Compromise Effect & AI: the psychology of 3-tier pricing (Goldilocks pricing)
IntermédiaireMaster the compromise effect (Simonson 1989) — aka « Goldilocks pricing »: the universal tendency of customers to pick the middle option when shown three. Understand why 67 % of Spotify users choose the mid-tier, how to design a 3-tier pricing structure that maximizes ARPU without breaking conversion, and how AI can calibrate the « middle » tier in real time based on segment, usage context and prospect history. Distinct from (and complementary to) the decoy effect.
Competency domains
Psychologie & NeurosciencesVente & ConversionEntrepreneuriatIntelligence Artificielle
Skills acquired
Course chapters
1Introduction : pourquoi tout le monde prend « la formule du milieu »2Les fondements : la mécanique précise de l'effet de compromis?Quiz : Les fondements de l'effet de compromis
Quiz
4Applications : construire un pricing 3 tiers qui maximise l'ARPU5L'IA au service du pricing Goldilocks : prompts et workflows?Quiz final : Appliquer l'effet de compromis avec l'IAQuiz
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