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pricing tiers

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    Decision Architecture Entry #0138

    Why adding a third tier sells the second

    The expensive option is not there to be bought. It is there to change what the middle option looks like, and it does that job without ever being chosen.

    Adept
    The hidden part #0138

    The premium tier nobody buys is not a failure. It is the instrument that decides what the tier below it appears to cost.

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    Price Psychology Entry #0352

    The reason a decoy tier makes the middle look reasonable

    Three tiers on a pricing page: cheap, middle, expensive. The expensive one is not there to be chosen. It is there to make the middle one look like the sensible option.

    Adept
    The hidden part #0352

    Value is judged by comparison, not absolutely. The tier nobody buys is the one that decides what everyone else buys.

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