Option

Deluxe

Let’s say that when it comes to your purchase, you don’t want to spend too much but you also want something of good quality. You’d be in the same boat as the majority of consumers who, when presented with a number of offers, have a tendency to choose the middle option.

This principle is called the center-stage effect, which says that consumers believe options placed in the center of a simultaneously presented array are the best bet. This belief translates into their choosing options placed in the center more often than those at either end of the display. 

You’ll notice how many companies will give their middle-road pricing package special treatment when it comes to design, like a “Most popular choice!” banner, or something to that effect. 

The bottom line: If you want to drive the sales of a particular product, place it in the middle.
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