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Kaum ein Onlineshop – und auch viele Ladengeschäfte – verzichtet auf Prinzipien wie ",{"text":1264,"type":513,"marks":1265},"Verknappung",[1266],{"type":1258,"attrs":1267},{"href":1268,"uuid":118,"anchor":118,"target":118,"linktype":136},"https://www.konversionskraft.de/konsumpsychologie/behavior-pattern-scarcity.html",{"text":1270,"type":513},", Framing oder Social Proof.",{"type":42,"content":1272},[1273,1275,1279,1281],{"text":1274,"type":513},"Doch je nach Strukturierung und Zusammenfassung kann es weit mehr als 100 solcher Verhaltensmuster geben. Das macht den Einstieg nicht leicht. Ohne ",{"text":1276,"type":513,"marks":1277},"ein System, das Nutzerprobleme mit Pattern verknüpft",[1278],{"type":931},{"text":1280,"type":513},", führt die fehlende Ordnung schnell zur Überforderung – das bestätigen uns Kund:innen und Growth Ambassadors aus unserer Community immer wieder. Die Frage ist: ",{"text":1282,"type":513,"marks":1283},"Wann kann ich welches Pattern eigentlich einsetzen?",[1284],{"type":1285},"italic",{"type":42,"content":1287},[1288,1290,1294,1296],{"text":1289,"type":513},"Hinzu kommt, dass wir ein Behavior Pattern für unterschiedliche Kundenprobleme einsetzen können. ",{"text":1291,"type":513,"marks":1292},"Ob ein Pattern per se „wirksam“ ist, ist also gar nicht so relevant.",[1293],{"type":931},{"text":1295,"type":513}," Zielführender ist die Frage: ",{"text":1297,"type":513,"marks":1298},"Wenn ich ein Kundenproblem identifiziert habe, welche Möglichkeiten habe ich, dieses Problem zu lösen?",[1299],{"type":1285},{"type":42,"content":1301},[1302,1304,1308],{"text":1303,"type":513},"Und zu guter Letzt sollten wir den ",{"text":1305,"type":513,"marks":1306},"Abnutzungseffekt",[1307],{"type":931},{"text":1309,"type":513}," nicht ignorieren: Wenn an jedem digitalen Touchpoint immer nur dieselben Pattern eingesetzt werden, lässt ihre Wirkung mit der Zeit nach.",{"type":42,"content":1311},[1312,1316,1323],{"text":1313,"type":513,"marks":1314},"Um die Arbeit mit den Behavior Patterns zu erleichtern, haben wir ein neues Modell entwickelt, das Behavior Patterns mit unserem ",[1315],{"type":931},{"text":1317,"type":513,"marks":1318},"7-Ebenen-Modell",[1319,1320],{"type":931},{"type":1258,"attrs":1321},{"href":1322,"uuid":118,"anchor":118,"target":118,"linktype":136},"#collapseInfobox",{"text":1324,"type":513,"marks":1325}," verknüpft. Es fördert die Kreativität, um schneller auf Ideen zu kommen und hilft dabei, wirksamere Konzepte zu entwickeln, die Kundenprobleme wirklich lösen.",[1326],{"type":931},{"type":933,"attrs":1328,"content":1330},{"level":1329},4,[1331],{"text":1332,"type":513},"Das 7-Ebenen-Modell kurz erklärt:",{"type":42,"content":1334},[1335],{"text":1336,"type":513},"Das 7-Ebenen-Modell ist eine von André Morys entwickelte Methodik zur nutzerzentrierten Analyse digitaler Touchpoints wie Webseiten oder Apps. Primär lassen sich damit Schwachstellen einer Website aus Sicht der Nutzer identifizieren.",{"type":42,"content":1338},[1339],{"text":1340,"type":513},"Das Modell distanziert sich dabei bewusst von dem seitenbezogenen linearen Ablauf, typischen (technischen) SEO-Analysen oder Website Checks auf Basis von Design-Elementen. Stattdessen orientiert es sich an den Denk- und Entscheidungsabläufen im Gehirn der Nutzer:innen. Dieser Idee liegt die Beobachtung zugrunde, dass die Reihenfolge der Seitenaufrufe zwar unterschiedlich sein kann – der Ablauf des Entscheidungsprozesses jedoch stark diesem Modell folgt.",{"type":42,"content":1342},[1343],{"text":1344,"type":513,"marks":1345},"Hier erfährst du mehr über das 7-Ebenen-Modell, einschließlich Tipps zur Anwendung",[1346],{"type":1258,"attrs":1347},{"href":1348,"uuid":118,"anchor":118,"target":118,"linktype":136},"https://www.konversionskraft.de/methoden/7-ebenen-modell-customer-experience.html","richtext-text",{"_uid":1351,"image":1352,"caption":1356,"component":1108},"01acc62c-c5c3-406d-988a-b44233ef1442",{"alt":1353,"src":1354,"name":30,"focus":30,"title":118,"source":30,"filename":1354,"copyright":30,"fieldtype":49,"meta_data":1355,"is_external_url":81},"7-Ebenen-Modell (konversionsKRAFT)","https://storage.googleapis.com/kk-website-assets/pFBZnmMV_7-ebenen-modell-konversionskraft-820x820.png",{"alt":1353,"title":118,"source":30,"copyright":30},{"type":39,"content":1357},[1358],{"type":42,"content":1359},[1360],{"text":1361,"type":513},"Das 7-Ebenen-Modell (© konversionsKRAFT)",{"_uid":1363,"text":1364,"component":1349},"c8fd5e5b-c159-4d94-83dd-6a9ee2d969a4",{"type":39,"content":1365},[1366,1371,1378],{"type":42,"attrs":1367,"content":1368},{"textAlign":118},[1369],{"text":1370,"type":513},"Die zentrale Frage, die wir bei der Anwendung von Behavior Pattern stellen bzw. beantworten müssen, ist nämlich nicht, welche der über 150 wissenschaftlich validierten Verhaltensmuster wir auf unserer Webseite noch nicht triggern oder wie wir „fehlende“ Behavior Patterns noch anwenden können.",{"type":42,"attrs":1372,"content":1373},{"textAlign":118},[1374],{"text":1375,"type":513,"marks":1376},"Viel wichtiger ist die Frage, welches Problem unsere Nutzer:innen haben und wie wir durch ein passendes Pattern das Problem lösen und damit das Nutzerverhalten ändern können.",[1377],{"type":931},{"type":42,"attrs":1379,"content":1380},{"textAlign":118},[1381],{"text":1382,"type":513},"Dass wir diese Frage nicht allein durch einen Blick auf mögliche Behavior Pattern beantworten können, sollte klar sein. Allein schon, um Zeit zu sparen. Denn bei der Ideenfindung Hunderte von Patterns in Betracht zu ziehen, wäre definitiv ineffizient.",{"_uid":1384,"icon":30,"text":1385,"image":1412,"theme":949,"component":1414,"action_buttons":1415,"image_position":1416},"657df57c-915c-48c6-92fd-c7954cf2c77b",{"type":39,"content":1386},[1387],{"type":42,"attrs":1388,"content":1389},{"textAlign":118},[1390,1394,1396,1410],{"text":1391,"type":513,"marks":1392},"🎓 Bevor wir ins Thema einsteigen: ",[1393],{"type":931},{"text":1395,"type":513},"Kennst du schon unseren ",{"text":1397,"type":513,"marks":1398},"Basis-Lehrgang für Testing & Experimentation",[1399,1407,1408],{"type":1258,"attrs":1400},{"href":1401,"uuid":365,"anchor":118,"target":1402,"linktype":31,"story":1403},"/de/weiterbildung/inhouse-lehrgang-zertifizierter-conversion-manager","_self",{"name":1404,"id":1405,"uuid":365,"slug":1406,"url":366,"full_slug":366,"_stopResolving":81},"Inhouse Lehrgang - Zertifizierter Conversion Manager",62066167491240,"inhouse-lehrgang-zertifizierter-conversion-manager",{"type":931},{"type":1409},"underline",{"text":1411,"type":513},"? Nimm teil und lerne verschiedene Methoden kennen, um nutzerzentrierte Ideen zur Optimierung der eigenen Website zu generieren.",{"id":118,"alt":118,"name":30,"focus":118,"title":118,"source":118,"filename":30,"copyright":118,"fieldtype":49,"meta_data":1413},{},"richtext-callout",[],"side",{"_uid":1418,"text":1419,"component":1349},"24984918-8653-47a0-87ef-a4b68951f26e",{"type":39,"content":1420},[1421,1426],{"type":933,"attrs":1422,"content":1423},{"level":1135,"textAlign":118},[1424],{"text":1425,"type":513},"Schritt 1: Nutzerprobleme identifizieren – know thy customers!",{"type":42,"attrs":1427,"content":1428},{"textAlign":118},[1429,1431,1435],{"text":1430,"type":513},"Durch eine 7-Ebenen-Analyse decken wir erste Potenziale auf einer Website auf. Wir nutzen gerne Idealo als Beispiel (siehe Bild unten), wo es Konsument:innen vor allem an ",{"text":1432,"type":513,"marks":1433},"Orientierung fehlt",[1434],{"type":931},{"text":1436,"type":513}," (3. Ebene im Modell). Wie unterscheiden sich die gezeigten Produkte (hier: Kettensägen) und wie können Konsument:innen die für sie passende Kettensäge auswählen?",{"_uid":1438,"image":1439,"caption":1443,"component":1108},"2ed22137-3206-4548-b627-e58c09e0127f",{"alt":1440,"src":1441,"name":30,"focus":30,"title":118,"source":30,"filename":1441,"copyright":30,"fieldtype":49,"meta_data":1442,"is_external_url":81},"Beispielhafte Produktauswahl im Online-Shop","https://storage.googleapis.com/kk-website-assets/sOT-ECNi_produktauswahl-kettensaegen-820x812.png",{"alt":1440,"title":118,"source":30,"copyright":30},{"type":39,"content":1444},[1445],{"type":42,"content":1446},[1447],{"text":1448,"type":513},"Diese Produktübersicht bietet kaum Orientierung, wodurch die Produktauswahl schwerfällt (Screenshot: idealo)",{"_uid":1450,"text":1451,"component":1349},"17186a5e-5298-4399-acf4-808c3a8d322e",{"type":39,"content":1452},[1453,1457,1462,1466],{"type":42,"content":1454},[1455],{"text":1456,"type":513},"Damit haben wir die Grundlage, um im nächsten Schritt passende Behavior Pattern auszuwählen. Dadurch vermeiden wir dann auch direkt, blind auf die am häufigsten genutzten Pattern zu setzen. Ab sofort basiert die Auswahl auf individuellen Nutzerproblemen.",{"type":933,"attrs":1458,"content":1459},{"level":1135},[1460],{"text":1461,"type":513},"Schritt 2: Passende Prinzipien auswählen – mithilfe unseres Behavior Pattern Models",{"type":42,"content":1463},[1464],{"text":1465,"type":513},"Wer schon mal in dieser Situation war, weiß, wie sich die Besucher:innen auf idealo im Beispiel oben gefühlt haben: völlig erschlagen von und allein gelassen mit einer viel zu großen Auswahl an möglichen Optionen. Das Paradox of Choice lässt grüßen!",{"type":42,"content":1467},[1468],{"text":1469,"type":513,"marks":1470},"Und genau deshalb haben wir Behavior Pattern mit den 7 Ebenen in einem neuen Modell verknüpft, um dir die Auswahl ab sofort zu vereinfachen.",[1471],{"type":931},{"_uid":1473,"image":1474,"caption":1478,"component":1108},"d3e8d1de-8481-4d6a-8806-a917538acde1",{"alt":1475,"src":1476,"name":30,"focus":30,"title":118,"source":30,"filename":1476,"copyright":30,"fieldtype":49,"meta_data":1477,"is_external_url":81},"Behavior Pattern Model (konversionsKRAFT)","https://storage.googleapis.com/kk-website-assets/-UAf5Bh3_behavior-pattern-modell-konversionskraft.png",{"alt":1475,"title":118,"source":30,"copyright":30},{"type":39,"content":1479},[1480],{"type":42,"content":1481},[1482],{"text":1483,"type":513},"Das Behavior Pattern Model (© konversionsKRAFT) verknüpft die 7-Ebenen-Analyse mit konsumpsychologischen Prinzipien, um Verhalten zu beeinflussen)",{"_uid":1485,"text":1486,"component":1349},"49cc8ac6-d37d-431d-893a-c997a998a54b",{"type":39,"content":1487},[1488,1492,1496,1529,1541,1557],{"type":42,"content":1489},[1490],{"text":1491,"type":513},"Der innere Kreis des Modells entspricht den sieben Ebenen des 7-Ebenen-Modells. Für eine genauere Differenzierung wurden pro Ebene jeweils drei Unterebenen hinzugefügt, die beschreiben, was eigentlich für die Nutzer:innen erreicht werden soll.",{"type":42,"content":1493},[1494],{"text":1495,"type":513},"Für die Ebene „Bewertung“ sind das beispielsweise",{"type":1031,"attrs":1497,"content":1498},{"tight":51},[1499,1509,1519],{"type":1034,"content":1500},[1501],{"type":42,"content":1502},[1503,1507],{"text":1504,"type":513,"marks":1505},"Kundenbeziehung pflegen",[1506],{"type":931},{"text":1508,"type":513},", wo es darum geht, (Neu)Kund:innen an das Unternehmen zu binden;",{"type":1034,"content":1510},[1511],{"type":42,"content":1512},[1513,1517],{"text":1514,"type":513,"marks":1515},"Vorfreude erzeugen",[1516],{"type":931},{"text":1518,"type":513},", wo es darum geht, Kund:innen während der Wartezeit auf ihr gekauftes Produkt zu unterhalten / zu beschäftigen;",{"type":1034,"content":1520},[1521],{"type":42,"content":1522},[1523,1527],{"text":1524,"type":513,"marks":1525},"Entscheidung bestätigen",[1526],{"type":931},{"text":1528,"type":513},", wo es darum geht, Restzweifel zu nehmen und Kaufreue vermeiden.",{"type":42,"content":1530},[1531,1533,1539],{"text":1532,"type":513},"Zu jeder Unterebene haben wir Behavior Patterns zugeordnet, die besonders passend für das vorliegende Problem sind. Diese Zuordnung haben wir aus der Erfahrung von 1.000+ Experimenten gemacht, in denen wir Behavior Patterns eingesetzt haben und die Wirksamkeit überprüfen konnten (",{"text":1534,"type":513,"marks":1535},"siehe unsere Meta-Analyse",[1536],{"type":1258,"attrs":1537},{"href":1538,"uuid":118,"anchor":118,"target":118,"linktype":136},"https://www.konversionskraft.de/behavioral-science/metaanalyse-behavior-patterns-in-der-praxis.html",{"text":1540,"type":513},").",{"type":42,"content":1542},[1543,1545,1549,1551,1555],{"text":1544,"type":513},"Das idealo-Beispiel können wir in diesem Modell nun auf der Ebene ",{"text":1546,"type":513,"marks":1547},"Orientierung",[1548],{"type":931},{"text":1550,"type":513}," der Unterebene „",{"text":1552,"type":513,"marks":1553},"Entscheidungshilfe anbieten",[1554],{"type":931},{"text":1556,"type":513},"“ einordnen, wodurch wir die Anzahl der wahrscheinlich effektiven Behavior Pattern auf die folgenden sechs