"Consider another illustration. A maker of boxed drinks, whose products were a mixture of 40% fruit juice and 60% flavored sugar water, had placed its products in the boxed drink section of supermarkets, juxtaposed with competing products that were 100% fruit juice.A venda depende do contexto!
Though the pure juice products were much more expensive, sales of the juice/water drinks were languishing. When interviewed about their purchases, customers, who were mostly parents, revealed that the job they were trying to get done had a functional dimension — to put a healthy drink in their children’s school lunches — and an emotional dimension — to feel like they were taking good care of their children. When pitted against the job candidates that contained 100% juice, the mixture drink simply wasn’t qualified; it rarely got hired. The company then had its drink placed in another location in the supermarket, in snack foods, and sales improved markedly. When compared to the job candidates in the snack aisle, a drink that had 40% real fruit juice solved the emotional component of the “good parent” job much better than the competing candidates."
Recordar as conservas de truta fumada da Comur e o meu conselho em "Conservas e pricing".
O meu conselho inicial era para situar o preço das trutas fumadas junto do salmão fumado a 3,5€ as 100 ou 150g em vez das latas de sardinhas a 0,60€. Esse conselho motivado pela percepção de que o preço é contextual, aqui é reforçado por uma outra percepção, o JTBD da truta fumada se calhar está mais próximo do JTBD do salmão fumado do que o JTBD das conservas de sardinha ou cavala.