How Starbucks uses Psychological Triggers
I like this picture from Tom Pestridge that breaks down physiological triggers Starbucks uses for their different sized.
Here's what he said:
The psychological triggers Starbucks uses...that make people keep coming back.
1. The Decoy Effect
↳ A strategically placed middle option can make the most expensive seem like the best deal.
2. The Von Restorff Effect
↳ Writing your name wrong, makes it stand out and encourages social sharing and free advertising.
3. The Customization Effect
↳ Allowing endless small choices increases attachment and perceived control.
4. Artificial Constraints
↳ Limited-time offerings increase desire and speed up decision-making.
5. Sunk Cost Fallacy
↳ The more effort people invest, the more committed they become.
6. Status Signaling
↳ Creating visible loyalty tiers taps into pride and exclusivity.
7. Endowment Effect
↳ Writing your name on the cup creates a feeling of ownership.
8. Sensory Branding
↳ Smells, sounds, and visuals build emotional memory and comfort.
We like to think we’re all rational buyers.
The truth?
Smart marketing tactics guide almost every choice we make.
Master these tactics, and you’re not just marketing. You’re creating movements.