reduzieren:",{"type":1558,"attrs":1559,"content":1561},"ordered_list",{"order":1560,"tight":51},1,[1562,1572,1582,1588,1594,1600],{"type":1034,"content":1563},[1564],{"type":42,"content":1565},[1566],{"text":1567,"type":513,"marks":1568},"Preview",[1569],{"type":1258,"attrs":1570},{"href":1571,"uuid":118,"anchor":118,"target":118,"linktype":136},"https://www.konversionskraft.de/behavior-patterns/preview.html",{"type":1034,"content":1573},[1574],{"type":42,"content":1575},[1576],{"text":1577,"type":513,"marks":1578},"Decoy Effect",[1579],{"type":1258,"attrs":1580},{"href":1581,"uuid":118,"anchor":118,"target":118,"linktype":136},"https://www.konversionskraft.de/behavior-patterns/decoy-effect.html",{"type":1034,"content":1583},[1584],{"type":42,"content":1585},[1586],{"text":1587,"type":513},"Context",{"type":1034,"content":1589},[1590],{"type":42,"content":1591},[1592],{"text":1593,"type":513},"Order and Harmony",{"type":1034,"content":1595},[1596],{"type":42,"content":1597},[1598],{"text":1599,"type":513},"Contrast Effect",{"type":1034,"content":1601},[1602],{"type":42,"content":1603},[1604],{"text":1605,"type":513,"marks":1606},"Ranking",[1607],{"type":1258,"attrs":1608},{"href":1609,"uuid":118,"anchor":118,"target":118,"linktype":136},"https://www.konversionskraft.de/behavior-patterns/ranking.html",{"_uid":1611,"image":1612,"caption":1616,"component":1108},"9833ea7a-92f6-4265-8f02-15780f4e5527",{"alt":1613,"src":1614,"name":30,"focus":30,"title":118,"source":30,"filename":1614,"copyright":30,"fieldtype":49,"meta_data":1615,"is_external_url":81},"Modell zur Auswahl passender Behavior Pattern","https://storage.googleapis.com/kk-website-assets/h4nxNPmG_ebene-pattern-verknuepfung-820x382.png",{"alt":1613,"title":118,"source":30,"copyright":30},{"type":39,"content":1617},[1618],{"type":42,"content":1619},[1620],{"text":1621,"type":513},"Das Behavior Pattern Model hilft dir dabei, schnell passende Pattern für das vorliegende Problem auszuwählen",{"_uid":1623,"text":1624,"component":1349},"2dcb3e97-1196-488b-b505-7dbe459ff9ec",{"type":39,"content":1625},[1626,1630,1635,1639,1644,1648,1656,1664],{"type":42,"content":1627},[1628],{"text":1629,"type":513},"Mit dieser Auswahl können wir im nächsten Schritt schnell konkrete Ideen generieren, durch welche Änderung auf der Webseite wir das Nutzerverhalten wie gewünscht beeinflussen können und darauf aufbauend entsprechende Hypothesen für Experimente formulieren.",{"type":933,"attrs":1631,"content":1632},{"level":1135},[1633],{"text":1634,"type":513},"Schritt 3: Ideen generieren",{"type":42,"content":1636},[1637],{"text":1638,"type":513},"Um den Einstieg in diese Kreativphase zu erleichtern, schauen wir uns oft Best Practice Beispiele für die ausgewählten Pattern an. Wir nutzen dafür primär unsere eigene Datenbank aus über 20 Jahren dokumentierter Experimenten. Zudem ist ein Blick auf die ursprüngliche(n) Studie(n) zu den jeweiligen Pattern oft hilfreich, um deren Wirkungsweise noch besser zu verstehen. Alles Weitere geschieht dann in einem interaktiven Workshop mit Kolleg:innen und Kund:innen.",{"type":933,"attrs":1640,"content":1641},{"level":1135},[1642],{"text":1643,"type":513},"Schritt 4: Hypothesen formulieren",{"type":42,"content":1645},[1646],{"text":1647,"type":513},"Für unser Kettensägen-Beispiel bei idealo könnte eine Hypothese – die wir dann z. B. durch einen A/B-Test validieren können – auf Basis des Contrast Effects wie folgt lauten:",{"type":42,"content":1649},[1650,1654],{"text":1651,"type":513,"marks":1652},"Wenn",[1653],{"type":931},{"text":1655,"type":513}," wir die 3 Topseller unserer Kettensägen mit einer Vergleichsfunktion hervorheben (zum Beispiel günstig, mittel und teuer oder durch die Kennzeichnung als „Preis-Leistungssieger“, „Profi-Tipp“ o.ä),",{"type":42,"content":1657},[1658,1662],{"text":1659,"type":513,"marks":1660},"dann",[1661],{"type":931},{"text":1663,"type":513}," steigt die Conversion Rate",{"type":42,"content":1665},[1666,1670,1672,1676,1678,1682],{"text":1667,"type":513,"marks":1668},"weil",[1669],{"type":931},{"text":1671,"type":513}," wir die Vergleichbarkeit der Kettensägen vereinfachen und Nutzer:innen somit beginnen, Entscheidungen zu treffen (zum Beispiel: ",{"text":1673,"type":513,"marks":1674},"„Diese will ich nicht, die ist mir zu teuer“",[1675],{"type":1285},{"text":1677,"type":513}," oder ",{"text":1679,"type":513,"marks":1680},"„Diese will ich auch nicht, im Vergleich zu dieser scheint sie nicht besser zu sein.“",[1681],{"type":1285},{"text":1683,"type":513}," usw.).",{"_uid":1685,"image":1686,"caption":1690,"component":1108},"1491a41e-f027-4bc8-88a6-a517da1ac66a",{"alt":1687,"src":1688,"name":30,"focus":30,"title":118,"source":30,"filename":1688,"copyright":30,"fieldtype":49,"meta_data":1689,"is_external_url":81},"Vom Nutzerproblem zum Behavior Pattern zur Hypothese","https://storage.googleapis.com/kk-website-assets/2Axhhkk7_ux-behavior-pattern-hypothese-820x272.png",{"alt":1687,"title":118,"source":30,"copyright":30},{"type":39,"content":1691},[1692],{"type":42,"content":1693},[1694],{"text":1695,"type":513},"Mithilfe einer Expertenevaluation und dem Behavior Pattern Model kannst du schnell passende Pattern auswählen und testbare Hypothesen formulieren",{"_uid":1697,"text":1698,"component":1349},"0bafaa63-2668-42f4-9dbf-7e8b797282d7",{"type":39,"content":1699},[1700,1705,1709,1713,1717,1723],{"type":933,"attrs":1701,"content":1702},{"level":1135},[1703],{"text":1704,"type":513},"Fazit: Nutze das Behavior Pattern Model, um die passende Prinzipien schneller auszuwählen",{"type":42,"content":1706},[1707],{"text":1708,"type":513},"User Research heißt nicht, dass wir Mitbewerber kopieren und Prinzipien wie Verknappung oder Social Proof auf unsere Website zwängen, nur weil sie es tun. User Research heißt auch nicht, dass wir unsere Ideen quasi post-rationalisieren und uns Gründe dafür überlegen, wieso sie gut sind.",{"type":42,"content":1710},[1711],{"text":1712,"type":513},"Wirklich kundenzentriert sind wir erst dann, wenn wir zuerst auf unsere Kund:innen schauen; ihre Bedürfnisse kennenlernen; verstehen, wie wir sie unterstützen können und passende Lösungen entwickeln. Der Einsatz von Behavior Pattern ist ein Teil dieses Prozesses. Je besser die „Vorarbeit“, desto schneller und passgenauer wird unsere Auswahl sein – und bestenfalls auch die Testergebnisse.",{"type":42,"content":1714},[1715],{"text":1716,"type":513},"Denn eines haben wir aus unseren Experimenten aus den letzten 20+ Jahren gelernt:",{"type":42,"content":1718},[1719],{"text":1720,"type":513,"marks":1721},"Einen „safe bet“ gibt es bei der Verwendung von Behavior Pattern nicht.",[1722],{"type":931},{"type":42,"content":1724},[1725],{"text":1726,"type":513},"Selbst Geschenke wirken sich nicht zwangsläufig positiv auf die Conversion Rate aus – wie wir in einem Test für unseren Kunden Betzold bestätigen konnten: Dem Warenkorb automatisch hinzugefügte Gratisprodukte führten zu einem Rückgang der Bestellungen.",{"_uid":1728,"image":1729,"caption":1733,"component":1108},"40ca046f-c5e7-4b17-a9f9-b30e7501665d",{"alt":1730,"src":1731,"name":30,"focus":30,"title":118,"source":30,"filename":1731,"copyright":30,"fieldtype":49,"meta_data":1732,"is_external_url":81},"Screenshot: A/B-Test im Warenkorb","https://storage.googleapis.com/kk-website-assets/opcq7aH1_experiment-pattern-free-reciprocity-820x461.png",{"alt":1730,"title":118,"source":30,"copyright":30},{"type":39,"content":1734},[1735],{"type":42,"content":1736},[1737],{"text":1738,"type":513},"Nicht alle Kund:innen mögen Geschenke, die automatisch in ihrem Warenkorb landen; manche wollen selbst entscheiden, ob sie diese haben wollen",{"_uid":1740,"text":1741,"component":1349},"cfd2f4c5-919d-4f2d-93e2-8e484869744d",{"type":39,"content":1742},[1743],{"type":42,"content":1744},[1745,1747,1753,1755,1759,1761,1767,1769,1773],{"text":1746,"type":513},"Der Grund: Die eingesetzten Pattern „Free“ und „Reziprozität“ finden bei einer Zielgruppe, die überwiegend aus Traditionalisten besteht (",{"text":1748,"type":513,"marks":1749},"siehe Limbic® Types",[1750],{"type":1258,"attrs":1751},{"href":1752,"uuid":118,"anchor":118,"target":118,"linktype":136},"https://www.konversionskraft.de/neuromarketing/limbic-map-types.html",{"text":1754,"type":513},"), keinen Anklang. Denn diese sind eher skeptisch und leben nach dem Motto „Vertrauen ist gut, Kontrolle ist besser“. Dementsprechend ist ",{"text":1756,"type":513,"marks":1757},"in diesem Beispiel",[1758],{"type":1285},{"text":1760,"type":513}," eine Variante auf Basis des Patterns „",{"text":1762,"type":513,"marks":1763},"Illusion of Contol",[1764],{"type":1258,"attrs":1765},{"href":1766,"uuid":118,"anchor":118,"target":118,"linktype":136},"https://www.konversionskraft.de/konsumpsychologie/illusion-of-control.html",{"text":1768,"type":513},"“ die bessere Wahl ",{"text":1770,"type":513,"marks":1771},"für diese Kunden",[1772],{"type":1285},{"text":1774,"type":513},".",{"_uid":1776,"image":1777,"caption":1781,"component":1108},"99b83445-7aff-419e-a5c6-6504bccd6e8a",{"alt":1778,"src":1779,"name":30,"focus":30,"title":118,"source":30,"filename":1779,"copyright":30,"fieldtype":49,"meta_data":1780,"is_external_url":81},"Screenshot: A/B-Test 2 im Warenkorb","https://storage.googleapis.com/kk-website-assets/LedmahCq_experiment-pattern-illusion-of-control-820x461.png",{"alt":1778,"title":118,"source":30,"copyright":30},{"type":39,"content":1782},[1783],{"type":42,"content":1784},[1785],{"text":1786,"type":513},"Auf das Geschenk an sich kommt es nicht immer an. Viel wichtiger ist, wie es verschenkt wird!",{"_uid":1788,"text":1789,"component":1349},"66724212-fd61-4301-9072-58210d820a14",{"type":39,"content":1790},[1791,1795,1800,1804,1815,1819],{"type":42,"content":1792},[1793],{"text":1794,"type":513},"Wie gesagt: Die Wahl der passenden Pattern setzt ein Verständnis für die Zielgruppe und deren Bedürfnisse voraus. Andernfalls bleibt der Einsatz von Behavior Pattern ein Glücksspiel.",{"type":933,"attrs":1796,"content":1797},{"level":1329},[1798],{"text":1799,"type":513},"Lerne das neue Behavior Pattern Model praktisch kennen und vertiefe deine Expertise in der Anwendung psychologischer Verhaltensmuster!",{"type":42,"content":1801},[1802],{"text":1803,"type":513},"Am 26.04.2023 veranstalten wir in und mit unserer Ambassador Community einen Workshop mit dem Behavior Pattern Model.",{"type":42,"content":1805},[1806,1808,1814],{"text":1807,"type":513},"Falls du noch kein Mitglied bist, kannst du dich ",{"text":1809,"type":513,"marks":1810},"hier jederzeit bewerben",[1811],{"type":1258,"attrs":1812},{"href":1813,"uuid":118,"anchor":118,"target":118,"linktype":136},"https://www.konversionskraft.de/growth-ambassador-community",{"text":1774,"type":513},{"type":42,"content":1816},[1817],{"text":1818,"type":513},"Über 300 Expert:innen tauschen sich dort regelmäßig über Meetups und andere Event-Formate aus und leben das Credo: “Wissen teilen und schneller lernen”. Auch dieses Modell entstand übrigens in Zusammenarbeit mit der Community. Du erhältst also nicht nur Wissen aus erster Hand, sondern kannst dich auch aktiv in die Entwicklung neuer Branchenstandards einbringen.",{"type":42,"content":1820},[1821],{"text":1822,"type":513,"marks":1823},"Jetzt als Ambassador 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möchtest.",[1917],{"_uid":1918,"icon":27,"link":1919,"text":1926,"intent":35,"component":36,"icon_position":37},"662d552b-e530-4702-b5f3-b6efa4221f03",{"id":1920,"url":30,"linktype":31,"fieldtype":32,"cached_url":1921,"story":1922},"b4151c9d-3d3e-45b2-a0e0-1e133d57f049","de/weiterbildung/behavioral-sciences-email-kurs",{"name":1923,"id":1924,"uuid":1920,"slug":1925,"url":1921,"full_slug":1921,"_stopResolving":81},"Behavioral Sciences verstehen und nutzen – kostenloser E-Mail-Kurs für Optimierer",108840189252411,"behavioral-sciences-email-kurs","Jetzt kostenlos anmelden","8",[],[],-460,[],101806401097286,"73400b50-ad0a-41e6-988f-70a2f845a508","2023-04-13T11:37:38.000Z",[],{"name":1937,"created_at":1938,"published_at":1238,"updated_at":1939,"id":1940,"uuid":1941,"content":1942,"slug":2646,"full_slug":2647,"sort_by_date":118,"position":2669,"tag_list":2670,"is_startpage":51,"parent_id":1932,"meta_data":118,"group_id":2671,"first_published_at":2672,"release_id":118,"lang":124,"path":118,"alternates":2673,"default_full_slug":118,"translated_slugs":118},"Häufig übersehen: warum Feedback essentiell für deine Conversion Rate ist","2025-10-15T16:25:10.530Z","2026-10-04T09:56:18.255Z",101809809564377,"6143b303-ccc1-4439-8f68-2ee2ec77c841",{"seo":1943,"_uid":1945,"body":1946,"text":2613,"image":2614,"footer":30,"header":30,"authors":2617,"category":1214,"headline":1937,"component":1831,"categories":2619,"bottom_head":2632,"breadcrumbs":2633,"seo_noindex":51,"sidebar_cta":2649,"reading_time":1927,"seo_nofollow":51,"seo_canonical":30,"bottom_buttons":2667,"additional_slot":2668,"sidebar_cta_enabled":81,"sidebar_toc_enabled":81},{"title":1937,"plugin":911,"og_image":30,"og_title":1937,"description":1944,"twitter_image":30,"twitter_title":1937,"og_description":1944,"twitter_description":1944},"Erfahre, wie