How does the anchoring effect from a patient's first dental purchase shape what they buy later? Retail research consistently shows that the size of a customer's first purchase from a store strongly predicts the size of subsequent purchases. Customers who start with a small first purchase tend to keep buying small. Customers who start with a substantial first purchase tend to buy at higher levels going forward. The mechanism is psychological anchoring. The first transaction sets the customer's reference point for what is normal in this relationship, and subsequent decisions get measured against that anchor. Dental practices can use this principle [...]

How does the anchoring effect from a patient's first dental purchase shape what they buy later? Retail research consistently shows that the size of a customer's first purchase from a store strongly predicts the size of subsequent purchases. Customers who start with a small first purchase tend to keep buying small. Customers who start with a substantial first purchase tend to buy at higher levels going forward. The mechanism is psychological anchoring. The first transaction sets the customer's reference point for what is normal in this relationship, and subsequent decisions get measured against that anchor. Dental practices can use this principle [...]

How does the anchoring effect from a patient's first dental purchase shape what they buy later? Retail research consistently shows that the size of a customer's first purchase from a store strongly predicts the size of subsequent purchases. Customers who start with a small first purchase tend to keep buying small. Customers who start with a substantial first purchase tend to buy at higher levels going forward. The mechanism is psychological anchoring. The first transaction sets the customer's reference point for what is normal in this relationship, and subsequent decisions get measured against that anchor. Dental practices can use this principle [...]