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Quote by Sheena Iyengar

“I think of choosing as a... both a fun and an effortful activity and I think of choice as something that in order for you to really get what you want out of it you have to put a lot into it and so I'm only willing to do that for a few different things and for the rest I really just try to either satisfy, come up with a simple rule or let somebody else make the choice.”

Quote by Sheena Iyengar

Author

Sheena Iyengar is a distinguished professor of business at Columbia University, recognized for her work in behavioral economics. Born on November 29, 1969, she has made significant contributions to our understanding of consumer choice and decision-making processes. more

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“It's always a thrilling experience to go into a place that offers you a lot of choice. You know it's like it reminds you of when you're a kid and you go to the amusement park and whether it be Disneyworld or Six Flags you know that thrilling moment when you first enter and you know you've got all these possibilities for the day and it's really a... it's a wonderful feeling.”

Knows Firsts Moments Feelings Kids Choices Wonderful Possibility Offers Six Parks Flags Amusement Thrilling Amusement Parks

Author:Sheena Iyengar

“I used to go to this store called Draeger's and you had a little bit of that same feeling because this was a store that offered you so many varieties, things you'd never contemplated before, you know like 250 mustards and vinegars and over 500 different kinds of fruits and vegetables, or over 2 dozen different types of water.”

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Author:Sheena Iyengar

“I love doing commercials! Usually, they have enough money that they can take time and photograph it well.”

Wells Enough Photograph Take Time

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“This is at a time when you know most of us drank tap water, so I used to go to this store and examine all the varieties and we used to marvel at all the choices out there, but I found that I rarely bought anything and I kind of thought that was kind of curious. I mean, they had things that the other grocery stores didn't have and yet I never bought anything.”

Knows Kind Mean Used Choices Found Water Stores Curious Variety Drank Groceries Grocery Stores Tap Water

Author:Sheena Iyengar

“One day I went to the manager and I asked him whether his model was working and he said, "Well, haven't you seen how many customers we have in this store?" And yes indeed I had. I mean it was definitely attracting a lot of customers, even attracting tourist buses that would land up at this store and people would go through the store and marvel at all the options, even sometimes take photographs of the various aisles.”

People Wells Mean Said Sometimes Land Havens One Day Models Photograph Various Customers Stores Managers Bus Tourists Aisle

Author:Sheena Iyengar

“We either put out 6 different flavors of jam or 24 different flavors of jam and we looked at 2 things. First, in what case were people more likely to buy a jar of jam?”

People Firsts Different Cases Flavor Jam Jars

Author:Sheena Iyengar

“The first thing we looked at, in what case were people more likely to be attracted to the jar or jam, so in which case are people more likely to stop when they saw the display of jams and what we found was that more people stopped when there were 24 jams.”

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Author:Sheena Iyengar

“About 60% of the people stopped when we had 24 jams on display and then at the times when we had 6 different flavors of jam out on display only 40% of the people actually stopped, so more people were clearly attracted to the larger varieties of options, but then when it came down to buying, so the second thing we looked at is in what case were people more likely to buy a jar of jam. What we found was that of the people who stopped when there were 24 different flavors of jam out on display only 3% of them actually bought a jar of jam whereas of the people who stopped when there were 6 different flavors of jam 30% of them actually bought a jar of jam.”

People Different Cases Variety Buying Display Flavor Jam Jars

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“What we found was that of the people who stopped when there were 24 different flavors of jam out on display only 3% of them actually bought a jar of jam whereas of the people who stopped when there were 6 different flavors of jam 30% of them actually bought a jar of jam.”

People Different Found Display Flavor Jam Jars

Author:Sheena Iyengar

“People were actually 6 times more likely to buy a jar of jam if they had encountered 6 than if they encountered 24, so what we learned from this study was that while people were more attracted to having more options, that's what sort of got them in the door or got them to think about jam, when it came to choosing time they were actually less likely to make a choice if they had more to choose from than if they had fewer to choose from.”

People Ifs Thinking Choices Study Doors Fewer Jam Jars

Author:Sheena Iyengar