The Truffle Strategy: Tempt Your Customers

Could eating a chocolate treat make you want to buy a TV or a cruise? The surprising answer is YES!

At a mall I used to frequent, there was a candy kiosk that always offered a sample chocolate to each passerby. I wondered about the economics of that practice – it seemed that almost everyone grabbed the treat and kept on walking – but I assumed that it must be profitable.

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The Neuroscience of Temptation

If you are human, you are subject to temptation. In a religious context, temptation is an invitation to sin, i.e., to break the established rules of that particular faith. Even without the influence of religion, society has both formal constraints (laws) and less formal ones (socially acceptable behavior) that seek to rein in temptation.

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