du mit dem Behavior Pattern Feedback die User Experience verbesserst, Sicherheit gibst und die Kaufmotivation steigerst.","405700a1-2bcd-437d-925f-d02f513f8b21",[1947,1966,1995,2042,2049,2139,2152,2210,2220,2303,2349,2363,2376,2399,2405,2490,2503],{"_uid":1948,"text":1949,"component":1349},"1ea962a7-5894-4205-a149-a5d0ad277403",{"type":39,"content":1950},[1951,1956,1961],{"type":42,"attrs":1952,"content":1953},{"textAlign":118},[1954],{"text":1955,"type":513},"Im Alltag erwarten wir täglich Feedback. Beim Drücken einer Türklinke, beim Drehen am Wasserhahn, beim Klingeln an der Nachbartür – kurzum: wir erwarten eine Antwort auf unsere Handlungen. Ohne Feedback entsteht Unsicherheit. Wollen wir das? Eher nicht. Warum sollte es auf deiner Website oder in deiner App anders laufen?",{"type":42,"attrs":1957,"content":1958},{"textAlign":118},[1959],{"text":1960,"type":513},"Nachfolgend zeige ich dir, wie du das Behavior Pattern Feedback einsetzen kannst, um die Motivation bei der Interaktion mit deinem Produkt zu steigern. Außerdem kannst du mit diesem Pattern auch wunderbar etwaige Unsicherheiten deiner User abfangen.",{"type":933,"attrs":1962,"content":1963},{"level":1135,"textAlign":118},[1964],{"text":1965,"type":513},"Das Behavior Pattern Feedback: Die sichere und motivierende Antwort auf eine Handlung",{"_uid":1967,"icon":30,"text":1968,"image":1990,"theme":949,"component":1414,"action_buttons":1994,"image_position":1416},"25319cb7-59c0-41a9-b777-81c8bc98e1db",{"type":39,"content":1969},[1970],{"type":42,"attrs":1971,"content":1972},{"textAlign":118},[1973,1977,1979,1983,1985,1988],{"text":1974,"type":513,"marks":1975},"Definition:",[1976],{"type":931},{"text":1978,"type":513}," ",{"text":1980,"type":513,"marks":1981},"Feedback",[1982],{"type":1285},{"text":1984,"type":513}," schafft Klarheit. Ohne Rückmeldung nach einer Handlung – in Form von Bestätigung oder Ablehnung – entsteht Unsicherheit. Unmittelbares ",{"text":1980,"type":513,"marks":1986},[1987],{"type":1285},{"text":1989,"type":513}," direkt nach einer Aktion hingegen motiviert dazu, weitere Schritte vorzunehmen.",{"id":1991,"alt":30,"name":30,"focus":30,"title":30,"source":30,"filename":1992,"copyright":30,"fieldtype":49,"meta_data":1993,"is_external_url":51},115864985458327,"https://a.storyblok.com/f/328018/300x300/083c5b5c00/behavior-pattern-feedback-konsumpsychologie-300x300.jpg",{},[],{"_uid":1996,"text":1997,"component":1349},"6391d09b-0878-4fdb-bcdb-e39a4cbbba29",{"type":39,"content":1998},[1999,2006,2037],{"type":42,"attrs":2000,"content":2001},{"textAlign":118},[2002],{"text":2003,"type":513,"marks":2004},"Feedback ist für deine Kund:innen wie eine Rückmeldung auf ihre Handlung. Es ist ein gutes Mittel, um:",[2005],{"type":931},{"type":1558,"attrs":2007,"content":2008},{"order":1560},[2009,2016,2023,2030],{"type":1034,"content":2010},[2011],{"type":42,"attrs":2012,"content":2013},{"textAlign":118},[2014],{"text":2015,"type":513},"zu motivieren – Fortschritt wird kenntlich gemacht, z.B. „Fast geschafft“",{"type":1034,"content":2017},[2018],{"type":42,"attrs":2019,"content":2020},{"textAlign":118},[2021],{"text":2022,"type":513},"weitere Handlungen anzukündigen, z.B. im Checkout",{"type":1034,"content":2024},[2025],{"type":42,"attrs":2026,"content":2027},{"textAlign":118},[2028],{"text":2029,"type":513},"Eingaben zu bestätigen oder Fehler kenntlich zu machen, z.B. in Formularen, Textfeldern etc.",{"type":1034,"content":2031},[2032],{"type":42,"attrs":2033,"content":2034},{"textAlign":118},[2035],{"text":2036,"type":513},"Sicherheit zu geben, z.B. Kaufbestätigungen",{"type":933,"attrs":2038,"content":2039},{"level":1135,"textAlign":118},[2040],{"text":2041,"type":513},"Wie du vorhandene Brüche in der Customer Journey entdeckst und mit dem Pattern Feedback abfängst",{"_uid":2043,"component":2044,"video_embed":30,"video_upload":2045},"0ad872e3-4664-48cd-90ad-63b8c15bc48c","richtext-video",{"id":2046,"alt":30,"name":30,"focus":30,"title":30,"source":30,"filename":2047,"copyright":30,"fieldtype":49,"meta_data":2048,"is_external_url":51},141060711144006,"https://a.storyblok.com/f/328018/x/ae5bf75977/beispiel-feedback-onlineshop-goertz-1.webm",{},{"_uid":2050,"text":2051,"component":1349},"b35d0821-48ef-45ad-8bc1-6796a0041e93",{"type":39,"content":2052},[2053,2057,2066,2078,2084,2092,2096,2100,2106,2127,2135],{"type":42,"content":2054},[2055],{"text":2056,"type":513},"Deine Produktauswahl „fliegt“ nicht in den Warenkorb, du bekommst keine Warenkorb-Übersicht und es erscheint auch keine 1 am Warenkorb oben in der Ecke…",{"type":42,"content":2058},[2059,2061,2064],{"text":2060,"type":513},"Durch das fehlende ",{"text":1980,"type":513,"marks":2062},[2063],{"type":1285},{"text":2065,"type":513}," werden deine Kund:innen verunsichert, ob das Produkt tatsächlich im Warenkorb liegt und sie müssen prüfen, ob der Artikel wirklich hinzugefügt wurde… uncool.",{"type":2067,"content":2068},"blockquote",[2069],{"type":42,"content":2070},[2071,2073,2077],{"text":2072,"type":513},"Stell dir vor, du willst neue Schuhe kaufen, legst sie in den Warenkorb, willst bezahlen… und es passiert… ",{"text":2074,"type":513,"marks":2075},"NICHTS",[2076],{"type":931},{"text":1774,"type":513},{"type":42,"content":2079},[2080],{"text":2081,"type":513,"marks":2082},"Was würdest du hier eintragen?",[2083],{"type":931},{"type":42,"content":2085},[2086],{"type":2087,"attrs":2088},"image",{"alt":2089,"src":2090,"name":30,"focus":30,"title":118,"source":30,"filename":2090,"copyright":30,"fieldtype":49,"meta_data":2091,"is_external_url":81},"Ansicht Checkout Onlineshop Mobile UX-Fail","https://storage.googleapis.com/kk-website-assets/S5uZtNaA_ecommerce-fail-beispiel-checkout-page-onlineshop-fehlendes-behavior-pattern-feedback.jpg",{"alt":2089,"title":118,"source":30,"copyright":30},{"type":42,"content":2093},[2094],{"text":2095,"type":513},"Der Kauf auf Rechnung ist klar – aber was möchte der Anbieter an dieser Stelle von dir? Hier fehlt also Unterstützung bzw. konkretes Feedback, was du tun sollst.",{"type":42,"content":2097},[2098],{"text":2099,"type":513},"Vielleicht schreibst du einfach „OK“ hinein und schaust, ob die Ware bei dir ankommt 😉",{"type":42,"content":2101},[2102],{"text":2103,"type":513,"marks":2104},"Fragen, welche du dir daher stellen solltest:",[2105],{"type":931},{"type":1031,"attrs":2107,"content":2108},{"tight":51},[2109,2115,2121],{"type":1034,"content":2110},[2111],{"type":42,"content":2112},[2113],{"text":2114,"type":513},"Wird meinen Nutzer:innen eine Antwort auf ihre Handlung geboten?",{"type":1034,"content":2116},[2117],{"type":42,"content":2118},[2119],{"text":2120,"type":513},"An welchen Stellen hat eine Aktion zu wenig direkte, sichtbare Auswirkungen?",{"type":1034,"content":2122},[2123],{"type":42,"content":2124},[2125],{"text":2126,"type":513},"Wo kann besseres und explizites Feedback meine Nutzer:innen positiv überraschen?",{"type":42,"content":2128},[2129,2133],{"text":2130,"type":513,"marks":2131},"Um etwaige Brüche in der Customer Journey aufzudecken",[2132],{"type":931},{"text":2134,"type":513},", kann es sinnvoll sein, z.B. Insights aus Umfragen, Usability Tests oder Analytics-Daten hinzuzuziehen. Quantitativ kannst du durch die Analyse deiner Conversions und Zielwerte in Analytics herausfinden, an welcher Stelle deine Kund:innen den Kauf abbrechen oder ob es sonstige Auffälligkeiten bei der Interaktion gibt. Beim Testing hingegen, geben Nutzer:innen in vielen Fällen an, ob sie beim Kauf etwas verwirrt, und schildern ihre Erwartungen während der Interaktion.",{"type":42,"content":2136},[2137],{"text":2138,"type":513},"Die Aussagen, die du bspw. bei Umfragen oder beim Testing erhältst, können je nach Angebot sehr unterschiedlich ausfallen. Stell dir vor, du verkaufst Möbel – hier können Fragen zum Produkt, zu den Maßen oder sonstigen relevanten Eigenschaften auftauchen, welche den Kaufabschluss blockieren. Selbiges gilt beim Kauf von Mode, Accessoires oder beim simplen Hinzufügen eines Gutschein-Codes.",{"_uid":2140,"size":30,"image":2141,"caption":2145,"component":1108},"923d0b8b-db75-4a57-a63c-74fce7f88807",{"alt":2142,"src":2143,"name":30,"focus":30,"title":118,"source":30,"filename":2143,"copyright":30,"fieldtype":49,"meta_data":2144,"is_external_url":81},"Bestätigung für das Einlösen eines Gutschein-Codes im Onlineshop","https://storage.googleapis.com/kk-website-assets/JIKuY3wp_feedback-example-820x581.png",{"alt":2142,"title":118,"source":30,"copyright":30},{"type":39,"content":2146},[2147],{"type":42,"attrs":2148,"content":2149},{"textAlign":118},[2150],{"text":2151,"type":513},"Stell dir immer die Frage, ob auf eine Handlung deiner Nutzer:innen ein konkretes Feedback folgt.",{"_uid":2153,"text":2154,"component":1349},"3a84e4f6-bc8e-4413-bf5b-6d99f876f2b9",{"type":39,"content":2155},[2156,2178,2184,2190,2200],{"type":42,"content":2157},[2158,2160,2163,2165,2171,2173,2176],{"text":2159,"type":513},"Viele Support-Anfragen können ebenfalls ein Indikator sein, dass im Kaufprozess relevantes ",{"text":1980,"type":513,"marks":2161},[2162],{"type":1285},{"text":2164,"type":513}," fehlt, welches deinen Nutzer:innen ausreichend Klarheit und Sicherheit beim Kauf gibt. Daher ist es wichtig, auch den ",{"text":2166,"type":513,"marks":2167},"inneren Dialog",[2168],{"type":1258,"attrs":2169},{"href":2170,"uuid":118,"anchor":118,"target":118,"linktype":136},"https://www.konversionskraft.de/konsumpsychologie/inner-dialogue.html",{"text":2172,"type":513}," deiner Kund:innen zu durchdenken. Welche Fragen oder Zweifel könnten beim Kauf auftauchen und wie kannst du diese durch entsprechendes ",{"text":1980,"type":513,"marks":2174},[2175],{"type":1285},{"text":2177,"type":513}," abfangen?",{"type":2067,"content":2179},[2180],{"type":42,"content":2181},[2182],{"text":2183,"type":513},"Mit Feedback geben wir Antworten auf das Handeln von Kund:innen.",{"type":42,"content":2185},[2186],{"text":2187,"type":513,"marks":2188},"Kennst du den Dauerbrenner des inneren Dialogs beim Kauf von elektrischen Geräten, Spielzeug etc.?",[2189],{"type":931},{"type":42,"content":2191},[2192,2194,2198],{"text":2193,"type":513},"„",{"text":2195,"type":513,"marks":2196},"Sind Batterien dabei?",[2197],{"type":1285},{"text":2199,"type":513},"“",{"type":42,"content":2201},[2202,2204,2208],{"text":2203,"type":513},"Ein weiterer Klassiker existiert bei Gartengeräten im Hinblick auf Ersatz- und Austauschteile. Möglicherweise hat Hornbach deshalb bereits ganz oben die zusätzlichen Spulen kommuniziert. Hier wird also die Frage: „",{"text":2205,"type":513,"marks":2206},"Kann ich direkt durchstarten, muss ich noch was dazukaufen?",[2207],{"type":1285},{"text":2209,"type":513},"“ beantwortet.",{"_uid":2211,"size":30,"image":2212,"caption":2216,"component":1108},"efd7a3f1-ec22-40da-923b-9ec4a161a912",{"alt":2213,"src":2214,"name":30,"focus":30,"title":118,"source":30,"filename":2214,"copyright":30,"fieldtype":49,"meta_data":2215,"is_external_url":81},"Abbildung Rasentrimmer Hornbach Beispiel Onlineshop","https://storage.googleapis.com/kk-website-assets/rbBy42ZC_beispiel-onlineshop-einwandbehandlung-konsumpsychologie-behavior-pattern-feedback-820x366.jpg",{"alt":2213,"title":118,"source":30,"copyright":30},{"type":39,"content":2217},[2218],{"type":42,"attrs":2219},{"textAlign":118},{"_uid":2221,"text":2222,"component":1349},"53c784c9-5b0a-4b35-a30d-48c32d2d232e",{"type":39,"content":2223},[2224,2229,2244],{"type":42,"attrs":2225,"content":2226},{"textAlign":118},[2227],{"text":2228,"type":513},"Der innere Dialog ist ein intuitives Hilfsmittel zur Entscheidungsfindung, das wir alle täglich anwenden, um für uns sichere Entscheidungen zu treffen. Während wir den inneren Dialog führen, spielen wir unterschiedliche Szenarien und Möglichkeiten durch, um die für uns beste Entscheidung zu treffen.",{"type":42,"attrs":2230,"content":2231},{"textAlign":118},[2232,2236,2240],{"text":2233,"type":513,"marks":2234},"Woran du erkennst, dass du dem Behavior Pattern ",[2235],{"type":931},{"text":1980,"type":513,"marks":2237},[2238,2239],{"type":931},{"type":1285},{"text":2241,"type":513,"marks":2242}," ausreichend Aufmerksamkeit schenkst:",[2243],{"type":931},{"type":1558,"attrs":2245,"content":2246},{"order":1560},[2247,2254,2261,2268,2275,2282],{"type":1034,"content":2248},[2249],{"type":42,"attrs":2250,"content":2251},{"textAlign":118},[2252],{"text":2253,"type":513},"Wir erhalten wenige Support-Anfragen, weil beim Kauf alles klar ist.",{"type":1034,"content":2255},[2256],{"type":42,"attrs":2257,"content":2258},{"textAlign":118},[2259],{"text":2260,"type":513},"Unsere Anwendung gibt ausreichend visuelles und inhaltliches