Behavioural Science - What things are worth

The behavioural science behind what things are worth

Does value mean the same thing to you and your customers?

The behavioural science behind what things are worth.

Do you have control of your brand’s value perception?

This Thought-Starter should make you question if you’ve got control of your brand’s value perception, and what to do to make sure you have. Why should a loft conversion, a Volkswagen Golf or ten shares in Amazon cost the same as each other? Why should a tin of beans cost more at a corner shop than a supermarket? 

The answer lies in value perception.

Value is the balance between what you want (your MOTIVATION), and what you’re prepared to give (your MEANS).

Defining how and why your offer represents value in your market is a big part of any marketer’s job, and this thought starter is only scratching the surface. 

A behavioural approach like ours provides a structured and logical way to take control of your value proposition, and break the job into discrete and manageable elements. 

Learn how to start thinking behaviourally about value by:

  • Reducing the MEANS – make your offer feel less costly. 
  • Increase the MOTIVATION – make your offer feel worth more.

If you’re interested in understanding more about how we do this you need to read this Thought-Starter.

Simply complete the short form on this page to get your hands on this Thought-Starter today: 

To find out more get in touch.

Get your hands on the report


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    Training Products

    An introduction to the power of applying behavioural economics to marketing problems. We’ll immerse your brand and marketing teams in the latest thinking, inspiring and expanding their minds with case studies and knowledge they can put into practice.

    View our Training products

    Behavioural Design Sprint

    Solve big problems and test new ideas in just four days. Based on the proven Design Sprint system created at Google Ventures, a Behavioural Design Sprint enables us to rapidly solve business challenges, and create and test ideas that drive acquisition, activation and retention.


    Is your POS actually influencing behaviour?

    Is your POS influencing behaviour?

    Is your POS influencing behaviour?

    Is your POS influencing behaviour?

    POS strategy is generally well established in most retail businesses and given its organisational complexity is rarely reviewed.

    But when you start to think about it, it has the potential to be one of the most influential factors in determining consumer behaviour in store.

    It’s at this decision-making coal face that understanding and harnessing behavioural science is at its most powerful.

    Just stand in any of your aisles… you will see behavioural science in action.

    You’ll learn how to start thinking behaviourally about your POS by:

    If you’ve been considering building behavioural science into your store POS strategy or want to know more about how to go about it, you need to read this Thought-Starter.

    Simply complete the short form on this page to get your hands on it. To find out more get in touch.

    Get your hands on the report


      Other must-read reports for brands and retailers

      Training Products

      An introduction to the power of applying behavioural economics to marketing problems. We’ll immerse your brand and marketing teams in the latest thinking, inspiring and expanding their minds with case studies and knowledge they can put into practice.

      View our Training products

      Behavioural Design Sprint

      Solve big problems and test new ideas in just four days. Based on the proven Design Sprint system created at Google Ventures, a Behavioural Design Sprint enables us to rapidly solve business challenges, and create and test ideas that drive acquisition, activation and retention.


      behavioural science in marketing

      Applying behavioural science in marketing

      Applying behavioural science in marketing

      7 Cognitive biases you can leverage today

      Our latest report, Applying Behavioural Science in Marketing, shares seven cognitive biases that you can use to take your marketing to the next level today.

      Professor Dan Ariely humorously refers to us as ‘predictably irrational’, mocking the human tendency to make suboptimal decisions in predictable patterns. This is why marketers cannot afford to ignore behavioural science – it is the tool for unpacking these decisions and can shed light on why people buy or don’t buy your brand.

      We offer practical explanations, advice and examples of:

      1. Status quo bias: A preference for things to stay as they are and resistance to making an effort (also known as defaults).
      2. Bizarreness effect: Things that are bizarre (especially those that are incongruous out of context) stand out and are more memorable.
      3. Authority bias: An irrational trust in the judgment of experts.
      4. Herd behaviour: Desire to mimic the behaviour of others.
      5. Hyperbolic discounting: Irrational emphasis on what matters today and a preference for immediate payoffs.
      6. Anchoring: We use benchmarks to evaluate options, no matter how arbitrary the anchors may be.
      7. Reciprocity bias: We respond in kind to even the smallest act of generosity or altruism.

      Download our free report: Applying Behavioural Science in Marketing.
      Simply fill out the form to get started.

      Download our FREE 19 page report


        Other must-read reports for brands and retailers

        Training Products

        An introduction to the power of applying behavioural economics to marketing problems. We’ll immerse your brand and marketing teams in the latest thinking, inspiring and expanding their minds with case studies and knowledge they can put into practice.

