Must Follow: @Sheena_Iyengar

Whartons Cassie Mogilner, Stanfords Baba Shiv, and Columbias Sheena Iyengar decided to find out how the way options were presented to consumers affected the feelings they ultimately had about a particular choice.

[[nid:1272637 For years, McDonald's (NYSE: MCD) has prided itself on its wide variety of offerings, from the Snack Wraps to McSkillet Burritos and even the famous McRibb sandwich. In total McDonald's has about 145 menu items in the U.S., up from ...

The wealth of information available with big data can be very useful in uncovering and delivering new insights to assist your sales teams with their sales engagement process. While it's tempting to provide your sales teams with an in-depth view of ...

Can the presentation of choices on an upgrade screen or talent tree affect how we feel about those choices? Consider the two screenshots of talent trees below. The first one is from the first person shooter Syndicate while the second is from the ...

Successful sales professionals in any field realize that they can improve the odds of making a sale by offering their customers more than one option of a service or product. But how many choices should you offer? This week Ive been invited to be the ...

Im in the oral-care aisle of my neighbourhood drug store, staring at a wall of toothpastes. In front of me is a myriad of choices offering plaque-fighting, whitening, ultra-whitening, breath-freshening, cavity-preventing and ones for sensitive ...

In our digital and social media focus month, Dirk Poschenrieder discusses the mobile health market and how mhealth apps have the opportunity to change the interaction between pharma and patients. I often hear that mobile health will explode within ...

Now that states have decided what they are going to do about health insurance exchanges—those new shopping carts created by Obamacare to help consumers find health insurance who do not get it through their employers—the really tough part begins.

Findings about pricing—ranging from points of reference to payment timing—that can help meeting professionals better predict customer choices. Let's face it; we are not all rational all of the time. I certainly am not, and neither are my buying ...