ビジネス用心理学
公開日:2017.01.23

最初の提案で売上げが変わる!?アンカリング効果を活用しよう!

即効性があり、すぐに活用出来るビジネス用心理学の1つがアンカリング効果です。我々マーケッターは、様々なシーンでこのアンカリング効果を利用して売上のアップや成約率を高めています。

ビジネスシーンでは様々な心理学が応用して活用されており、今回紹介するアンカリング効果もとある実験で証明されました。

 

実験1 まずは下記の辞書を見て想像してみて下さい。

8145849 - dictionary

 

 

 

 

Q1)この辞書の値段は10,000円より高いと感じますでしょうか?それとも10,000円よりも低いと感じるでしょうか?

高いか安いかを考えて頂いたら、次の質問。

Q2)ズバリあなたはこの辞書をいくらだと思いますか?

答えは決まりましたか?

このQ2はとある実験だったそうですが、この問いに対する答えの平均値は「7,500円」だったようです。あなたの答えと近かったでしょうか?それとも離れていたでしょうか?そのどちらでも問題はありません。この実験には続きがあります。

 

実験2

この実験には別の実験も用意されており、その実験にも質問が用意されていました。

Q1)この辞書の値段は1,000円より高いと感じますでしょうか?それとも1,000円よりも低いと感じるでしょうか?

Q2)ズバリこの辞書はいくらでしょうか?

さて、最初に提示した金額を「10,000円」から「1,000円」に変更したことで答えは変わったでしょうか?それとも7,500円のままだったでしょうか?

この実験は答えを当てる実験だったのではなく、とある条件における人間の心理状態を確かめる実験だったのです。

そしてQ2の結果は「2,500円」で、Q1と比較すると5,000円の差が出ました。全く同じ商品・画像であるにも関わらず、一定人数での心理実験の結果で出た答えは大きく変わりました。

この実験結果をもとに広まったのがアンカリング効果なのです。

 

アンカリング効果とは?

アンカリング効果とは最初に提示された金額や数字、情報、特徴などが強く印象に残り、その後の判断に影響を及ぼす状態のことです。我々人間は情報が少ない時に、特定の与えられた特徴に偏重する傾向があります。ビジネスシーンや購買シーンでは最初に与えられた値段や提案を元にその後の判断を下します。それらの認知状態がアンカリングと言われています。

アンカリング効果の語源は船のイカリ(アンカー)に由来しているそうです。イカリ(アンカー)を下ろした船はそのイカリを下ろした範囲から動ける範囲が限定されてしまいます。同じ様に無事ネスシーンでのアンカリング効果とは、最初に提示した条件と言う名のイカリ(アンカー)から人間の思考を一定に固定する効果があるといえます。

例えばインターネット通販や各種バーゲンなどで9,800円の財布を見つけたとします。人はこの9,800円だけを見ると、判断基準は「質感」「デザイン」「その他商品との比較」から買うかどうかを判断します。

しかし定価29,800円がセールにて20,000円割引(67%引き)の9,800円!と記載されていると、定価は29,800円なのに20,000円もお得になっている!と一気にお得感を感じ、購買率は高くなります。

下記のようにAmazonなどのインターネット通販でも参考価格から販売価格が値引きされていたらお得に感じたりしますよね?これこそがアンカリング効果の正体です。

amazon

 

 

 

 

アンカリング効果の注意点

消費者庁の定める景品表示法では二重価格表示を禁止しています。通常価格を不当に釣り上げ、販売価格を安く見せる方法は二重価格表示に当たりますので、通常価格で一定期間販売している実績などが必要になります。普段、◯◯円で販売している商品が今だけ△△円です!と言うには販売実績も必要だということですね。逆に言うと、消費者庁も二重価格表示の影響を感じている言っても良いでしょう。詳細は下記リンクをご覧下さい。

消費者庁:二重価格表示に関して

アンカリング効果を適切に使おう

アンカリング効果は様々なシーンで使われています。それだけ効果があるという事ですし、使うにあたって難しくもありません。全てとは言いませんが、僕も含め消費者達は元々は自分に影響を及ぼさない数字や条件に「安い!」とか「お得だ!」と思わされている側面もあります。

消費者に自社商品を選んでもらうためにこのアンカリング効果を適切に使いこなし、売上げアップを図りましょう!

 

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執筆者:藤 勝行 (http://xlab.co.jp)

4年間経営した会社を倒産後、再度起業したインターネット広告代理店(エックスラボ)を3期目で年商約10億円グループにまで成長させる。集客をしたい中小企業の経営者や大手企業の担当者、同業他社までも参加するセミナーを開催する起業家。広告マン兼マーケッター。

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