        View our Training products

        Behavioural Design Sprint

        Solve big problems and test new ideas in just four days. Based on the proven Design Sprint system created at Google Ventures, a Behavioural Design Sprint enables us to rapidly solve business challenges, and create and test ideas that drive acquisition, activation and retention.


        Gender equality in advertising: Influencing consumer behaviour for the better

        Gender equality in advertising

        In this report we’ve looked at gender equality in advertising, which some brands and organisations are still missing from their strategy. We cover the current climate and highlight the brands tackling the gender inequality issue with forward-thinking campaigns. We’ve also explained the consumer behaviours and lasting effects that result from gender inequality. And what’s more, we’re offering practical recommendations on how to place gender equality at the heart of your business.

        With gender equality under the spotlight more than ever, there’s never been a better time to say goodbye to gender stereotypes within advertising and influence consumer behaviour in the right way.

        3 key take-outs from the report:

        • The current climate of gender inequality in advertising
        • The effects gender inequality has on consumer behaviour
        • Tips for how to build gender equality into your business

        Simply, complete the short form on this page to get the report.

        Download our FREE 20 page report


          Other must-read reports for brands and retailers

          Training Products

          An introduction to the power of applying behavioural economics to marketing problems. We’ll immerse your brand and marketing teams in the latest thinking, inspiring and expanding their minds with case studies and knowledge they can put into practice.

          View our Training products

          Behavioural Design Sprint

          Solve big problems and test new ideas in just four days. Based on the proven Design Sprint system created at Google Ventures, a Behavioural Design Sprint enables us to rapidly solve business challenges, and create and test ideas that drive acquisition, activation and retention.


          Top trends driving consumer behaviour

          Top trends driving consumer behaviour

          In this report we’ll take you through the trends driving consumer behaviour that will have the greatest impact on your business in the coming years.

          We’ve honed in on the world of behavioural science to explain what sits behind these trends driving consumer behaviour. More importantly we’ll share ideas on how people’s behaviours can be influenced to create growth, engagement and commercial success.

          We’d all probably agree, now more than ever is the time to embrace the power of behavioural-thinking to connect on a deeper and richer level with customers.

          3 key take-outs from the report:

          • The 10 behavioural trends shaping tomorrow’s consumers
          • The behavioural science behind the trends
          • Tips for how to apply behavioural thinking to your business

          Simply complete the short form on this page to get this report.

          The Behaviours Agency is creative agency that uses behavioural science to develop impactful ideas that grow retailers and brands

          Get your hands on the report


            Other must-read reports for brands and retailers

            Training Products

            An introduction to the power of applying behavioural economics to marketing problems. We’ll immerse your brand and marketing teams in the latest thinking, inspiring and expanding their minds with case studies and knowledge they can put into practice.

            View our Training products

            Behavioural Design Sprint

            Solve big problems and test new ideas in just four days. Based on the proven Design Sprint system created at Google Ventures, a Behavioural Design Sprint enables us to rapidly solve business challenges, and create and test ideas that drive acquisition, activation and retention.


            Retail Trends 2018

            Retail Trends 2018 and beyond...

            Trends influencing shoppers in 2018 and beyond...

            The latest report: ‘Trends influencing shoppers in 2018 and beyond…’  from The Behaviours Agency details 8 emerging trends which will influence and shape shopper behaviour in 2018.   Some of the topics our report covers include:

            Virtual Reality
            Understanding this immersive technology will be vital for brands hoping to engage shoppers in 2018

            Hello 5G
            Will faster mobile speeds will mean greater opportunity for richer content and greater accessibility?

            Trusted influencers
            With the rise of fake news and the ‘sceptical consumer’, do shoppers still trust advertising?

            On demand video
            The TV viewing landscape is changing, does on demand mean the end of adverts?

            The death of the checkout
            New technologies are revolutionising the way shoppers pay for goods in-store as well as online

            Easy returns
            Are longer warranties and risk-free product trials building shopper confidence in brands?

            Clicks to Bricks
            What’s driving online-only retailers to open their own physical stores?

            ‘Stealth stores’
            Do shoppers prefer independent local, businesses to large chains?

            These trends will have a powerful impact on how brands engage with their shoppers. To read the full insight report on Retail Trends in 2018, please register your details in the form below.

            View our other reports here.

            Request Report


              Other must-read reports for brands and retailers

              Training Products

              An introduction to the power of applying behavioural economics to marketing problems. We’ll immerse your brand and marketing teams in the latest thinking, inspiring and expanding their minds with case studies and knowledge they can put into practice.

