Why You Buy, Part Three

Still more discoveries from the recent studies in behavioral economics:

Over-Valuing "Mine"

People consistently place a higher value on things they own, even if their "ownership" is temporary. The research is interesting, and I often saw this phenomenum used by salesmen on busses in Ecuador. A product is thrust into your hands, and after a ten-minute sales pitch, you pay or give back "your" item. It's a very effective technique.

Regret Aversion

Of course you should bet $10 to win $20 on a toss of a coin, but for many, fear of regret (I lost $10!) outweighs desire to profit (I won $20!). The applications for this facet of human nature are in how you present things. With a person who has a strong tendency towards regret aversion, you'll more likely to make a sale by suggesting what will be lost if he does't buy, than by promising great benefits.

Refusal To "Book" Losses

I often saw this one when I worked at a casino. The loss doesn't seem real to the player until he leaves the table, so he stays and loses more. There are thousands in casinos right now, losing more money and mumbling, "I just want to get even."

Investors regularly hold losing investments simply because to sell them is an admission of the truth. Ask them which stocks will have the greatest return, and they won't name their losing ones. They also won't sell them to invest the money in the better stocks they do name, which would be the logical thing to do.

The Future Of Behavioral Economics

The science of behavioral economics is a growing field, with more studies being done every year. Though it hasn't had much formal transference to the world of business yet, the techniques being studied have certainly been used for ages. Learn them, and you can profit - or protect yourself.

Steve Gillman has been studying every aspect of money for thirty years. You can find more interesting and useful information on his website; http://www.UnusualWaysToMakeMoney.com

In The News:

