{"id":1141,"date":"2020-02-28T11:04:36","date_gmt":"2020-02-28T10:04:36","guid":{"rendered":"https:\/\/blogs.futura-sciences.com\/lehning\/?p=1141"},"modified":"2020-03-11T10:01:05","modified_gmt":"2020-03-11T09:01:05","slug":"la-psychologie-des-nombres-2","status":"publish","type":"post","link":"https:\/\/blogs.futura-sciences.com\/lehning\/2020\/02\/28\/la-psychologie-des-nombres-2\/","title":{"rendered":"La psychologie des nombres"},"content":{"rendered":"

Quelle est la diff\u00e9rence entre 98 \u20ac et 100 \u20ac\u00a0? Math\u00e9matiquement parlant, la r\u00e9ponse est 2\u00a0\u20ac. Au niveau psychologique ou \u00e9motionnel, la diff\u00e9rence est bien plus importante. Pour ne pas en \u00eatre victime, la m\u00e9thode est simple\u00a0: arrondissez\u00a0! Si on vous dit 98\u00a0\u20ac, traduisez en 100\u00a0\u20ac et vous ne serez pas pi\u00e9g\u00e9.<\/p>\n

Vision psychologique des prix<\/h2>\n

Dans l\u2019esprit de l\u2019acheteur, 98\u00a0\u20ac signifie 90\u00a0\u20ac plus quelques euros. Il raisonne en logique additive. Sauf pour les produits de prestige, qui doivent \u00eatre chers, il vaut mieux afficher ses prix dans la dizaine inf\u00e9rieure. Plusieurs exp\u00e9riences ont \u00e9t\u00e9 men\u00e9es aux \u00c9tats-Unis. En particulier, l\u2019envoi de deux catalogues identiques, l\u2019un affichant des prix ronds comme 10\u00a0$ et l\u2019autre des prix minor\u00e9s de 1 cent, comme 9,99\u00a0$, a montr\u00e9 que le second catalogue apportait plus de ventes.<\/p>\n

Le meilleur prix psychologique<\/h2>\n

De fa\u00e7on plus \u00e9tonnante sans doute, le meilleur prix pour maximiser le profit sur un produit n\u2019est ni le plus petit, ni le plus grand possible.<\/p>\n

\"\"
D\u00e9termination graphique du prix psychologique. La courbe du dessus repr\u00e9sente le pourcentage d\u2019acheteurs potentiels estimant le produit de qualit\u00e9 suffisante, celle du bas, le pourcentage l\u2019estimant trop cher. Le prix psychologique correspond au point o\u00f9 l\u2019\u00e9cart est le plus grand.<\/figcaption><\/figure>\n

Ce prix, qui peut \u00eatre d\u00e9termin\u00e9 au moyen d\u2019un sondage, est appel\u00e9 le \u00ab\u00a0prix psychologique\u00a0\u00bb. En dessous de ce prix, le produit semble de qualit\u00e9 insuffisante \u00e0 l\u2019acheteur potentiel. Au-dessus, il para\u00eet trop cher.<\/p>\n

En revanche, si vous voulez \u00e9crire un livre de conseils pour r\u00e9ussir, mieux vaut en proposer 31 que 29 car ce nombre sera per\u00e7u comme bien plus grand.<\/p>\n","protected":false},"excerpt":{"rendered":"

Quelle est la diff\u00e9rence entre 98 \u20ac et 100 \u20ac\u00a0? Math\u00e9matiquement parlant, la r\u00e9ponse est 2\u00a0\u20ac. Au niveau psychologique ou \u00e9motionnel, la diff\u00e9rence est bien plus importante. Pour ne pas en \u00eatre victime, la m\u00e9thode est simple\u00a0: arrondissez\u00a0! Si on vous dit 98\u00a0\u20ac, traduisez en 100\u00a0\u20ac et vous ne serez pas pi\u00e9g\u00e9. Vision psychologique des … Continuer la lecture de La psychologie des nombres<\/span> →<\/span><\/a><\/p>\n","protected":false},"author":12,"featured_media":1142,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":"","_links_to":"","_links_to_target":""},"categories":[29,98],"tags":[195,413,303],"class_list":["post-1141","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-maths-2","category-viequotidienne","tag-nombres","tag-prix","tag-psychologie"],"yoast_head":"\nLa psychologie des nombres, par Herv\u00e9 Lehning<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/blogs.futura-sciences.com\/lehning\/2020\/02\/28\/la-psychologie-des-nombres-2\/\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"La psychologie des nombres, par Herv\u00e9 Lehning\" \/>\n<meta property=\"og:description\" content=\"Quelle est la diff\u00e9rence entre 98 \u20ac et 100 \u20ac\u00a0? 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