              View our Training products

              Behavioural Design Sprint

              Solve big problems and test new ideas in just four days. Based on the proven Design Sprint system created at Google Ventures, a Behavioural Design Sprint enables us to rapidly solve business challenges, and create and test ideas that drive acquisition, activation and retention.


              The Future of Marketing

              Trends shaping the future of marketing

              We’re always looking at ways to add value to the communication we send out, which is why we’ve created our The Future of Marketing report.

              We’ve taken views and insights from experts in the worlds of advertising, social media, and turned them into a free e-book.

              Aimed at marketers, brand managers and anyone with an interest in emerging trends and what’s shaping shopper behaviour. As well as getting up to speed on the latest thinking, it will help generate new ideas and ways to develop future campaigns.

              The Future of Marketing is a response to our rapidly changing environment. Only in the last year in politics, we voted to leave the EU and on the other side of the pond Trump gained power. In retail, Amazon drones lead a new era of delivery and tap and pay became the norm. In marketing, Google officially launched expanded text ads, while Snapchat took the helm in the social media landscape. Twitter closed video social network Vine, and ‘trust’ became the word on every marketer’s lips as ‘fake news’ drove a skepticism evolution among audiences.

              2017 will go on to bring ever-greater change. Change that will disrupt entire industries as well as our personal lives.

              What’s inside?

              • The bigger picture
                • Future shoppers – Millennials come of age
                • Media landscape – Power of one
              • Trends shaping the future of marketing
                • Is TV advertising dead?
                • Growth of content in advertising
                • Why the quest for a golden user experience should shape your e-commerce
                • A vision of the future: Instore trends
                • Heralding education and choice in packaging
                • New era of experimental advertising
                • The power of social authenticity

              View our other reports here.

              Request Report


                Other must-read reports for brands and retailers

                Training Products

                An introduction to the power of applying behavioural economics to marketing problems. We’ll immerse your brand and marketing teams in the latest thinking, inspiring and expanding their minds with case studies and knowledge they can put into practice.

                View our Training products

                Behavioural Design Sprint

                Solve big problems and test new ideas in just four days. Based on the proven Design Sprint system created at Google Ventures, a Behavioural Design Sprint enables us to rapidly solve business challenges, and create and test ideas that drive acquisition, activation and retention.


                retail infographic

                Retail Infographic Roundup

                2018

                2017

                Other must-read reports for brands and retailers

                Training Products

                An introduction to the power of applying behavioural economics to marketing problems. We’ll immerse your brand and marketing teams in the latest thinking, inspiring and expanding their minds with case studies and knowledge they can put into practice.

                View our Training products

                Behavioural Design Sprint

                Solve big problems and test new ideas in just four days. Based on the proven Design Sprint system created at Google Ventures, a Behavioural Design Sprint enables us to rapidly solve business challenges, and create and test ideas that drive acquisition, activation and retention.


                Black Friday

                Black Friday: Shopper Survey

                Disruption for UK Retail?

                Our Black Friday report and infographic investigates the current state of Black Friday (and the following ‘Cyber Monday’) in the UK, and how it impacts on shoppers’ Christmas spending habits.

                The report is based on a comprehensive survey of hundreds of UK residents across a range of demographics. We look at what they plan to spend money on this Black Friday, how it’ll impact on their expected Christmas budget and whether it’ll even influence how much they spend in the January sales.

                Some of the topics the report covers are:

                • How shoppers plan to pick up Christmas gifts on Black Friday
                • Whether shoppers’ Black Friday spending will impact on their Christmas budget
                • How much Black Friday spending will affect the January sales

                To read the full insight report on Black Friday, please register your details in the form below.

                Request Report


                  Other must-read reports for brands and retailers

                  Training Products

                  An introduction to the power of applying behavioural economics to marketing problems. We’ll immerse your brand and marketing teams in the latest thinking, inspiring and expanding their minds with case studies and knowledge they can put into practice.

                  View our Training products

                  Behavioural Design Sprint

                  Solve big problems and test new ideas in just four days. Based on the proven Design Sprint system created at Google Ventures, a Behavioural Design Sprint enables us to rapidly solve business challenges, and create and test ideas that drive acquisition, activation and retention.


                  Shopping Uncovered: Home & Leisure

                  Shopping Uncovered: Home & Leisure

                  It is accepted that different generations shop differently, but most studies make assumptions that all shopping is the same. Our latest report, reveals how shoppers really shop today.

                  Learn what drives people to buy. Discover what changes if your core shopper is a Millennial or a Boomer. Explore what impact category has.