Feedback.",{"type":1034,"content":2262},[2263],{"type":42,"attrs":2264,"content":2265},{"textAlign":118},[2266],{"text":2267,"type":513},"Aus Nutzertests und Analysen wissen wir, dass beim Kauf keine Hürden entstehen, die wir mit weiterem Feedback abfangen sollten.",{"type":1034,"content":2269},[2270],{"type":42,"attrs":2271,"content":2272},{"textAlign":118},[2273],{"text":2274,"type":513},"Wir analysieren mit unseren Nutzer:innen den inneren Dialog und kennen Unsicherheiten im Kaufprozess.",{"type":1034,"content":2276},[2277],{"type":42,"attrs":2278,"content":2279},{"textAlign":118},[2280],{"text":2281,"type":513},"Wir setzen Umfragen und Usertests gezielt ein, um Brüche in der Customer Journey aufzudecken.",{"type":1034,"content":2283},[2284],{"type":42,"attrs":2285,"content":2286},{"textAlign":118},[2287,2289,2301],{"text":2288,"type":513},"Zur visuellen Unterstützung nutzen wir ",{"text":2290,"type":513,"marks":2291},"Micro Interactions",[2292],{"type":1258,"attrs":2293},{"href":2294,"uuid":2295,"anchor":118,"target":1402,"linktype":31,"story":2296},"/de/customer-experience/micro-interactions","1e24e4c3-0f8c-485d-88f7-1eee40a83826",{"name":2297,"id":2298,"uuid":2295,"slug":2299,"url":2300,"full_slug":2300,"_stopResolving":81},"Motion for Emotion – Wie Micro Interactions deine Webseite oder App emotionaler machen",101808625332739,"micro-interactions","de/customer-experience/micro-interactions",{"text":2302,"type":513},", um getätigte Handlungen besser sichtbar zu machen.",{"_uid":2304,"icon":30,"text":2305,"image":2330,"theme":949,"component":1414,"action_buttons":2332,"image_position":1416},"819c2021-51a0-420f-bd01-cb5a282a585c",{"type":39,"content":2306},[2307],{"type":42,"attrs":2308,"content":2309},{"textAlign":118},[2310,2314,2321,2325],{"text":2311,"type":513,"marks":2312},"🎓 Schon gewusst?",[2313],{"type":931},{"text":2315,"type":513,"marks":2316}," Kennst du schon unseren kostenlosen ",[2317],{"type":2318,"attrs":2319},"textStyle",{"color":2320},"#FFFFFF",{"text":2322,"type":513,"marks":2323},"E-Mail-Kurs: 6 Schritte zum Behavior-Pattern-Experten",[2324],{"type":931},{"text":2326,"type":513,"marks":2327},"? Lerne, wie du psychologische Verhaltensmuster erkennst und direkt im Alltag & Job einsetzen kannst.",[2328],{"type":2318,"attrs":2329},{"color":2320},{"id":118,"alt":118,"name":30,"focus":118,"title":118,"source":118,"filename":30,"copyright":118,"fieldtype":49,"meta_data":2331},{},[2333],{"_uid":2334,"buttons":2335,"caption":2346,"component":43,"caption_position":44},"f9b306d0-d25f-4fdc-a3e6-ac43b022528e",[2336],{"_uid":2337,"icon":27,"link":2338,"text":2345,"intent":35,"component":36,"icon_position":37},"267e8fc9-95b1-4579-a354-4d73db0d747c",{"id":2339,"url":30,"linktype":31,"fieldtype":32,"cached_url":2340,"story":2341},"4ef5ed51-a3a6-4bb2-a504-9f303d15c22d","de/weiterbildung/e-mail-kurs-6-schritte-zum-behavior-pattern-experten",{"name":2342,"id":2343,"uuid":2339,"slug":2344,"url":2340,"full_slug":2340,"_stopResolving":81},"E-Mail Kurs: 6 Schritte zum Behavior Pattern Experten",62057690898070,"e-mail-kurs-6-schritte-zum-behavior-pattern-experten","Jetzt kostenlos anmelden ",{"type":39,"content":2347},[2348],{"type":42},{"_uid":2350,"text":2351,"component":1349},"8be64951-c1d2-4496-8e94-f0ff69831194",{"type":39,"content":2352},[2353,2358],{"type":933,"attrs":2354,"content":2355},{"level":1135,"textAlign":118},[2356],{"text":2357,"type":513},"3 weitere Beispiele, wie uns Feedback unterstützt, und was wir daraus lernen können",{"type":933,"attrs":2359,"content":2360},{"level":935,"textAlign":118},[2361],{"text":2362,"type":513},"1. Echtzeit-Feedback als Kommunikations-Support",{"_uid":2364,"size":30,"image":2365,"caption":2369,"component":1108},"38461bde-21b9-48f8-a9ec-99ca5922c99a",{"alt":2366,"src":2367,"name":30,"focus":30,"title":118,"source":30,"filename":2367,"copyright":30,"fieldtype":49,"meta_data":2368,"is_external_url":81},"iMessage Screen Apple Nachricht wird geschrieben","https://storage.googleapis.com/kk-website-assets/iviQUZ9E_imessage-beispiel-behavior-pattern-feedback-verhaltenspsychologie.png",{"alt":2366,"title":118,"source":30,"copyright":30},{"type":39,"content":2370},[2371],{"type":42,"attrs":2372,"content":2373},{"textAlign":118},[2374],{"text":2375,"type":513},"iMessage gibt beim Schreiben und Versenden kontinuierlich Feedback. ",{"_uid":2377,"text":2378,"component":1349},"d9c2faa8-20ee-43fb-8011-48a3202bf789",{"type":39,"content":2379},[2380,2394],{"type":42,"content":2381},[2382,2384,2387,2389,2392],{"text":2383,"type":513},"Möglicherweise kennst du diese Art von ",{"text":1980,"type":513,"marks":2385},[2386],{"type":1285},{"text":2388,"type":513}," aus deinem Kommunikationsalltag, aber vielleicht hast du auch Ideen, wo du direktes ",{"text":1980,"type":513,"marks":2390},[2391],{"type":1285},{"text":2393,"type":513}," innerhalb von Kommunikationsstrecken geben kannst. Bereits beim Versenden einer Nachricht ändert sich bei iMessage die Button-Farbe, anschließend wechselt nach erfolgreichem Versenden auch die Nachricht ihre Farbe, zusätzlich siehst du, wenn dein Gegenüber eine Eingabe tätigt. Denke auch an die Eingangsbestätigung: gute Anbieter übermitteln eine Eingangsbestätigung, um dir die nötige Sicherheit zu geben.",{"type":933,"attrs":2395,"content":2396},{"level":935},[2397],{"text":2398,"type":513},"2. Feedback als Motivationstreiber",{"_uid":2400,"component":2044,"video_embed":30,"video_upload":2401},"1aa2ec9b-c5b5-48a4-b3a4-701cd686e959",{"id":2402,"alt":30,"name":30,"focus":30,"title":30,"source":30,"filename":2403,"copyright":30,"fieldtype":49,"meta_data":2404,"is_external_url":51},141060711152199,"https://a.storyblok.com/f/328018/x/579aa077ae/apple-watch-beispiel-feedback.webm",{},{"_uid":2406,"text":2407,"component":1349},"7c65dde6-462b-4481-b8ab-c55864c686d9",{"type":39,"content":2408},[2409,2427,2432,2440,2455,2465,2470,2480],{"type":42,"attrs":2410,"content":2411},{"textAlign":118},[2412,2414,2420,2422,2425],{"text":2413,"type":513},"Noch ein weiteres Apple-Beispiel – die ",{"text":2415,"type":513,"marks":2416},"Apple Watch",[2417],{"type":1258,"attrs":2418},{"href":2419,"uuid":118,"anchor":118,"target":118,"linktype":136},"https://www.apple.com/de/watch/close-your-rings/stories/",{"text":2421,"type":513},". Die Trainingsapp der Apple Watch trackt beliebte Workouts wie Laufen, Schwimmen und hochintensives Intervalltraining einfach durch Tippen. Gleichzeitig erhältst du Echtzeit-Input, indem auf deinem Display Ringe gefüllt werden, um dir sowohl ",{"text":1980,"type":513,"marks":2423},[2424],{"type":1285},{"text":2426,"type":513}," als auch Fortschritt zu übermitteln und deine Motivation anzuheben, dich weiter zu verbessern und am Ball zu bleiben.",{"type":933,"attrs":2428,"content":2429},{"level":935,"textAlign":118},[2430],{"text":2431,"type":513},"3. Feedback als Indikator für getätigte und kommende Handlungen",{"type":42,"attrs":2433,"content":2434},{"textAlign":118},[2435],{"type":2087,"attrs":2436},{"id":118,"alt":2437,"src":2438,"title":118,"source":30,"copyright":30,"meta_data":2439},"Eine leere Tankanzeige und ein Ampelschalter für Fußgänger","https://storage.googleapis.com/kk-website-assets/tiaorWuJ_beispiele-direktes-feedback-strassenverkehr-ampel-tankanzeige-820x461.jpg",{"alt":2437,"title":118,"source":30,"copyright":30},{"type":42,"attrs":2441,"content":2442},{"textAlign":118},[2443,2445,2448,2450,2453],{"text":2444,"type":513},"Vielleicht überlegst du dir auch, welche typische Journey Menschen mit deinem Produkt erleben und an welchen Stellen ",{"text":1980,"type":513,"marks":2446},[2447],{"type":1285},{"text":2449,"type":513}," außerdem Sinn ergeben würde. Klar ist, sobald wir eine Handlung vollziehen, erwarten wir eine Rückmeldung. So sendet uns der Knopf an der Fußgängerampel nach der Betätigung eine Rückmeldung, sodass wir nicht verunsichert an der Kreuzung verweilen oder in Eile bei Rot gehen. Auch die Tankanzeige im Auto sendet uns ",{"text":1980,"type":513,"marks":2451},[2452],{"type":1285},{"text":2454,"type":513},", um uns auf eine bald nötige Handlung aufmerksam zu machen.",{"type":42,"attrs":2456,"content":2457},{"textAlign":118},[2458,2460,2463],{"text":2459,"type":513},"An welchen Stellen könntest du auf eine bald notwendige Handlung aufmerksam machen oder nach einer Handlung besseres ",{"text":1980,"type":513,"marks":2461},[2462],{"type":1285},{"text":2464,"type":513}," geben? Frag deine Nutzer:innen zum Beispiel durch ein Mini-Survey, ob alles reibungslos gelaufen ist, oder im Kaufprozess Unsicherheiten entstanden sind. Anhand dieses Wissen kannst du mit entsprechenden Maßnahmen und Idee gegensteuern. Wie bereits erwähnt, können hier bspw. Micro Interactions weiterhelfen, um dieses Feedback zu geben.",{"type":933,"attrs":2466,"content":2467},{"level":1135,"textAlign":118},[2468],{"text":2469,"type":513},"Checkout-Tipps: Mit Feedback den Kaufabschluss fördern",{"type":42,"attrs":2471,"content":2472},{"textAlign":118},[2473,2475,2478],{"text":2474,"type":513},"Dass dir und deinen Nutzer:innen gutes ",{"text":1980,"type":513,"marks":2476},[2477],{"type":1285},{"text":2479,"type":513}," im Onlineshop hilft, sollte spätestens jetzt eindeutig sein. Daher ohne große Umschweife zum Abschluss noch ein paar Checkout-Feedback-Tipps.",{"type":42,"attrs":2481,"content":2482},{"textAlign":118},[2483,2485,2488],{"text":2484,"type":513},"Wer sich im Checkout befindet, hat dein Produkt eigentlich mental bereits gekauft. Daher ist es nun dein Job, es deinen Käufern so angenehm wie möglich zu machen, damit sie mit einem guten Gefühl den Kauf abschließen können. ",{"text":1980,"type":513,"marks":2486},[2487],{"type":1285},{"text":2489,"type":513}," spielt dabei eine besondere Rolle.",{"_uid":2491,"size":30,"image":2492,"caption":2496,"component":1108},"12ef9461-73ee-4d54-92b7-b4563da2f61b",{"alt":2493,"src":2494,"name":30,"focus":30,"title":118,"source":30,"filename":2494,"copyright":30,"fieldtype":49,"meta_data":2495,"is_external_url":81},"Anmeldemaske Konto erstellen Web-Ansicht","https://storage.googleapis.com/kk-website-assets/HyqAm0TK_checkout-optimieren-conversion-rate-verhaltenspsychologie-tipps.png",{"alt":2493,"title":118,"source":30,"copyright":30},{"type":39,"content":2497},[2498],{"type":42,"attrs":2499,"content":2500},{"textAlign":118},[2501],{"text":2502,"type":513},"Eingaben der Nutzer:innen werden sofort bestätigt. ",{"_uid":2504,"text":2505,"component":1349},"64fc25c1-19fb-420a-b287-1385e7e40206",{"type":39,"content":2506},[2507,2513,2569,2578,2582,2592],{"type":42,"content":2508},[2509],{"text":2510,"type":513,"marks":2511},"Beachte daher im Checkout immer folgende Punkte:",[2512],{"type":931},{"type":1031,"attrs":2514,"content":2515},{"tight":51},[2516,2522,2533,2539,2545,2551,2557,2563],{"type":1034,"content":2517},[2518],{"type":42,"content":2519},[2520],{"text":2521,"type":513},"Bestätige Eingaben in Formularfeldern mit grüner Farbe oder einem Haken",{"type":1034,"content":2523},[2524],{"type":42,"content":2525},[2526,2528,2531],{"text":2527,"type":513},"Markiere fehlende Informationen und weise auf Falscheingaben hin (denke über eine Inline-Validation nach, die durch ",{"text":1980,"type":513,"marks":2529},[2530],{"type":1285},{"text":2532,"type":513}," nach der Eingabe zeigt, dass die Felder korrekt ausgefüllt wurden)",{"type":1034,"content":2534},[2535],{"type":42,"content":2536},[2537],{"text":2538,"type":513},"Gib nützliche Informationen, was in den jeweiligen Feldern wie eingetragen werden muss",{"type":1034,"content":2540},[2541],{"type":42,"content":2542},[2543],{"text":2544,"type":513},"Kommuniziere, wie etwaige Passwörter gestaltet sein sollen",{"type":1034,"content":2546},[2547],{"type":42,"content":2548},[2549],{"text":2550,"type":513},"Nutze Inline Validation, um Eingaben direkt zu validieren und deinen Nutzer:innen ein gutes Gefühl bei der Eingabe zu geben",{"type":1034,"content":2552},[2553],{"type":42,"content":2554},[2555],{"text":2556,"type":513},"Fange Bedenken zur Lieferung, Rückgabe und zum Versand durch relevante Informationen ab",{"type":1034,"content":2558},[2559],{"type":42,"content":2560},[2561],{"text":2562,"type":513},"Bedanke dich für den Einkauf und weise konkret darauf hin, dass die Bestellung eingegangen ist",{"type":1034,"content":2564},[2565],{"type":42,"content":2566},[2567],{"text":2568,"type":513},"Versende eine Bestätigungs-Mail und kommuniziere dies ebenfalls im Checkout",{"type":42,"content":2570},[2571,2573,2576],{"text":2572,"type":513},"Hat dir mein Input zum Pattern ",{"text":1980,"type":513,"marks":2574},[2575],{"type":1285},{"text":2577,"type":513}," gefallen?",{"type":42,"content":2579},[2580],{"text":2581,"type":513},"Ich freue mich auch über dein Feedback 😉",{"type":42,"content":2583},[2584,2586,2588],{"text":2585,"type":513},"Viel Spaß beim