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Everybody who sells is very, very nervous about prices. indeed, i ran brain scan studies where i could show that the consumer willingness to pay is in some cases significantly higher than the value perception of the person who sells. that means there is a strong hurdle and lots of pain on the seller side, which is completely unnecessary. kai markus mueller, an absolute pleasure having you on the show. thanks so much for your time and i ll talk to you soon. thank you for having me. well, you know, in the end, it s the price in the shops that customers really care about. so what kind of pressure are they under to keep the costs low and how do they negotiate with their suppliers? well, to find out, i ve been speaking with the director general of eurocommerce. that s the organisation that represents retailers and wholesalers in 27 european countries. ....
Perceptual threshold. so for example, in weight, if i compare two weights, i need at least two grams of difference for 100 by 100 grams to perceive that difference at all. now, over time, that becomes more so i maybe forget that last week, you know, that carton of milk or that little piece of tea or so was slightly heavier than this week. so companies understand what the perceptual threshold for the different units is, they have good chances to make shrinkflation successful. kai, are retailers, are they nervous about raising prices? oh, yes. that is a big issue. ....
Of winning minds and winning deals. kai markus mueller, a real pleasure having you on this show. and kai, let s start with this. what are some of the tips and tricks that retailers use? well, there is a wealth of them in consumer psychology. but i ll tell you a few of them. a very, very, very strong component is, for example, the default effect. so, for example, if you have a subscription, it renews by default and we have trouble thinking about the renewal, wejust let it go. then there are things like red signs for discounts. people have learned these things over and over that red signs give you pleasure. people believe that they get a good deal despite the fact that they are actually playing a game that is set by the company that sells these products. and kai, i m wondering, do you think, you know, are consumers more likely to be ....
To conflicts in ukraine and syria, and raised concern over attacks injerusalem and the surrounding region. you re watching bbc news. now it s time for talking business. hello, everybody. a very warm welcome to talking business weekly with me, aaron heslehurst. let s go and take a look at what s on the show. the cost of living has been going through the roof, but can it possibly go up even more? and do prices ever really come down? we re going to be looking at how those prices get set and what goes on behind the scenes between growers, suppliers and the shops themselves. i m going to be discussing all of that with this crack team. there they are. commodities expert kona lasker haque can tell us where the markets think prices of raw materials are heading. kai markus mueller, who s the neuroscientist who gives us the psychology behind the way shops ....