Consumers presented with six choices on an item were twice as likely to buy as consumers overwhelmed with 24 varieties of the same item.
Sheena IyengarNow if you expand their choice set. Say you give them 20 different speed dates, everything goes out the window. Everybody starts choosing in accordance with looks because that becomes the easiest criteria by which to weed out all the options and decide "So who am I going to say yes to?"
Sheena IyengarWhen I do have choice I try to be very picky about... or shall I say choosey about when I choose. I don't automatically decide that I must be the one to choose or that it's important for me to make every choice in my life.
Sheena IyengarWe either put out 6 different flavors of jam or 24 different flavors of jam and we looked at 2 things. First, in what case were people more likely to buy a jar of jam?
Sheena IyengarThe saying goes that history repeats itself; personal histories do the same. We can gather the lessons of others' lives through observation, conversation, and by seeking advice. We can use the automatic system to find out who the happy people are, and the reflective system to evaluate how they got to be that way. Pursuing happiness need not be a lonely endeavor. In fact, throwing in our lot with others may be a very good way of coping with the disappointments of choice.
Sheena IyengarIt's always a thrilling experience to go into a place that offers you a lot of choice. You know it's like it reminds you of when you're a kid and you go to the amusement park and whether it be Disneyworld or Six Flags you know that thrilling moment when you first enter and you know you've got all these possibilities for the day and it's really a... it's a wonderful feeling.
Sheena Iyengar