Dive Into a New Product Category

Alicia Orr Suman is a Philadelphia-area freelance writer and the founding editor of Catalog Success magazine.

The Psychology of Pricing

By Matt Griffin, associate editor, Catalog Success

Customers often are more sensitive to pricing cues — something that makes them believe they’re getting good deals — than they are to actual changes in product pricing, said Duncan Simester, professor at the Massachusetts Institute of Technology’s Sloan School and head of the Marketing Group at Sloan.