                  Is finding a holiday really the same as buying a sofa. Can this be.

                  For the first time, Shopping Uncovered – How we really shop today – tackles all these issues and looks at shopping in two ways.

                  Firstly, we study in-store and online shopping behavior, to reveal a more intuitive and useful analysis of how we shop.

                  We’ve also noticed that while there are common themes that repeatedly come up on shopper influences, until now no one has one ‘formula’ for what drives us to make one purchasing decision over another. Shopping Uncovered investigates the six key forces that influence shopping decisions and their power of influence, by generation and category. These ‘Shopper Forces’ have been identified as:

                  • Price
                  • Need to touch
                  • Shopping experience
                  • Education
                  • Brand
                  • Social validation

                  The findings will surprise, but also confirm some of your assumptions, helping you to prioritise marketing budgets, incite growth and improve ROI.

                  In summary, Shopping Uncovered – how we really shop will tell you:

                  • How we shop – online and in-store splits
                  • The drivers to buy – by generation and category
                  • Attitudes to sales and promotions
                  • How staff can make a difference

                  We hope you enjoy Shopping Uncovered, and that you will find it a useful planning aid.

                  If you’re interested in reading the report, which focuses on the Home and Leisure sectors, please register your details in the form below.

                  Request Report


                    Other must-read reports for brands and retailers

                    Training Products

                    An introduction to the power of applying behavioural economics to marketing problems. We’ll immerse your brand and marketing teams in the latest thinking, inspiring and expanding their minds with case studies and knowledge they can put into practice.

                    View our Training products

                    Behavioural Design Sprint

                    Solve big problems and test new ideas in just four days. Based on the proven Design Sprint system created at Google Ventures, a Behavioural Design Sprint enables us to rapidly solve business challenges, and create and test ideas that drive acquisition, activation and retention.


                    Shopping Uncovered: Fitness, Sports & Outdoor

                    Shopping Uncovered: Fitness, Sports & Outdoor Edition

                    In our second Shopping Uncovered retail report, we’ve taken a closer look at one of the categories in the home and leisure sector – Fitness, Sports and Outdoor.

                    In our research in to the home and leisure sector, more than a thousand shoppers were asked about their shopping habits. Behaviour varied wildly by category and in this report we capture how those behaviours can be used to inform marketing strategies in the Fitness, Sports and Outdoor category.

                    Learn what drives people to buy. Discover what changes if your core shopper is a Millennial or a Boomer. And get advice and tips for using the data to market more effectively. Ultimately, this report can help you create a better shopping experience and improve return on investment.

                    Here’s a snapshot of what we found:

                    • Bricks and mortar high street stores are the life-blood of sports and outdoor brands as shoppers seek to try before they buy.
                    • Shoppers in this category are more likely to be brand driven.
                    • While getting a good price is important, shoppers are less likely to expect a bargain and feel you get what you pay for.

                    If you’re interested in reading our insight report on the Fitness, Sports and Outdoor category, please register your details in the form below.

                    We hope you enjoy this new edition of Shopping Uncovered, and that you will find it a useful planning aid.

                    Alternatively, you might find our insight report on the entire home and leisure sector of interest. Shopping Uncovered – how we really shop will tell you:

                    • How we shop – online and in-store splits
                    • The drivers to buy – by generation and category
                    • Attitudes to sales and promotions
                    • How staff can make a difference

                    To download this report, click here

                    Request Report


                      Other must-read reports for brands and retailers

                      Training Products

                      An introduction to the power of applying behavioural economics to marketing problems. We’ll immerse your brand and marketing teams in the latest thinking, inspiring and expanding their minds with case studies and knowledge they can put into practice.

                      View our Training products

                      Behavioural Design Sprint

                      Solve big problems and test new ideas in just four days. Based on the proven Design Sprint system created at Google Ventures, a Behavioural Design Sprint enables us to rapidly solve business challenges, and create and test ideas that drive acquisition, activation and retention.


                      Shopping Uncovered: Houseware

                      Shopping Uncovered: Houseware

                      In the latest of our Shopping Uncovered retail reports, we reveal the behaviour behind houseware shoppers. What drives them to buy, where they shop and why they shop the way they do.

                      By talking to hundreds of houseware shoppers, we have identified that behaviour varies between the generations. In this report we capture how understanding these behaviours can inform marketing strategies, create better shopping experiences, and ultimately improve return on investment.
                      From Millennials to Boomers, this report provides advice and tips to market more effectively to a wide range of houseware shoppers.