Optimieren!",{"type":2587},"hard_break",{"text":2589,"type":513,"marks":2590},"Anni",[2591],{"type":1285},{"type":42,"content":2593},[2594,2596,2597,2599,2604,2606,2612],{"text":2595,"type":513},"P.S.",{"type":2587},{"text":2598,"type":513},"Du möchtest weitere Patterns kennenlernen und einsetzen? Hier geht es zur ",{"text":2600,"type":513,"marks":2601},"Behavior Pattern Bibliothek",[2602],{"type":1258,"attrs":2603},{"href":1260,"uuid":118,"anchor":118,"target":118,"linktype":136},{"text":2605,"type":513},". Und hier gelangst du zum neuen ",{"text":2607,"type":513,"marks":2608},"Behavioral Science Hub",[2609],{"type":1258,"attrs":2610},{"href":2611,"uuid":118,"anchor":118,"target":118,"linktype":136},"https://www.konversionskraft.de/behavioral-sciences-live",{"text":1774,"type":513},"Im Alltag erwarten wir täglich Feedback. Beim Drücken einer Türklinke, beim Drehen am Wasserhahn, beim Klingeln an der Nachbartür: wir erwarten eine Antwort auf unsere Handlungen. Ohne Feedback entsteht Unsicherheit. Wollen wir das? Eher nicht. Warum sollte es auf deiner Website oder in deiner App anders laufen? Erfahre, wie du mit dem Behavior Pattern Feedback die User Experience verbesserst, Sicherheit gibst und die Kaufmotivation 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einsetzen.","4b4b9928-8721-4f9f-8916-759c7dc7e6d5",[2685,2758,2772,2780,2816,2842,2851,2864,3017,3034,3048,3055,3067,3077,3093,3106,3140,3148,3189,3198],{"_uid":2686,"text":2687,"component":1349},"ae305c56-93ca-4489-86e9-9adcbadb740c",{"type":39,"content":2688},[2689,2696,2703,2710,2717,2724,2731,2738,2743,2748,2753],{"type":42,"attrs":2690,"content":2691},{"textAlign":118},[2692],{"text":2693,"type":513,"marks":2694},"Hast du zum Valentinstag noch fix Blumen und Pralinen gekauft? Oder einen Tisch im Lieblingsrestaurant gebucht?",[2695],{"type":1285},{"type":42,"attrs":2697,"content":2698},{"textAlign":118},[2699],{"text":2700,"type":513,"marks":2701},"Dann bist du möglicherweise der Affektheuristik erlegen.",[2702],{"type":1285},{"type":42,"attrs":2704,"content":2705},{"textAlign":118},[2706],{"text":2707,"type":513,"marks":2708},"Vielleicht passt der Tag nicht einmal in deinen Kalender, aber trotzdem hast du dich gekümmert.",[2709],{"type":1285},{"type":42,"attrs":2711,"content":2712},{"textAlign":118},[2713],{"text":2714,"type":513,"marks":2715},"Neben dem sozialen Druck (alle sind auf Kommando romantisch) kann es aber auch am emotionalen Trigger liegen. Denn dieser Tag rückt den Fokus auf die gemeinsame Beziehung.",[2716],{"type":1285},{"type":42,"attrs":2718,"content":2719},{"textAlign":118},[2720],{"text":2721,"type":513,"marks":2722},"Statt die Blumen aber sofort zu schenken oder spontan ins Restaurant zu gehen, wartest du auf den Valentinstag. Dieses Verhalten ist eigentlich höchst irrational, denn genauso gut könntest du irgendeinen anderen Tag, oder sogar mehrere, im Jahr wählen.",[2723],{"type":1285},{"type":42,"attrs":2725,"content":2726},{"textAlign":118},[2727],{"text":2728,"type":513,"marks":2729},"Was lernen wir also daraus?",[2730],{"type":1285},{"type":42,"attrs":2732,"content":2733},{"textAlign":118},[2734],{"text":2735,"type":513,"marks":2736},"Das Kaufverhalten und die Entscheidungsprozesse unserer User zu verstehen, und sie im richtigen Moment bestmöglich abzuholen, ist nicht nur entscheidend für den E-Commerce-Erfolg. Heuristiken zu kennen und zu nutzen, stellt eines der wesentlichen Erfolgskonzepte entlang der Konsumpsychologie dar.",[2737],{"type":931},{"type":42,"attrs":2739,"content":2740},{"textAlign":118},[2741],{"text":2742,"type":513},"In der Regel kann man diese Heuristiken als mentale Abkürzungen betrachten, die deinen Usern helfen, ihre Probleme oder Wünsche schneller, einfacher und besser zu lösen. Entscheidungszeiten sollen verkürzt und zu viel kognitive Anstrengung vermieden werden.",{"type":42,"attrs":2744,"content":2745},{"textAlign":118},[2746],{"text":2747,"type":513},"Natürlich spielen dabei Emotionen immer eine große Rolle.",{"type":42,"attrs":2749,"content":2750},{"textAlign":118},[2751],{"text":2752,"type":513},"Daher stelle ich dir in diesem Beitrag die Affektheuristik vor und zeige dir, wie vielfältig sie auftreten und wie du sie für dein Business einsetzen kannst.",{"type":933,"attrs":2754,"content":2755},{"level":1135,"textAlign":118},[2756],{"text":2757,"type":513},"Was sind Affektheuristiken? Die emotionale Urteilsheuristik",{"_uid":2759,"icon":30,"text":2760,"theme":949,"component":1414,"action_buttons":2771},"6de04e1f-438f-4eb0-9bd5-6e36fbaeac03",{"type":39,"content":2761},[2762],{"type":42,"attrs":2763,"content":2764},{"textAlign":118},[2765,2768,2769],{"text":1974,"type":513,"marks":2766},[2767],{"type":931},{"type":2587},{"text":2770,"type":513},"Eine Affektheuristik besagt, dass Entscheidungen häufig aufgrund von Emotionen aus dem Bauch heraus getroffen werden – nicht rational aufgrund von Statistiken oder Wahrscheinlichkeiten, sondern auf Basis von Zuneigung oder Abneigung. Argumente, die eine emotionale Grundeinstellung zu einem Thema bestätigen, werden automatisch positiver assoziiert.",[],{"_uid":2773,"image":2774,"caption":2778,"component":1108},"79189380-26ce-44b0-9e48-0058bc0ea76e",{"alt":2775,"src":2776,"name":30,"focus":30,"title":118,"source":30,"filename":2776,"copyright":30,"fieldtype":49,"meta_data":2777,"is_external_url":81},"Karte Definition Affektheuristik","https://storage.googleapis.com/kk-website-assets/I74wSJyJ_AffectHeuristic_o.png",{"alt":2775,"title":118,"source":30,"copyright":30},{"type":39,"content":2779},[],{"_uid":2781,"text":2782,"component":1349},"af7ef722-6a52-43a1-8506-b50f5ff6d503",{"type":39,"content":2783},[2784,2789,2802,2811],{"type":42,"attrs":2785,"content":2786},{"textAlign":118},[2787],{"text":2788,"type":513},"Wenn du die Definition der Affektheuristik gelesen hast, fragst du dich vielleicht, worin der Unterschied zum Confirmation Bias besteht?",{"type":42,"attrs":2790,"content":2791},{"textAlign":118},[2792,2794,2800],{"text":2793,"type":513},"Beim ",{"text":2795,"type":513,"marks":2796},"Confirmation Bias (Bestätigungsfehler)",[2797],{"type":1258,"attrs":2798},{"href":2799,"uuid":118,"anchor":118,"target":118,"linktype":136},"https://de.wikipedia.org/wiki/Best%C3%A4tigungsfehler",{"text":2801,"type":513}," steht die Tendenz im Zentrum, dass wir Informationen so auswählen, dass diese unsere bestehende Überzeugung bestätigen.",{"type":42,"attrs":2803,"content":2804},{"textAlign":118},[2805,2809],{"text":2806,"type":513,"marks":2807},"Die Affektheuristik kannst du dir als kognitive Abkürzung vorstellen.",[2808],{"type":931},{"text":2810,"type":513}," Das Ziel ist es, zügig zu einer Entscheidung zu gelangen – und unser Gehirn nicht zu sehr zu fordern. Wir möchten schließlich nicht in einer Endlosschleife Informationen gegeneinander abwägen, die wir oft nicht einmal vorliegen haben.",{"type":42,"attrs":2812,"content":2813},{"textAlign":118},[2814],{"text":2815,"type":513},"Beeinflusst durch die vorherrschenden Informationen und Gefühle wie Ängste, Sorgen oder Freuden, wählen wir also ständig das, was unserer derzeitigen emotionalen Lage entspricht. Unsere Einstellung und Entscheidung zu etwas beruht daher häufig nur auf unserer emotionalen Zu- oder Abneigung.",{"_uid":2817,"icon":30,"text":2818,"theme":949,"component":1414,"action_buttons":2831},"c9203942-cb78-4166-9f69-ae81758e0fc6",{"type":39,"content":2819},[2820],{"type":42,"attrs":2821,"content":2822},{"textAlign":118},[2823,2826,2827,2830],{"text":2311,"type":513,"marks":2824},[2825],{"type":931},{"text":2315,"type":513},{"text":2322,"type":513,"marks":2828},[2829],{"type":931},{"text":2326,"type":513},[2832],{"_uid":2833,"buttons":2834,"caption":2839,"component":43,"caption_position":44},"d0786da5-7d0a-4a94-b1e4-891dc7993991",[2835],{"_uid":2836,"icon":27,"link":2837,"text":2345,"intent":35,"component":36,"icon_position":37},"3dfd0ea0-3289-4f83-9a64-3bfa1b44f01a",{"id":2339,"url":30,"linktype":31,"fieldtype":32,"cached_url":2340,"story":2838},{"name":2342,"id":2343,"uuid":2339,"slug":2344,"url":2340,"full_slug":2340,"_stopResolving":81},{"type":39,"content":2840},[2841],{"type":42},{"_uid":2843,"text":2844,"component":1349},"1ca2d52c-a851-4e6f-935f-df5a397a610e",{"type":39,"content":2845},[2846],{"type":933,"attrs":2847,"content":2848},{"level":1135,"textAlign":118},[2849],{"text":2850,"type":513},"Warum es so wichtig ist, die Affektheuristik zu kennen und zu nutzen",{"_uid":2852,"size":30,"image":2853,"caption":2857,"component":1108},"308e9152-4057-4329-9b8b-5ab36fe74938",{"alt":2854,"src":2855,"name":30,"focus":30,"title":118,"source":30,"filename":2855,"copyright":30,"fieldtype":49,"meta_data":2856,"is_external_url":81},"Screenshot von dem Bleed Clothing Online Shop","https://storage.googleapis.com/kk-website-assets/UhTDlz9d_Beispiel_bleed_clothing-820x428.png",{"alt":2854,"title":118,"source":30,"copyright":30},{"type":39,"content":2858},[2859],{"type":42,"attrs":2860,"content":2861},{"textAlign":118},[2862],{"text":2863,"type":513},"Gute Onlineshops sprechen die emotionale Grundeinstellung ab der ersten Sekunde an. ",{"_uid":2865,"text":2866,"component":1349},"677d4cf9-bb93-4e5e-8bab-271beae19df1",{"type":39,"content":2867},[2868,2889,2898,2910,2917,2947,2952,2961,2973,2978,2983,2988,3005,3010],{"type":42,"attrs":2869,"content":2870},{"textAlign":118},[2871,2875,2877,2878,2882,2885],{"text":2872,"type":513,"marks":2873},"Affektheuristiken ersetzen komplexe Entscheidungsprozesse",[2874],{"type":931},{"text":2876,"type":513},", wie z.B",{"type":2587},{"text":2879,"type":513,"marks":2880},"Was denke ich darüber?",[2881],{"type":1285},{"type":2587,"marks":2883},[2884],{"type":1285},{"text":2886,"type":513,"marks":2887},"Welche Informationen sollte ich mit einbeziehen?",[2888],{"type":1285},{"type":42,"attrs":2890,"content":2891},{"textAlign":118},[2892,2894],{"text":2893,"type":513},"durch eine einfache emotionale Frage: ",{"text":2895,"type":513,"marks":2896},"Wie fühle ich mich dabei?",[2897],{"type":1285},{"type":42,"attrs":2899,"content":2900},{"textAlign":118},[2901,2903,2908],{"text":2902,"type":513},"Es ist kein Geheimnis, dass wir in der Praxis auf ein ganzes ",{"text":2904,"type":513,"marks":2905},"Kompendium an Behavior Patterns",[2906],{"type":1258,"attrs":2907},{"href":1260,"uuid":118,"anchor":118,"target":118,"linktype":136},{"text":2909,"type":513}," zurückgreifen, um in unseren Projekten dabei zu helfen, User auf ihren emotionalen Ebenen besser abzuholen und kundenseitig die Umsätze zu steigern.",{"type":42,"attrs":2911,"content":2912},{"textAlign":118},[2913],{"text":2914,"type":513,"marks":2915},"Die Affektheuristik ist ein gutes Mittel, um:",[2916],{"type":931},{"type":1031,"content":2918},[2919,2926,2933,2940],{"type":1034,"content":2920},[2921],{"type":42,"attrs":2922,"content":2923},{"textAlign":118},[2924],{"text":2925,"type":513},"deine User zu überraschen",{"type":1034,"content":2927},[2928],{"type":42,"attrs":2929,"content":2930},{"textAlign":118},[2931],{"text":2932,"type":513},"Bedenken frühzeitig anzusprechen und abzufangen",{"type":1034,"content":2934},[2935],{"type":42,"attrs":2936,"content":2937},{"textAlign":118},[2938],{"text":2939,"type":513},"Voreingenommenheit aufzugreifen und Einwände zu behandeln",{"type":1034,"content":2941},[2942],{"type":42,"attrs":2943,"content":2944},{"textAlign":118},[2945],{"text":2946,"type":513},"Sehnsüchte zu spiegeln und zu erfüllen",{"type":42,"attrs":2948,"content":2949},{"textAlign":118},[2950],{"text":2951,"type":513},"Denn jede Interaktion mit deinen Kunden löst ein bestimmtes Gefühl aus – welches du im Idealfall analysiert, verstanden und innerhalb der jeweiligen Customer Journeys abgeholt und angesprochen hast.",{"type":2067,"content":2953},[2954],{"type":42,"attrs":2955,"content":2956},{"textAlign":118},[2957],{"text":2958,"type":513,"marks":2959},"„95 % aller Kaufentscheidungen werden im Grunde unterbewusst getroffen.