The Jam Study, Retested: 24 Flavors, 68 Percent Fewer Purchases
Proof, not claims: classic persuasion triggers, re-tested live with digital twins. → See all 23 purchase triggers at a glance . The takeaway: Iyengar & Lepper…
Blog - Jonathan Mall
63 articles
The Endowment Effect, Twin-Tested: 30 Days of Ownership Double the Keep Rate
Proof, not claims: classic persuasion triggers, re-tested live with digital twins. → See all 23 purchase triggers at a glance . The takeaway: Kahneman, Knetsch…
Loss Aversion, Twin-Tested: Do Not Miss Out Sells No Better Than Secure Yours
Proof, not claims: classic persuasion triggers, re-tested live with digital twins. → See all 23 purchase triggers at a glance . The takeaway: Kahneman &…
The Peak-End Rule, Twin-Tested: No Effect — but a Lesson About List Order
Proof, not claims: classic persuasion triggers, re-tested live with digital twins. → See all 23 purchase triggers at a glance . The takeaway: The peak-end rule…
Reciprocity, Twin-Tested: Give First, Sell Later — 6.4 vs 3.7 out of 10
Proof, not claims: classic persuasion triggers, re-tested live with digital twins. → See all 23 purchase triggers at a glance . The takeaway: Twins who first…
Scarcity, Twin-Tested: Only 3 Left Divides More Than It Accelerates
Proof, not claims: classic persuasion triggers, re-tested live with digital twins. → See all 23 purchase triggers at a glance . The takeaway: Robert Cialdini…
Storytelling, Twin-Tested: The Fact List Beats the Founder Story
Proof, not claims: classic persuasion triggers, re-tested live with digital twins. → See all 23 purchase triggers at a glance . The takeaway: Comparing three…
AI as a Decision Framework: How to Sell AI to the Board
B2B decision psychology, live re-tested with digital twins: proof rather than assertion. In short: How do you sell an AI program to leadership: through…
Risk Aversion in Procurement: Don’t Get It Wrong Beats Get the Best Deal
B2B decision psychology, tested live with digital twins: proof instead of assertion. In short: We pitched the same software offer twice, once framed as a gain…
B2B Buying-Committee Psychology: Why 6-10 Decision-Makers Rarely Agree
B2B decision psychology, tested live with digital twins: proof instead of assertion. In short: We presented the same B2B offer in three text variants, ROI…