WASHINGTON – Want people to like your product more? Raise the price. That seems to be the lesson from a new study in which people were asked to taste wines marked with different prices.
Researchers scanned the brains of the testers and found that the part of the brain that records pleasure lit up more for the more pricey vintages.
That was true even when they were unknowingly sipping a wine that they had liked less when it had a lower price tag.
Antonio Rangel and colleagues at California Institute of Technology thought perceptions of higher price meaning higher quality could influence people, so they decided to test the idea.
They asked 20 people to sample wine while undergoing MRI’s of their brain activity. The subjects were told they were tasting five different Cabernet Sauvignons sold at different prices.
However, there were actually only three wines sampled, two being offered twice, marked with different prices.
A $90 wine was provided marked with its real price and again marked $10, while another was presented at its real price of $5 and also marked $45.
The testers’ brains showed more pleasure at the higher price, even for the same wine, Rangel reports in this week’s online edition of Proceedings of the National Academy of Sciences.
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