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To use the process, researchers rst ask consumers at the point of sale to state the
most they would pay for a particular product. Then the product's price is set at
random — for example, by having someone draw a ticket marked with a price.
Participants who o ered more than the amount drawn have to use their own money
to purchase the product at the randomly determined price. Individuals who o er less
have no chance to buy. The authors label the new approach BDM, after social
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scientists Gordon Becker, Morris DeGroot and Jacob Marschak, who invented a
similar method in the 1960s to evaluate attitudes toward risk.
In three studies involving inexpensive consumer goods (a soft drink, a slice of cake, a
ballpoint pen), Wertenbroch and Skiera found that BDM displayed signi cant
advantages over price matching (asking consumers to state their WTP) and a
choice-bracketing technique (asking consumers to make a series of hypothetical
buy/don't-buy decisions across a narrowing range of price points).
When asked directly for their WTP, participants' answers tended to collect around
major price points, whereas BDM generated a smoother and presumably more
accurate distribution. The BDM distribution also was more stable across di erent
subsamples and showed a stronger correlation with factors that might drive
purchasing decisions, such as how thirsty or hungry individuals felt.
Most striking, the BDM estimates of mean WTP were 21% to 59% lower than those
produced by alternative methods. “If you simply ask people how much they're willing
to pay, they don't think hard enough about the problem,” Wertenbroch explains. “But
if you force consumers to put their money where their mouth is, they tend to be
more conservative.”
More broadly, says Wertenbroch, BDM mimics the actual decision-making process,
and it is relatively simple to implement at real points of purchase, giving it an
advantage over lab-based simulations.
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