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The Role of Behavioral Economics in Sales Strategies: How Cognitive Bias, Not Just Product Value, Shapes the Buying Decision
Subject area: Management and Commerce · Area of research: Behavioral Economics
DOI: https://doi.org/10.64388/IREV10I2-1722115
Abstract
Ask a sales manager what drives a customer to say yes, and most will give you some version of the same answer: the customer weighed the price against the value, decided it was a good deal, and bought. This is a comfortable story because it is tidy. It is also, according to a large body of behavioral economics research going back to the 1970s, wrong far more often than sales training manuals like to admit.
How to cite this paper
Dr. Ashutosh Khatawkar "The Role of Behavioral Economics in Sales Strategies: How Cognitive Bias, Not Just Product Value, Shapes the Buying Decision" Iconic Research And Engineering Journals Volume 10 Issue 2 2026 Page 368-378 https://doi.org/10.64388/IREV10I2-1722115
Dr. Ashutosh Khatawkar "The Role of Behavioral Economics in Sales Strategies: How Cognitive Bias, Not Just Product Value, Shapes the Buying Decision" Iconic Research And Engineering Journals, vol. 10, no. 2, Aug. 2026, doi: https://doi.org/10.64388/IREV10I2-1722115
Dr. Ashutosh Khatawkar (2026). The Role of Behavioral Economics in Sales Strategies: How Cognitive Bias, Not Just Product Value, Shapes the Buying Decision. Iconic Research And Engineering Journals, 10(2). doi: https://doi.org/10.64388/IREV10I2-1722115
Dr. Ashutosh Khatawkar "The Role of Behavioral Economics in Sales Strategies: How Cognitive Bias, Not Just Product Value, Shapes the Buying Decision" Iconic Research And Engineering Journals, vol. 10, no. 2, Aug. 2026. Crossref, https://doi.org/10.64388/IREV10I2-1722115
@article{1722115,
author = {Dr. Ashutosh Khatawkar},
title = {The Role of Behavioral Economics in Sales Strategies: How Cognitive Bias, Not Just Product Value, Shapes the Buying Decision},
journal = {Iconic Research And Engineering Journals},
year = {2026},
volume = {10},
number = {2},
pages = {368-378},
issn = {2456-8880},
url = {https://www.irejournals.com/formatedpaper/1722115.pdf},
abstract = {Ask a sales manager what drives a customer to say yes, and most will give you some version of the same answer: the customer weighed the price against the value, decided it was a good deal, and bought. This is a comfortable story because it is tidy. It is also, according to a large body of behavioral economics research going back to the 1970s, wrong far more often than sales training manuals like to admit.},
month = {August},
doi = {https://doi.org/10.64388/IREV10I2-1722115}
}