“",[2960],{"type":1285},{"type":42,"attrs":2962,"content":2963},{"textAlign":118},[2964,2966,2972],{"text":2965,"type":513},"Zu dieser Schlussfolgerung kam auch Harvard Business School Professor Gerald Zaltman in seiner Studie ",{"text":2967,"type":513,"marks":2968},"„The Subconscious Mind of the Consumer (And How To Reach It)“",[2969],{"type":1258,"attrs":2970},{"href":2971,"uuid":118,"anchor":118,"target":118,"linktype":136},"https://hbswk.hbs.edu/item/the-subconscious-mind-of-the-consumer-and-how-to-reach-it",{"text":1774,"type":513},{"type":42,"attrs":2974,"content":2975},{"textAlign":118},[2976],{"text":2977,"type":513},"Diese Gefühle, die beim Impulskauf neuer Laufschuhe ausgelöst wurden. Und die rationale Sicherheit, mit welcher du anschließend den Einkauf deiner Frau erklärtest. Oder die Schnelligkeit, mit der wir in stereotypische Analysen verfallen.",{"type":42,"attrs":2979,"content":2980},{"textAlign":118},[2981],{"text":2982,"type":513},"Die größten unterbewussten Treiber sind unsere Emotionen, Gefühle und Einstellungen.",{"type":42,"attrs":2984,"content":2985},{"textAlign":118},[2986],{"text":2987,"type":513},"Emotionen sind das, was auch den Entscheidungsfindungsprozess deiner User maßgeblich beeinflusst. Deshalb wissen sie bereits nach wenigen Sekunden auf deiner Website, ob du ein vertrauenswürdiger Anbieter bist, bei dem sie weiter verweilen wollen.",{"type":42,"attrs":2989,"content":2990},{"textAlign":118},[2991,2995,3001],{"text":2992,"type":513,"marks":2993},"Die emotionale Grundeinstellung in Verbindung mit den jeweiligen ",[2994],{"type":931},{"text":2996,"type":513,"marks":2997},"Limbic® Types",[2998,3000],{"type":1258,"attrs":2999},{"href":1752,"uuid":118,"anchor":118,"target":118,"linktype":136},{"type":931},{"text":3002,"type":513,"marks":3003}," deiner User zu kennen und anzusprechen, ermöglicht dir also die Chance auf einen erheblichen Performance-Vorteil.",[3004],{"type":931},{"type":933,"attrs":3006,"content":3007},{"level":1135,"textAlign":118},[3008],{"text":3009,"type":513},"Beispiele für erfolgreiche Affektheuristiken im E-Commerce",{"type":42,"attrs":3011,"content":3012},{"textAlign":118},[3013],{"text":3014,"type":513,"marks":3015},"Nachfolgend zeige ich dir einige Beispiele der Affektheuristik im E-Commerce, die du anwenden kannst, um deine User besser in ihrem Entscheidungsprozess zu unterstützen, Leichtigkeit zu schaffen oder mittels impliziter Signale anzusprechen.",[3016],{"type":931},{"_uid":3018,"icon":30,"text":3019,"theme":949,"component":1414,"action_buttons":3033},"efe1b40b-0f06-4a21-ba5f-e18f9390e3cf",{"type":39,"content":3020},[3021],{"type":42,"attrs":3022,"content":3023},{"textAlign":118},[3024,3026],{"text":3025,"type":513},"📺 Falls du mehr über implizite Codes wissen willst, empfehle ich dir an dieser Stelle auch unsere Reihe überzeugungsKRAFT mit der Episode: ",{"text":3027,"type":513,"marks":3028},"Kopfkino – mit „Impliziten Signalen“ mehr verkaufen.",[3029,3032],{"type":1258,"attrs":3030},{"href":3031,"uuid":118,"anchor":118,"target":118,"linktype":136},"https://www.konversionskraft.de/konsumpsychologie/kopfkino-mit-impliziten-signalen-mehr-verkaufen.html",{"type":1409},[],{"_uid":3035,"text":3036,"component":1349},"e5b5e003-5787-4224-b0e0-6dd094a4a6cc",{"type":39,"content":3037},[3038,3043],{"type":933,"attrs":3039,"content":3040},{"level":935,"textAlign":118},[3041],{"text":3042,"type":513},"Sehnsüchte nach Performance hervorrufen und befriedigen",{"type":42,"attrs":3044,"content":3045},{"textAlign":118},[3046],{"text":3047,"type":513},"Am folgenden Beispiel von Breuninger kannst du sehen, wie Nutzer zunächst durch das auffällige Bild mit dem Sportler geprimed werden. Durch die inhaltliche Botschaft des Visuals wird das eigentliche Produkt in einen stärkeren emotionalen Kontext gebracht – Assoziationen wie Performance und Dynamik entstehen.",{"_uid":3049,"image":3050,"caption":3053,"component":1108},"e7bc056b-f1bd-47c7-8f0b-7c845ca04b29",{"alt":118,"src":3051,"name":30,"focus":30,"title":118,"source":30,"filename":3051,"copyright":30,"fieldtype":49,"meta_data":3052,"is_external_url":81},"https://storage.googleapis.com/kk-website-assets/vedXZs5x_affektheuristik-sehnsuechte-beduerfnisse-triggern-beispiel-onlineshop.jpg",{"alt":118,"title":118,"source":30,"copyright":30},{"type":39,"content":3054},[],{"_uid":3056,"text":3057,"component":1349},"dc5f2483-2835-4540-aa48-47d86a83daf5",{"type":39,"content":3058},[3059,3063],{"type":42,"content":3060},[3061],{"text":3062,"type":513},"Hier bewegen wir uns bereits im Bereich der impliziten Codes, wo Begriffe wie Leistung oder auch Sieg, je nach Interpretationsraum, mit dem Produkt verknüpft werden.",{"type":42,"content":3064},[3065],{"text":3066,"type":513},"Sieh dir auch folgendes Beispiel einer Affektheuristik im Sportfashion-Kontext an.",{"_uid":3068,"size":30,"image":3069,"caption":3073,"component":1108},"be0d8630-fc1e-485e-8fd5-3b9d6796b99d",{"alt":3070,"src":3071,"name":30,"focus":30,"title":118,"source":30,"filename":3071,"copyright":30,"fieldtype":49,"meta_data":3072,"is_external_url":81},"affektheuristiken-beispiel-onlineshop-sehnsucht-nach-leistung","https://storage.googleapis.com/kk-website-assets/8fAwRzQu_affektheuristiken-beispiel-onlineshop-sehnsucht-nach-leistung.jpg",{"alt":3070,"title":118,"source":30,"copyright":30},{"type":39,"content":3074},[3075],{"type":42,"attrs":3076},{"textAlign":118},{"_uid":3078,"text":3079,"component":1349},"34be519c-b939-4f25-a0f4-d65bf5678dc2",{"type":39,"content":3080},[3081,3089],{"type":42,"content":3082},[3083,3085],{"text":3084,"type":513},"Hier verschmelzen Bild und Claim wunderbar zu einer positiv aufgeladenen Botschaft – ",{"text":3086,"type":513,"marks":3087},"So weich war Beton noch nie.",[3088],{"type":1285},{"type":42,"content":3090},[3091],{"text":3092,"type":513},"Automatisch entstehen Assoziationen wie schwerelos, leicht, federnd, gleitend, dynamisch etc. Weitere Behavior Patterns, die hier eine Rolle spielen, sind Value, Order and Harmony und Emotional Resonance.",{"_uid":3094,"size":30,"image":3095,"caption":3099,"component":1108},"01ac0e60-ebfe-4df3-9d9b-54da071139af",{"alt":3096,"src":3097,"name":30,"focus":30,"title":118,"source":30,"filename":3097,"copyright":30,"fieldtype":49,"meta_data":3098,"is_external_url":81},"Beispiel eines Advanced Gaming Laptops bei Mifcom","https://storage.googleapis.com/kk-website-assets/N5UBZbuB_Beispiel_Mifcom-1024x332.png",{"alt":3096,"title":118,"source":30,"copyright":30},{"type":39,"content":3100},[3101],{"type":42,"attrs":3102,"content":3103},{"textAlign":118},[3104],{"text":3105,"type":513},"Kognitive Erleichterung durch eine Affektheuristik kann im E-Commerce auch durch die Anwendung von Produktkategorien in Verbindung mit weiteren Performance-Triggern geschaffen werden.",{"_uid":3107,"text":3108,"component":1349},"c853874c-50f9-48ff-b91f-c1bbab39265e",{"type":39,"content":3109},[3110,3116,3128,3133],{"type":42,"content":3111},[3112],{"text":3113,"type":513,"marks":3114},"Auch im Kontext von Hardware und Software-Performance kannst du eine Affektheuristik nutzen, um Erleichterung zu schaffen.",[3115],{"type":931},{"type":42,"content":3117},[3118,3120,3126],{"text":3119,"type":513},"Die Einteilung in die Kategorie „Advanced Gaming Laptops“ ist meine erste Abkürzung – ",{"text":3121,"type":513,"marks":3122},"Kognitive Leichtigkeit",[3123],{"type":1258,"attrs":3124},{"href":3125,"uuid":118,"anchor":118,"target":118,"linktype":136},"https://www.konversionskraft.de/konsumpsychologie/hirn-aus-shopping-an-mehr-konversion-durch-kognitive-leichtigkeit.html",{"text":3127,"type":513},". Kategorien wie Entry Gaming Laptop, Advanced Gaming Laptop und High-End Gaming Laptops verorten bereits Preise und Leistungsniveau. Die dunkle Optik gepaart mit den Lichteffekten erzeugt Dynamik und das Gefühl von Power (Implicit Signals). Die Logos der Hersteller unterstützen die Glaubwürdigkeit des Leistungsversprechens.",{"type":933,"attrs":3129,"content":3130},{"level":935},[3131],{"text":3132,"type":513},"Grundeinstellungen triggern und umkehren",{"type":42,"content":3134},[3135,3137,3138],{"text":3136,"type":513},"Auch stereotypische Annahmen kannst du gezielt triggern und sogar umkehren.",{"type":2587},{"text":3139,"type":513},"In dem Video auf der Startseite von Blacksocks sahen Nutzer zunächst die Zielgruppe, die auf den ersten Blick mit der Seite assoziiert werden: geradlinige, angepasste Anzugträger.",{"_uid":3141,"image":3142,"caption":3146,"component":1108},"c4795f93-182c-4173-80ff-abf49fd327cd",{"alt":3143,"src":3144,"name":30,"focus":30,"title":118,"source":30,"filename":3144,"copyright":30,"fieldtype":49,"meta_data":3145,"is_external_url":81},"beispiel-affektheuristik-grundeinstellungen-erkennen-und-umkehren-beispiel-shop","https://storage.googleapis.com/kk-website-assets/4ol29n6D_beispiel-affektheuristik-grundeinstellungen-erkennen-und-umkehren-beispiel-shop.jpg",{"alt":3143,"title":118,"source":30,"copyright":30},{"type":39,"content":3147},[],{"_uid":3149,"text":3150,"component":1349},"b9288985-cab6-4e17-968f-220bc36a3d15",{"type":39,"content":3151},[3152,3184],{"type":42,"attrs":3153,"content":3154},{"textAlign":118},[3155,3157,3169,3171,3183],{"text":3156,"type":513},"Der Mann, der die Rolltreppe herunterrutscht, vermittelt jedoch Spaß und zeigt, dass Blacksocks locker und innovativ ist und den Mann versteht, so wie er ist – ein schönes Beispiel für Affektheuristiken im Fashion E-Commerce, welches durch Bild und Textsprache hervorgerufen wird. Weitere Pattern, die hier zum Einsatz kommen sind u.a. ",{"text":3158,"type":513,"marks":3159},"Inner Dialog",[3160],{"type":1258,"attrs":3161},{"href":3162,"uuid":3163,"anchor":118,"target":1402,"linktype":31,"story":3164},"/de/behavior-patterns/inner-dialogue","ed22a63e-d846-4bf2-b5d1-80dee8d970b8",{"name":3165,"id":3166,"uuid":3163,"slug":3167,"url":3168,"full_slug":3168,"_stopResolving":81},"Inner Dialogue: Gedankengänge von Menschen verstehen und mehr Kunden gewinnen",101808377942497,"inner-dialogue","de/behavior-patterns/inner-dialogue",{"text":3170,"type":513}," und ",{"text":3172,"type":513,"marks":3173},"Breaking Rules",[3174],{"type":1258,"attrs":3175},{"href":3176,"uuid":3177,"anchor":118,"target":1402,"linktype":31,"story":3178},"/de/behavior-patterns/breaking-rules","1a3ded45-24d8-4e21-8f99-afd8922c8b8a",{"name":3179,"id":3180,"uuid":3177,"slug":3181,"url":3182,"full_slug":3182,"_stopResolving":81},"Regeln brechen, herausstechen – mit “Breaking Rules“",101808121491459,"breaking-rules","de/behavior-patterns/breaking-rules",{"text":1774,"type":513},{"type":933,"attrs":3185,"content":3186},{"level":935,"textAlign":118},[3187],{"text":3188,"type":513},"Ängste ansprechen und lösen",{"_uid":3190,"size":3191,"image":3192,"caption":3196,"component":1108},"aee1757b-3e8b-4bb1-8b3d-05a39a304b91","half",{"alt":3193,"src":3194,"name":30,"focus":30,"title":118,"source":30,"filename":3194,"copyright":30,"fieldtype":49,"meta_data":3195,"is_external_url":81},"beispiel-affektheuristik-tourismusbranche","https://storage.googleapis.com/kk-website-assets/4Geqb36D_beispiel-affektheuristik-tourismusbranche.jpg",{"alt":3193,"title":118,"source":30,"copyright":30},{"type":39,"content":3197},[],{"_uid":3199,"text":3200,"component":1349},"0989cb3e-ab7c-4405-bf67-567145087eee",{"type":39,"content":3201},[3202,3207,3246,3251,3256,3293,3298,3303,3310,3315,3320,3325,3330,3335,3340,3345,3350,3366,3371],{"type":42,"attrs":3203,"content":3204},{"textAlign":118},[3205],{"text":3206,"type":513},"Die in diesem Beispiel geschilderten Szenarien sind echt, man hat aber kaum eine Chance, die Wahrscheinlichkeit überhaupt einschätzen zu können. Gleichzeitig kann man sich in jede Situation gut reindenken, was sie für einen selbst realistisch(er) erscheinen lässt.",{"type":42,"attrs":3208,"content":3209},{"textAlign":118},[3210,3212,3218,3220,3232,3233,3245],{"text":3211,"type":513},"Der Aufpreis für den Seelenfrieden ist dann gut angelegtes Geld (Kognitive Dissonanz). Weitere Behavior Pattern, die hier zum Einsatz kommen sind u.a. ",{"text":3213,"type":513,"marks":3214},"Loss Aversion",[3215],{"type":1258,"attrs":3216},{"href":3217,"uuid":118,"anchor":118,"target":118,"linktype":136},"https://www.konversionskraft.de/theorie/4-bewaehrte-psychologische-effekte-fuer-dein-marketing.html",{"text":3219,"type":513},", ",{"text":3221,"type":513,"marks":3222},"Zero-Risk Bias",[3223],{"type":1258,"attrs":3224},{"href":3225,"uuid":3226,"anchor":118,"target":1402,"linktype":31,"story":3227},"/de/behavior-patterns/zero-risk-bias","c4513b37-f6cb-4f4e-8ad8-0033ef8005c5",{"name":3228,"id":3229,"uuid":3226,"slug":3230,"url":3231,"full_slug":3231,"_stopResolving":81},"Zero-Risk Bias: Das Risiko minimieren, um Kunden zu motivieren",101808345571803,"zero-risk-bias","de/behavior-patterns/zero-risk-bias",{"text":3170,"type":513},{"text":3234,"type":513,"marks":3235},"Reason Why",[3236],{"type":1258,"attrs":3237},{"href":3238,"uuid":3239,"anchor":118,"target":1402,"linktype":31,"story":3240},"/de/behavior-patterns/behavior-pattern-reason-why","93314540-5093-4cf4-8fc5-82b9a4e460c0",{"name":3241,"id":3242,"uuid":3239,"slug":3243,"url":3244,"full_slug":3244,"_stopResolving":81},"Nachgewiesen: Mit dem “Reason Why” werden Menschen überzeugt",101808084516861,"behavior-pattern-reason-why","de/behavior-patterns/behavior-pattern-reason-why",{"text":1774,"type":513},{"type":42,"attrs":3247,"content":3248},{"textAlign":118},[3249],{"text":3250,"type":513},"Insbesondere im Travel-Segment, aber auch im allgemeinen Onlineshopping wird diese Methode häufig genutzt, um sowohl die Kundenzufriedenheit („Gut, dass mir nichts passiert“, „Hier fühle ich mich sicher“) als auch Upsell-Potenzial besser auszuschöpfen.",{"type":933,"attrs":3252,"content":3253},{"level":1135,"textAlign":118},[3254],{"text":3255,"type":513},"Konsum im Affekt? Was du jetzt tun oder dich fragen