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deferral

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    Decision Architecture Entry #0132

    Why removing an option can raise sales of the rest

    Retailers who cut the number of near-identical lines have seen sales hold or rise. Removing duplicates removes comparisons rather than choices.

    Novice
    The hidden part #0132

    Duplicates add comparison, not choice. Perceived variety comes from favourites present, not from lines counted.

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    Scarcity & Queues Entry #0471

    Why the last unit is priced differently

    One left is not a quantity statement. It converts a purchase that could happen any time into one that happens now or not at all.

    Novice
    The hidden part #0471

    A last unit removes costless deferral and adds an implied verdict from earlier shoppers. The object did not change.

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