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LGS Specialty Sales lemons from Argentina arriving  The PackerImporter LGS Specialty Sales Ltd., New Rochelle, N.Y., anticipates a “solid” 2019 Argentinian lemon season.
Ireland to ban sales of new petrol and diesel cars by 2030  Economic TimesThe government hopes to have 950000 electric vehicles on Irish roads by then, supported by a network of charging stations.
The median sales price just jumped on Lehigh Valley homes. We tell you by how much.  lehighvalleylive.comThe median Lehigh Valley home sales price in May jumped to $206,000 -- a 3% increase over April -- indicating values are continuing to gain traction, according ...
This week in Auto: India watches as China EV sales cool down; car sales slump by 21%  MoneycontrolHere's a list of all the major developments in the auto space.
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BMW G310R, G310GS beats TVS Apache 310 production – May 2019  RushLaneExports of BMW G310R and G310GS for April and May 2019 have reduced this FY, and domestic sales average is being maintained at roughly 150 units a ...
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In May 2019 Renault Electric Car Sales Increased By 58%  InsideEVsIn the last full month before unveiling of the new ZOE, Renault again significantly increased EV sales. Over 5000 EVs sold in May and 24000 YTD.
Tesla Model 3 Has Commanding Sales Lead Among BEVs in Western Europe  InsideEVsTesla Model 3 remains the top selling new all-electric car in Western Europe after five months of this year, with some 20.5% market share.
French spirits sales hit by 'yellow vest' protests last year  The Journal PioneerPARIS (Reuters) - Sales of spirits in France fell last year, hurt by "yellow vest" anti-government protests that were at their peak during the end of the year period ...
Cars, trucks worst hit as auto sales race downhill in May  LivemintTumbling auto sales in May reinforce the gloom surrounding auto firms. Data released by the Society for Indian Automobile Manufacturers Ltd on Tuesday ...
Construction and home improvement see a boost in April sales tax revenue for Steamboat Springs  Steamboat Pilot & TodaySTEAMBOAT SPRINGS — The construction industry has contributed to a boost in the city of Steamboat Springs' April sales tax revenue. Sales tax revenue this ...
BTS Earns Record-Extending 12th No. 1 on World Digital Song Sales Chart With Charli XCX Duet 'Dream Glow'  BillboardBTS extends its record for the most No. 1s on Billboard's World Digital Song Sales chart, as the K-pop kings' collab with Charli XCX, "Dream Glow," debuts at No.
Top 10 two wheelers May 2019 sales – Hero Splendor, Honda Activa on top  RushLaneTwo-wheeler sales for May 2019 find most of the top ten selling models on a rocky boat. Hero Splendor continues at top position with 2,67,450 units sold, down ...
Mayor Lori Lightfoot won’t rule out expanding sales tax to include professional services as way of closing ci…  Chicago Sun-TimesA week ago, she had told reporters there is 'no question that we're gonna have to come to the taxpayers and ask for additional revenue' to bridge a budget gap ...
Norway Updates: Subaru, Mazda, & Ford Sales Plummet, Hydrogen Car Sales Frozen, Tesla Sales Jump  CleanTechnicaJune 17th, 2019 by Paul Fosse. Norwegian Twitter user Tesla Driver tweeted an article from the daily Norwegian business paper Finansavisen (behind a ...
Strong US retail sales improve economy's fortunes  Economic TimesWASHINGTON: US retail sales increased in May and sales for the prior month were revised higher, suggesting a pick-up in consumer spending that eased fears ...
Axalta Coating explores potential sale of business  Financial TimesAxalta Coating Systems is exploring options, including an outright sale of the business, less than 19 months after talks to sell itself to Japanese rival Nippon ...
Santa Ana home sales tumble 19% in worst O.C. slump since 2012  OCRegisterHomebuying in Santa Ana fell 19% in what was Orange County real estate's slowest nine months of sales since 2012. For nine consecutive months through April ...
Honor 20 reaches 1 million sales in 14 days - GSMArena.com news  GSMArena.comThe Honor 20 series was introduced almost a month ago in the middle of the dumpster fire that is the China-US trade war, taking Huawei as a hostage in the...
Auto sales go from bad to worse, fall 21% in May  LivemintSales of passenger vehicles register the steepest decline in nearly 18 years.Top carmakers such as Maruti Suzuki have been forced to close factories ...
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The Apple Watch is still on sale starting at $199 at Amazon and Walmart  CNETFather's Day is now behind us -- but many of the sales are still available. One of the best ones is the continuing discount on the Apple Watch: Apple Watch Series ...
Dates Leaked for Prime Day 2019: When to Expect Sales to Start  Tom's GuideAmazon Prime Day 2019 is still a few weeks away, but new hints indicate that Amazon's Black Friday like sale could start as early as July 12. Tom's Guide ...
Which Metro Vancouver areas are still seeing strong real estate sales? (INFOGRAPHIC)  The Record (New Westminster)In the current slowing real estate market, it's easy to read the headlines and imagine that sales are plummeting all over the region and it's becoming a buyer's ...
Tough going for Christie's skinny £36.4m Impressionist and Modern art sale  Art NewspaperThe task of filling London's June sales following New York's "Giga week"—plus the Venice Biennale in May and Art Basel the week before—is an unenviable ...
At Atlanta’s 1010 Midtown, customized condo breaks sales record at $845K  Curbed AtlantaThe 28th-floor unit garnered a staggering $605 per square foot.
Washington County raises sales tax to provide funding for public transportation, roads  St. George Daily SpectrumWashington County approved an ordinance that will enact a 0.25% sales tax to fund upgrades and maintenance for roads and public transportation routes.
Pharma sales growth hit 19-month low in May as product launches slowed down  Business StandardThe domestic pharmaceuticals market clocked 7 per cent year-on-year (YoY) growth in May, the lowest since October 2017, when it registered a growth of 4.9 ...
In May 2019 Hyundai Plug-In Electric Car Sales Increased 174%  InsideEVsSales of Hyundai plug-in electric cars stabilized month-over-month in May at 6,681, but the growth year-over-year is still tremendous - 174%. Compared to the ...
Sweltering summer is pushing up AC sales, but will margins improve?  LivemintAnalysts are pegging AC sales growth at 20-25% year-on-year in April and May, based on dealer feedback.This is welcome news for investors in these firms, ...
The fashion editors' guide to finding wear-forever pieces in the sales  Telegraph.co.ukWant to make the most of the discounts – but still subscribe to a 'buy less, buy better' ethos? Our editors share their tips for finding wear-forever buys in the sales.
Cisco CEO says he's forbidden his sales people from using Huawei's problems to win business  Business Insider IndiaCisco Live/Business InsiderCisco CEO Chuck RobbinsIf there's one company that should be smiling with delight over Huawei's US ban, it's Cisco.Cisco has ...
Tarrant County was tops for D-FW home sales in May  Dallas NewsMay's jump in home purchases in North Texas saw a surge in activity in most counties.Total home sales by real estate agents in the region rose by...
Raptors’ championship win leads to record-breaking merchandise sales at NBA store  CTV News TorontoAfter the Toronto Raptors won their first NBA championship, fans rushed to purchase their memorabilia, leading to record-breaking merchandise sales.
Former Petersburg man agrees to guilty plea for drug sales  KFSKPosted by Joe Viechnicki | Jun 19, 2019. Randy Long (Photo courtesy of the Petersburg Police Department). Two years after his arrest, a former Petersburg man ...
Production cuts restrict decline in retail sales of vehicles to 7.5% in May  LivemintNew Delhi: Retail sales of vehicles across categories declined by 7.5% to 1.77 million units in May, impacted by a slowing domestic economy and continuing ...
Patanjali's global ambitions hobbled by missteps; sales plunge for 2 consecutive years  Business TodayPatanjali's sales plunged 10% to Rs 8100 crore in FY18, and in the last fiscal year, it likely deteriorated further, say analysts.
Toyota RAV4 Hybrid sales halted  MotoringToyota has temporarily withdrawn the RAV4 Hybrid from sale, following the discovery of a braking defect in the vehicle. The recently released mid-size hybrid ...
How BMW is trying to spark plug-in hybrid sales  Automotive NewsBMW is relying heavily on its growing lineup of plug-in hybrids to cut its fleet CO2 emissions in Europe to avoid stiff EU fines.
Coconut oil sales have fallen – but I won't be giving it up  The GuardianSales are down 17%, suggesting negative messages about saturated fat may have stuck. But I don't intend to surrender my cold-pressed oil any time soon.
Tata Motors' JLR sales decline 12.2% in May on weak demand in China  Business TodayJaguar Land Rover (JLR), the UK subsidiary of Tata Motors, on Tuesday reported a decline of 12.2 per cent on year-on-year basis in retail sales in May at 42370 ...

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