kannst:",{"type":1031,"content":3257},[3258,3265,3272,3279,3286],{"type":1034,"content":3259},[3260],{"type":42,"attrs":3261,"content":3262},{"textAlign":118},[3263],{"text":3264,"type":513},"Frage dich, an welchen Stellen du Inhalte emotional stärker aufladen kannst.",{"type":1034,"content":3266},[3267],{"type":42,"attrs":3268,"content":3269},{"textAlign":118},[3270],{"text":3271,"type":513},"Finde heraus, was bspw. Visuals oder einzelne Abbildungen im Kopf deiner Zielgruppen auslösen.",{"type":1034,"content":3273},[3274],{"type":42,"attrs":3275,"content":3276},{"textAlign":118},[3277],{"text":3278,"type":513},"Welche Gefühle und Assoziationen möchtest du entstehen lassen und welche Inhalte können diese stärker hervorrufen?",{"type":1034,"content":3280},[3281],{"type":42,"attrs":3282,"content":3283},{"textAlign":118},[3284],{"text":3285,"type":513},"Welches Wording solltest du anwenden, um mögliche Affektheuristiken und dominante Einstellungen im Kopf deiner User anzusprechen?",{"type":1034,"content":3287},[3288],{"type":42,"attrs":3289,"content":3290},{"textAlign":118},[3291],{"text":3292,"type":513},"An welchen Punkten kannst du die angestrebte kognitive Leichtigkeit deiner User verbessern, z.B. durch bestimmte Kategorien?",{"type":933,"attrs":3294,"content":3295},{"level":1135,"textAlign":118},[3296],{"text":3297,"type":513},"Bonus: Affektheuristiken im Management",{"type":42,"attrs":3299,"content":3300},{"textAlign":118},[3301],{"text":3302,"type":513},"Du bist sicherlich nicht grundlos bis zum Ende drangeblieben. Vielleicht überlegst du auch bereits, wie du die ein oder andere Optimierung intern vorantreibst.",{"type":42,"attrs":3304,"content":3305},{"textAlign":118},[3306],{"text":3307,"type":513,"marks":3308},"Den Mehrwert, Affektheuristiken zu kennen und einzusetzen, hast du idealerweise etwas besser verstanden – aber was ist eigentlich mit deinen eigenen oder den Affektheuristiken deiner Stakeholder?",[3309],{"type":931},{"type":42,"attrs":3311,"content":3312},{"textAlign":118},[3313],{"text":3314,"type":513},"Denn Affektheuristiken führen täglich auch zu unternehmerischen Herausforderungen. Vor allem dann, wenn die eigene emotionale Komponente zu einem Entscheidungs- oder Schlussfolgerungsfehler führt.",{"type":42,"attrs":3316,"content":3317},{"textAlign":118},[3318],{"text":3319,"type":513},"Wenn Stakeholder oder Entscheider in Führungspositionen wichtige Business-Entscheidungen treffen sollen, kann es auch vorkommen, dass dies nicht auf Basis von Logik oder Vernunft, sondern auf Grundlage von Emotionen geschieht.",{"type":42,"attrs":3321,"content":3322},{"textAlign":118},[3323],{"text":3324,"type":513},"Insbesondere durch Stress, Zeitdruck, Müdigkeit oder zu viel Workload können wir dazu neigen, unsere eigene kognitive Leichtigkeit in den Vordergrund zu stellen. Wir überschätzen unser Urteilsvermögen und wählen nur zu gerne den einfachsten oder kürzesten Weg, um das „Problem“ zu lösen. Sobald wir also nicht genügend kognitive Ressourcen haben, ist es immer schwierig, eine gut durchdachte Entscheidung zu treffen.",{"type":42,"attrs":3326,"content":3327},{"textAlign":118},[3328],{"text":3329,"type":513},"Nimm dir also Zeit, sowohl eigene als auch externe Entscheidungen auf Affektheuristiken zu prüfen.",{"type":42,"attrs":3331,"content":3332},{"textAlign":118},[3333],{"text":3334,"type":513},"Hast du gerade einfach nur den kürzesten Weg gewählt oder etwas länger nachgedacht, um zu deiner Schlussfolgerung zu gelangen?",{"type":42,"attrs":3336,"content":3337},{"textAlign":118},[3338],{"text":3339,"type":513},"Welche Affektheuristiken treiben sich im Management umher?",{"type":42,"attrs":3341,"content":3342},{"textAlign":118},[3343],{"text":3344,"type":513},"Ist es der „Testing ist mir zu aufwendig“ oder der „Dafür haben wir keine Zeit“ Affekt?",{"type":42,"attrs":3346,"content":3347},{"textAlign":118},[3348],{"text":3349,"type":513},"Nimm dir Zeit, deine Argumente zusammenzutragen und scheue dich nicht, darauf hinzuweisen, wenn du überzeugt bist, dass gerade Entscheidungen zu schnell getroffen werden.",{"type":42,"attrs":3351,"content":3352},{"textAlign":118},[3353,3355,3364],{"text":3354,"type":513},"In unserem ",{"text":3356,"type":513,"marks":3357},"Ambassador-Programm",[3358],{"type":1258,"attrs":3359},{"href":3360,"uuid":389,"anchor":118,"target":1402,"linktype":31,"story":3361},"/de/growth-ambassador-community",{"name":391,"id":3362,"uuid":389,"slug":3363,"url":390,"full_slug":390,"_stopResolving":81},62086251701816,"growth-ambassador-community",{"text":3365,"type":513}," kannst du dich mit einer breiten Community austauschen und herausfinden, wie man auch interne Experimentation- oder Optimierungs-Blockaden besser lösen kann.",{"type":42,"attrs":3367,"content":3368},{"textAlign":118},[3369],{"text":3370,"type":513},"Viel Spaß beim Optimieren.",{"type":42,"attrs":3372,"content":3373},{"textAlign":118},[3374],{"text":3375,"type":513},"René","Beispiele für Affektheuristiken und wie sie uns beeinflussen. 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Wie eine gute Produktvorschau hilft, die Vorteile des stationären Handels in die E-Commerce-Welt zu übertragen.","11f07497-1762-4d09-b323-777fe2554b43",[3450,3494,3510,3517,3600,3628,3648,3657,3705,3713,3770,3792,3809,3829,3850,3871,3892,3913,3933,3975,3997,4017,4039,4085,4105,4117,4138,4156,4168],{"_uid":3451,"text":3452,"component":1349},"70d7443a-ab53-46d2-9e87-518ab69c76e9",{"type":39,"content":3453},[3454,3459,3464,3469,3474,3479,3484,3489],{"type":42,"attrs":3455,"content":3456},{"textAlign":118},[3457],{"text":3458,"type":513},"Wer kauft schon ein Buch, ohne zu wissen, worum es darin überhaupt geht?",{"type":42,"attrs":3460,"content":3461},{"textAlign":118},[3462],{"text":3463,"type":513},"Wer geht ins Kino, ohne auch nur die geringste Idee vom Filminhalt zu haben?",{"type":42,"attrs":3465,"content":3466},{"textAlign":118},[3467],{"text":3468,"type":513},"Oder bucht eine Reise, ohne zu wissen, wie das Hotel aussieht?",{"type":42,"attrs":3470,"content":3471},{"textAlign":118},[3472],{"text":3473,"type":513},"Kurzum: wer kauft schon gerne die sprichwörtliche Katze im Sack?",{"type":42,"attrs":3475,"content":3476},{"textAlign":118},[3477],{"text":3478,"type":513},"Niemand!",{"type":42,"attrs":3480,"content":3481},{"textAlign":118},[3482],{"text":3483,"type":513},"Eben.",{"type":42,"attrs":3485,"content":3486},{"textAlign":118},[3487],{"text":3488,"type":513},"Im heutigen Blogpost zum Thema Konsumpsychologie und Behavior Patterns geht es daher um das Thema „Preview“ – also die Vorschau auf das, was mich als Kunde erwartet.",{"type":933,"attrs":3490,"content":3491},{"level":1135,"textAlign":118},[3492],{"text":3493,"type":513},"Was ist das Behavior Pattern Preview? Eine Vorschau, um die Neugier und (Kauf) Motivation zu steigern",{"_uid":3495,"icon":30,"text":3496,"image":3507,"theme":949,"component":1414,"action_buttons":3509,"image_position":1416},"550f784a-5449-4f67-9f22-45a0c8d947dd",{"type":39,"content":3497},[3498],{"type":42,"attrs":3499,"content":3500},{"textAlign":118},[3501,3504,3505],{"text":1974,"type":513,"marks":3502},[3503],{"type":931},{"type":2587},{"text":3506,"type":513},"Die Vorschau auf Inhalte oder auf die Konsequenzen einer Handlung verringert Bedenken, weckt Neugier und erhöht die Motivation, etwas Neues auszuprobieren.",{"id":118,"alt":118,"name":30,"focus":118,"title":118,"source":118,"filename":30,"copyright":118,"fieldtype":49,"meta_data":3508},{},[],{"_uid":3511,"size":30,"image":3512,"caption":3515,"component":1108},"5177c8e8-fe37-4347-83dd-317be451b59c",{"alt":118,"src":3513,"name":30,"focus":30,"title":118,"source":30,"filename":3513,"copyright":30,"fieldtype":49,"meta_data":3514,"is_external_url":81},"https://storage.googleapis.com/kk-website-assets/WMVcf3hm_Preview-820x839.png",{"alt":118,"title":118,"source":30,"copyright":30},{"type":39,"content":3516},[],{"_uid":3518,"text":3519,"component":1349},"80ad8357-29b4-4712-a0a7-0d52938f6b72",{"type":39,"content":3520},[3521,3526,3531,3536,3543,3587],{"type":42,"attrs":3522,"content":3523},{"textAlign":118},[3524],{"text":3525,"type":513},"Egal, ob Video-Thumbnails, Produktfotos im Einsatz oder das anvisierte Hotelzimmer – eine Vorschau oder Product Preview fetzt und hilft uns allen täglich weiter.",{"type":42,"attrs":3527,"content":3528},{"textAlign":118},[3529],{"text":3530,"type":513},"Sie kann sich sogar positiv auf das Retourenverhalten im Onlineshopping auswirken – da durch eine gute Preview der Einkauf abgesichert und für Kunden das Risiko reduziert wird.",{"type":42,"attrs":3532,"content":3533},{"textAlign":118},[3534],{"text":3535,"type":513},"Die Vorteile und Möglichkeiten einer guten Preview sind vielfältig.",{"type":42,"attrs":3537,"content":3538},{"textAlign":118},[3539],{"text":3540,"type":513,"marks":3541},"Eine gute Preview:",[3542],{"type":931},{"type":1031,"content":3544},[3545,3552,3559,3566,3573,3580],{"type":1034,"content":3546},[3547],{"type":42,"attrs":3548,"content":3549},{"textAlign":118},[3550],{"text":3551,"type":513},"schafft Vertrauen und Sicherheit",{"type":1034,"content":3553},[3554],{"type":42,"attrs":3555,"content":3556},{"textAlign":118},[3557],{"text":3558,"type":513},"übermittelt eine Vorschau der Vorzüge",{"type":1034,"content":3560},[3561],{"type":42,"attrs":3562,"content":3563},{"textAlign":118},[3564],{"text":3565,"type":513},"projiziert Ergebnisse oder Resultate in die Zukunft",{"type":1034,"content":3567},[3568],{"type":42,"attrs":3569,"content":3570},{"textAlign":118},[3571],{"text":3572,"type":513},"verdeutlicht den Wert und die Qualität von Produkten und Dienstleistungen",{"type":1034,"content":3574},[3575],{"type":42,"attrs":3576,"content":3577},{"textAlign":118},[3578],{"text":3579,"type":513},"zeigt die Beschaffenheit und Haptik",{"type":1034,"content":3581},[3582],{"type":42,"attrs":3583,"content":3584},{"textAlign":118},[3585],{"text":3586,"type":513},"räumt Unsicherheiten und Bedenken im Kaufprozess aus dem Weg",{"type":42,"attrs":3588,"content":3589},{"textAlign":118},[3590,3592,3598],{"text":3591,"type":513},"Eine starke Produktvorschau lässt sich auch hervorragend mit dem Pattern ",{"text":3593,"type":513,"marks":3594},"Curiosity",[3595],{"type":1258,"attrs":3596},{"href":3597,"uuid":118,"anchor":118,"target":118,"linktype":136},"https://www.konversionskraft.de/ueberzeugungskraft/wie-innere-neugier-die-kaufmotivation-steigert.html",{"text":3599,"type":513}," kombinieren. Denn auch Neugier gehört zu den ursprünglichsten Emotionen, und ist der Antrieb für Verhaltensänderungen.",{"_uid":3601,"icon":30,"text":3602,"image":3615,"theme":949,"component":1414,"action_buttons":3617,"image_position":1416},"d2fb233e-f5b0-4926-9594-1b2d97e3880a",{"type":39,"content":3603},[3604],{"type":42,"attrs":3605,"content":3606},{"textAlign":118},[3607,3610,3611,3614],{"text":2311,"type":513,"marks":3608},[3609],{"type":931},{"text":2315,"type":513},{"text":2322,"type":513,"marks":3612},[3613],{"type":931},{"text":2326,"type":513},{"id":118,"alt":118,"name":30,"focus":118,"title":118,"source":118,"filename":30,"copyright":118,"fieldtype":49,"meta_data":3616},{},[3618],{"_uid":3619,"buttons":3620,"caption":3625,"component":43,"caption_position":44},"d1bec1b6-8787-4f5f-8014-ffa2731d57cd",[3621],{"_uid":3622,"icon":27,"link":3623,"text":2345,"intent":35,"component":36,"icon_position":37},"d6479dbb-cdac-42f5-9f3d-2d1bfa2f1bb1",{"id":2339,"url":30,"linktype":31,"fieldtype":32,"cached_url":2340,"story":3624},{"name":2342,"id":2343,"uuid":2339,"slug":2344,"url":2340,"full_slug":2340,"_stopResolving":81},{"type":39,"content":3626},[3627],{"type":42},{"_uid":3629,"size":30,"image":3630,"caption":3633,"component":1108},"41f73204-fb76-47dd-b55f-68cd2f49cce3",{"alt":118,"src":3631,"name":30,"focus":30,"title":118,"source":30,"filename":3631,"copyright":30,"fieldtype":49,"meta_data":3632,"is_external_url":81},"https://storage.googleapis.com/kk-website-assets/TzAH0vkT_Beispiel_Matrix-820x542.png",{"alt":118,"title":118,"source":30,"copyright":30},{"type":39,"content":3634},[3635],{"type":42,"attrs":3636,"content":3637},{"textAlign":118},[3638,3640],{"text":3639,"type":513},"Quelle: ",{"text":3641,"type":513,"marks":3642},"moviepilot",[3643,3647],{"type":1258,"attrs":3644},{"href":3645,"uuid":118,"anchor":118,"target":3646,"linktype":136},"https://www.moviepilot.de/news/sci-fi-kracher-oder-cosplay-party-neues-matrix-4-poster-mit-keanu-reeves-loest-fan-spott-aus-1134013","_blank",{"type":1409},{"_uid":3649,"text":3650,"component":1349},"220eec6a-c02c-447a-a657-0ff1a92dbce6",{"type":39,"content":3651},[3652],{"type":42,"attrs":3653,"content":3654},{"textAlign":118},[3655],{"text":3656,"type":513},"Beispielsweise nutzt jeder Filmtrailer bzw. jedes Plakat eine Preview gepaart mit Curiosity, um die Motivation auf den Kinobesuch zu steigern.",{"_uid":3658,"text":3659,"component":1349},"3bc77e50-97ef-494e-b1b1-550c34cceb4e",{"type":39,"content":3660},[3661,3666,3671,3676,3683,3700],{"type":933,"attrs":3662,"content":3663},{"level":935,"textAlign":118},[3664],{"text":3665,"type":513},"Eine