Insert Low Digits After 5 or 6
Right-facing digits push your attention toward these subsequent digits. If these digits are low, you round down.
Humans are wired to look at social cues.
For example, you instinctively look wherever a body is facing (Langton, Watt, & Bruce, 2000).
Over time, we extended this behavior to any objects with directional orientation. Even digits, which face directions:
- Left: 2, 3, 4, 7, 9
- Center: 1, 8, 0
- Right: 5, 6
These orientations guide attention (Coulter, 2007).
- Place Low Digits After 5 or 6. Customers focus on the subsequent digits. If these digits are low, they round down price down.
- Place High Digits After 2, 3, 4, 7, or 9. Customers keep their attention leftward, so you can raise the remaining digits of your price more freely.
- Coulter, K. S. (2007). The effects of digit-direction on eye movement bias and price- rounding behavior. Journal of Product & Brand Management.
- Langton, S. R., Watt, R. J., & Bruce, V. (2000). Do the eyes have it? Cues to the direction of social attention. Trends in cognitive sciences, 4(2), 50-59.