                      Here’s a snapshot of the insights we uncovered:

                      • Houseware is one of the least promotional retail categories, so it’s important to understand how to discount without devaluing
                      • Shoppers in this category are more likely to be driven by in-store experience
                      • Millennials are a prime group to nurture because they are at the start of their homemaking journey

                      To read the full insight report on the Houseware category, please register your details in the form below.

                      To see the bigger picture of how we shop in the entire home and leisure sector:

                      Download Shopping Uncovered – how we really shop . This in-depth report provides invaluable insights into shopper behaviour including:

                      • How we shop – online and in-store splits
                      • The drivers to buy – by generation and category
                      • Attitudes to sales and promotions
                      • How staff can make a difference

                      To download this report, click here

                      Request Report


                        Other must-read reports for brands and retailers

                        Training Products

                        An introduction to the power of applying behavioural economics to marketing problems. We’ll immerse your brand and marketing teams in the latest thinking, inspiring and expanding their minds with case studies and knowledge they can put into practice.

                        View our Training products

                        Behavioural Design Sprint

                        Solve big problems and test new ideas in just four days. Based on the proven Design Sprint system created at Google Ventures, a Behavioural Design Sprint enables us to rapidly solve business challenges, and create and test ideas that drive acquisition, activation and retention.


                        Shopping Uncovered: Furniture

                        Shopping Uncovered: Furniture

                        The latest of our Shopping Uncovered retail reports, are presented as an Infographic, displaying the key findings for the furniture sector.

                        Here’s a snapshot of the marketing tips uncovered:

                        • Enhance the instore opportunity to touch and feel products, make it physically easy and encouraging to touch the one you want
                        • Explain what you get for your money, enhancing superior craftsmanship or special features
                        • Enable shoppers to share what they’ve bought in their own social networks
                        • Encourage reviews and make them readily available

                        To read the full infographic on the Furniture category, please register your details in the form below.

                        To see the bigger picture of how we shop in the entire home and leisure sector:

                        Download Shopping Uncovered – how we really shop . This in-depth report provides invaluable insights into shopper behaviour including:

                        • How we shop – online and in-store splits
                        • The drivers to buy – by generation and category
                        • Attitudes to sales and promotions
                        • How staff can make a difference

                        Request Report


                          Other must-read reports for brands and retailers

                          Training Products

                          An introduction to the power of applying behavioural economics to marketing problems. We’ll immerse your brand and marketing teams in the latest thinking, inspiring and expanding their minds with case studies and knowledge they can put into practice.

                          View our Training products

                          Behavioural Design Sprint

                          Solve big problems and test new ideas in just four days. Based on the proven Design Sprint system created at Google Ventures, a Behavioural Design Sprint enables us to rapidly solve business challenges, and create and test ideas that drive acquisition, activation and retention.


                          Shopping Uncovered: Online vs In-store

                          Shopping Uncovered: Online vs In-store

                          In this special edition of Shopping Uncovered, we take an in-depth look at the role in-store high street shopping and online shopping play in our lives today. The big question is, will the high street survive the unwavering success of online shopping?

                          To find out we talked to thousands of shoppers of all ages. We uncovered their thoughts, feelings and attitudes towards shopping in-store and online. In this report we’ve collated the findings to help inform marketing strategies, create better shopping experiences, and ultimately improve return on investment.

                          From Millennials to Boomers, this report provides advice and tips to help businesses keep shoppers engaged in-store on the high street.

                          Here’s a snapshot of the insights we uncovered:

                          • Nothing beats being about to interact with a product before you buy it
                          • High street shopping is a social experience
                          • Shoppers see the high street as a place where their community can come together
                          • Retail staff play an important role in driving the decision to purchase

                          To read the full insight report on the high street shopping experience, please register your details in the form below.

                          To see the bigger picture of how we shop in the entire home and leisure sector:

                          Shopping Uncovered – how we really shop is an in-depth report provides invaluable insights into shopper behavior including:

                          • How we shop – online and in-store splits
                          • The drivers to buy – by generation and category
                          • Attitudes to sales and promotions
                          • How staff can make a difference

                          Request Report


                            Other must-read reports for brands and retailers

                            Training Products

                            An introduction to the power of applying behavioural economics to marketing problems. We’ll immerse your brand and marketing teams in the latest thinking, inspiring and expanding their minds with case studies and knowledge they can put into practice.

                            View our Training products

                            Behavioural Design Sprint

                            Solve big problems and test new ideas in just four days. Based on the proven Design Sprint system created at Google Ventures, a Behavioural Design Sprint enables us to rapidly solve business challenges, and create and test ideas that drive acquisition, activation and retention.