gute Preview hilft, die Vorteile des stationären Handels in die E-Commerce-Welt zu übertragen",{"type":42,"attrs":3667,"content":3668},{"textAlign":118},[3669],{"text":3670,"type":513},"Streng genommen handelt es sich beim Behavior Pattern Preview nicht um eine klassische kognitive Verzerrung.",{"type":42,"attrs":3672,"content":3673},{"textAlign":118},[3674],{"text":3675,"type":513},"Da eine (Produkt) Vorschau jedoch ein probates und sehr wirkungsvolles Mittel zur Einwandvorwegnahme, als Kaufmotivator und zur Senkung von Retourenquoten ist, denken wir, dass dieses Prinzip einen genaueren Blick verdient hat!",{"type":42,"attrs":3677,"content":3678},{"textAlign":118},[3679],{"text":3680,"type":513,"marks":3681},"Im Grunde genommen ist dieses Verhaltensprinzip leicht nachvollziehbar:",[3682],{"type":931},{"type":1558,"attrs":3684,"content":3685},{"order":1560},[3686,3693],{"type":1034,"content":3687},[3688],{"type":42,"attrs":3689,"content":3690},{"textAlign":118},[3691],{"text":3692,"type":513},"Je präziser ein Kunde beim Online-Kauf versteht, was ihn später bei der Lieferung erwartet, desto geringer ist die Wahrscheinlichkeit von Enttäuschung und ggf. einer Retoure/einem Widerruf.",{"type":1034,"content":3694},[3695],{"type":42,"attrs":3696,"content":3697},{"textAlign":118},[3698],{"text":3699,"type":513},"Und je eher das Produkt die Erwartungen erfüllt, desto größer ist die (Vor-)freude und entsprechend auch die Kaufmotivation. Das gilt genauso für gebuchte Reisen, abonnierte Newsletter und auch bei Spenden für den guten Zweck.",{"type":42,"attrs":3701,"content":3702},{"textAlign":118},[3703],{"text":3704,"type":513},"Freeletics (Anbieter einer Fitness App) nutzt das Pattern zum Beispiel in Form seiner Erfolgsstorys, welche den Nutzer:innen verdeutlichen, was sie von der App erwarten können.",{"_uid":3706,"image":3707,"caption":3711,"component":1108},"9a041413-5260-47a2-b845-24049958fd09",{"alt":3708,"src":3709,"name":30,"focus":30,"title":118,"source":30,"filename":3709,"copyright":30,"fieldtype":49,"meta_data":3710,"is_external_url":81},"Beispiel_Freeletics","https://storage.googleapis.com/kk-website-assets/s6xgb9Tg_Beispiel_Freeletics-820x422.png",{"alt":3708,"title":118,"source":30,"copyright":30},{"type":39,"content":3712},[],{"_uid":3714,"text":3715,"component":1349},"5194d0b6-7e62-4817-a78a-0d18c9b32d44",{"type":39,"content":3716},[3717,3721,3736,3740,3744,3748,3753,3758,3762,3766],{"type":42,"content":3718},[3719],{"text":3720,"type":513},"Die Vorschau auf Inhalte oder auf die Konsequenzen einer Handlung verringert Bedenken, weckt Neugier und erhöht unsere die Motivation, etwas Neues auszuprobieren. Eine Vorschau macht uns damit entscheidungsfreudiger, weil das wahrgenommene Risiko einer Fehlentscheidung sinkt. Denn sie schenkt uns einen kleinen Blick in die Zukunft. Und das motiviert zum Handeln.",{"type":42,"content":3722},[3723,3727,3728,3734],{"text":3724,"type":513,"marks":3725},"Nehmen wir als Beispiel E-Book-Verkäufe im E-Commerce:",[3726],{"type":931},{"text":1978,"type":513},{"text":3729,"type":513,"marks":3730},"In einer Studie",[3731],{"type":1258,"attrs":3732},{"href":3733,"uuid":118,"anchor":118,"target":118,"linktype":136},"https://pubsonline.informs.org/doi/10.1287/isre.2019.0857",{"text":3735,"type":513}," wurde belegt, dass beim Kauf von E-Books die Kombination von Buchrezensionen und einer kurzen Preview die Kaufentscheidung um mehr als 30 % steigern konnte, während etwa eine Rezension allein lediglich einen Effekt von 7 bis 17 % hatte.",{"type":42,"content":3737},[3738],{"text":3739,"type":513},"Weltbild.de und auch amazon.de setzen die Preview als den „Blick ins Buch” bereits seit einiger Zeit für ihr Buchsortiment ein und übertragen so einen Vorteil des stationären Buchhandels in den Onlineshop – das Stöbern und Blättern im Buch.",{"type":42,"content":3741},[3742],{"text":3743,"type":513},"Gerade im E-Commerce gibt es immer wieder Kunden, die Bedenken haben, ein Produkt zu kaufen, weil sie es nicht anfassen, ausprobieren, genau sehen können.",{"type":42,"content":3745},[3746],{"text":3747,"type":513},"Daher ist es wichtig, die Sicherheit und das Vertrauen in die Entscheidung des Kunden zu erhöhen, und das wahrgenommene Risiko einer Fehlbestellung zu minimieren.",{"type":933,"attrs":3749,"content":3750},{"level":1135},[3751],{"text":3752,"type":513},"4 Beispiele und Gründe für eine gute Preview",{"type":933,"attrs":3754,"content":3755},{"level":935},[3756],{"text":3757,"type":513},"1. Eine gute Produktvorschau mit Bildern verdeutlicht die Qualität",{"type":42,"content":3759},[3760],{"text":3761,"type":513},"Das ist klar.",{"type":42,"content":3763},[3764],{"text":3765,"type":513},"Gut zoombare Ansichten können das „Anfassen” eines Produktes im Einzelhandel bereits fast ersetzen und haben immer einen positiven Effekt.",{"type":42,"content":3767},[3768],{"text":3769,"type":513},"Hierbei ist zu beachten, dass sowohl die Qualität der Fotos, als auch der Detailgrad und verschiedene Perspektiven wichtig sind.",{"_uid":3771,"size":30,"image":3772,"caption":3776,"component":1108},"eac0d041-cdc0-4f26-8e81-cabb52990692",{"alt":3773,"src":3774,"name":30,"focus":30,"title":118,"source":30,"filename":3774,"copyright":30,"fieldtype":49,"meta_data":3775,"is_external_url":81},"Beispiel_Fotobuch","https://storage.googleapis.com/kk-website-assets/xfCt3Her_Beispiel_Fotobuch-820x505.png",{"alt":3773,"title":118,"source":30,"copyright":30},{"type":39,"content":3777},[3778],{"type":42,"attrs":3779,"content":3780},{"textAlign":118},[3781,3783,3790],{"text":3782,"type":513},"Bei ",{"text":3784,"type":513,"marks":3785},"ifolor",[3786,3789],{"type":1258,"attrs":3787},{"href":3788,"uuid":118,"anchor":118,"target":3646,"linktype":136},"https://www.ifolor.de/",{"type":1409},{"text":3791,"type":513}," wird die Beschaffenheit und Qualität des Produkts durch Detailaufnahmen vermittelt.",{"_uid":3793,"text":3794,"component":1349},"c8c27af1-09d4-4304-853d-c93aa2d409d1",{"type":39,"content":3795},[3796,3801,3805],{"type":933,"attrs":3797,"content":3798},{"level":935},[3799],{"text":3800,"type":513},"2. Der Bezug zur Kundenrealität schafft Vertrauen",{"type":42,"content":3802},[3803],{"text":3804,"type":513},"Wie wird sich dein Produkt in das Leben deiner Zielgruppe integrieren?",{"type":42,"content":3806},[3807],{"text":3808,"type":513},"Wenn Nutzer:innen bereits eine bestimmte Vorstellung haben, wie genau das Produkt sich in ihr aktuelles Leben einfügen wird, und wie sie es nutzen können, dann können sie viel leichter eine Kaufentscheidung treffen.",{"_uid":3810,"size":30,"image":3811,"caption":3815,"component":1108},"0f5fc2ab-758d-445f-bba8-181b993eda36",{"alt":3812,"src":3813,"name":30,"focus":30,"title":118,"source":30,"filename":3813,"copyright":30,"fieldtype":49,"meta_data":3814,"is_external_url":81},"Beispiel_Tasche","https://storage.googleapis.com/kk-website-assets/_-x9pYDv_Beispiel_Tasche-820x695.png",{"alt":3812,"title":118,"source":30,"copyright":30},{"type":39,"content":3816},[3817],{"type":42,"attrs":3818,"content":3819},{"textAlign":118},[3820,3827],{"text":3821,"type":513,"marks":3822},"Maison Hēroïne",[3823,3826],{"type":1258,"attrs":3824},{"href":3825,"uuid":118,"anchor":118,"target":3646,"linktype":136},"https://maisonheroine.com/",{"type":1409},{"text":3828,"type":513}," nennt nicht einfach nur das Inhaltsvolumen der Taschen in Litern oder die Maße in Zentimetern, sondern zeigt anschaulich und unterhaltsam, welcher „übliche Kram“ in die jeweilige Tasche passt.",{"_uid":3830,"text":3831,"component":1349},"0b6a515c-55e3-475b-8709-58afdb1db285",{"type":39,"content":3832},[3833,3838,3842,3846],{"type":933,"attrs":3834,"content":3835},{"level":935},[3836],{"text":3837,"type":513},"3. Eine Preview vergleichbarer Produkte und ihrer praktischen Anwendung erleichtert die Entscheidung",{"type":42,"content":3839},[3840],{"text":3841,"type":513},"Wenn Nutzer:innen nicht nur sehen, wie das Produkt aussehen/sich verhalten wird, sondern ihnen auch noch ein unmittelbarer Vergleich mit einem alternativen Produkt angeboten wird, ist eine Entscheidung sogar noch leichter zu treffen.",{"type":42,"content":3843},[3844],{"text":3845,"type":513},"Hier greift gleichzeitig der Contrast Effect: potenzielle Kund:innen erhalten ein klares Gefühl für die Beschaffenheit des Produktes, und erkennen direkt den Vorteil im Vergleich zur Alternative.",{"type":42,"content":3847},[3848],{"text":3849,"type":513},"Auch hier sind gute Bilder wieder das Mittel der Wahl.",{"_uid":3851,"size":30,"image":3852,"caption":3856,"component":1108},"b505ecd5-2e72-46f2-96f1-cd297b348adb",{"alt":3853,"src":3854,"name":30,"focus":30,"title":118,"source":30,"filename":3854,"copyright":30,"fieldtype":49,"meta_data":3855,"is_external_url":81},"Beispiel_Foodspring","https://storage.googleapis.com/kk-website-assets/4O4DoCc2_Beispiel_Foodspring-820x461.png",{"alt":3853,"title":118,"source":30,"copyright":30},{"type":39,"content":3857},[3858],{"type":42,"attrs":3859,"content":3860},{"textAlign":118},[3861,3862,3869],{"text":3782,"type":513},{"text":3863,"type":513,"marks":3864},"foodspring",[3865,3868],{"type":1258,"attrs":3866},{"href":3867,"uuid":118,"anchor":118,"target":3646,"linktype":136},"https://www.foodspring.de/",{"type":1409},{"text":3870,"type":513}," wird auf einen Blick deutlich, wie das Pulver später in meinem Shaker aussehen wird. Und das im Gegensatz zu alternativen Angeboten.",{"_uid":3872,"text":3873,"component":1349},"ee30c956-2578-46b6-92ae-142288682551",{"type":39,"content":3874},[3875,3880,3884,3888],{"type":933,"attrs":3876,"content":3877},{"level":935},[3878],{"text":3879,"type":513},"4. Die Projektion in die Zukunft gibt Sicherheit",{"type":42,"content":3881},[3882],{"text":3883,"type":513},"Zeigst du, wie dein Produkt später im Einsatz aussehen wird?",{"type":42,"content":3885},[3886],{"text":3887,"type":513},"Wenn du Nutzern darstellst, wie das Produkt später im konkreten Einsatz aussehen und sich verhalten wird, senkst du ihre Bedenken bzw. 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Bessere Anwendung des Decoy Effect",[4295],{"type":1258,"attrs":4296},{"href":4297,"uuid":118,"anchor":118,"target":118,"linktype":136},"#anwendung",{"type":42,"attrs":4299,"content":4300},{"textAlign":118},[4301],{"text":4302,"type":513,"marks":4303},"5. 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Frei nach dem Motto „",{"text":4330,"type":513,"marks":4331},"Wir fokussieren uns auf diejenigen Dinge, die leicht vergleichbar sind",[4332],{"type":1285},{"text":4334,"type":513},"“.",{"id":118,"alt":118,"name":30,"focus":118,"title":118,"source":118,"filename":30,"copyright":118,"fieldtype":49,"meta_data":4336},{},[],{"_uid":4339,"text":4340,"component":1349},"70fe89af-8ae3-43bd-b94f-cda3ed05ebf9",{"type":39,"content":4341},[4342,4347,4356],{"type":42,"attrs":4343,"content":4344},{"textAlign":118},[4345],{"text":4346,"type":513},"In der Verkaufspsychologie wird der Decoy Effect auch als Lockvogel-Taktik, asymmetrischer Dominanzeffekt oder Täuschungs-Effekt bezeichnet.",{"type":42,"attrs":4348,"content":4349},{"textAlign":118},[4350,4354],{"text":4351,"type":513,"marks":4352},"Der Decoy liefert einen neuen und häufig wichtigen Bezugspunkt",[4353],{"type":931},{"text":4355,"type":513},", um Angebote besser zu vergleichen. Denn beim Decoy Effect platzierst du ein (unattraktives) Lockvogelprodukt das in erster Linie dazu dient, deine Kunden:innen auf das Zielprodukt zu lenken.",{"type":42,"attrs":4357,"content":4358},{"textAlign":118},[4359],{"text":4360,"type":513},"Sieh dir folgendes Bierbeispiel an und wie das Hinzufügen einer dritten Option den Verkauf der 2,80 € teuren Flasche angehoben hat.",{"_uid":4362,"image":4363,"caption":4367,"component":1108},"db25b0f0-75b9-4573-838e-c82a224856d4",{"alt":4364,"src":4365,"name":30,"focus":30,"title":118,"source":30,"filename":4365,"copyright":30,"fieldtype":49,"meta_data":4366,"is_external_url":81},"decoy-effekt-beispiel-bierexperiement-asymetrischer-dominanzeffekt","https://storage.googleapis.com/kk-website-assets/-rkr62fR_decoy-effekt-beispiel-bierexperiement-asymetrischer-dominanzeffekt.png",{"alt":4364,"title":118,"source":30,"copyright":30},{"type":39,"content":4368},[4369],{"type":42,"content":4370},[4371],{"text":4372,"type":513},"Vergleich Bierverkauf mit und ohne Decoy Effect aus:",{"_uid":4374,"text":4375,"component":1349},"7e60eb20-fe87-430f-b2c5-9d68cda14151",{"type":39,"content":4376},[4377,4386,4391,4396,4401,4405,4419,4437,4442,4447,4452,4457],{"type":42,"attrs":4378,"content":4379},{"textAlign":118},[4380,4384],{"text":4381,"type":513,"marks":4382},"Das Phänomen des Decoy Effect ist recht schnell beschrieben:",[4383],{"type":931},{"text":4385,"type":513}," Menschen neigen dazu, sich zwischen zwei Auswahlmöglichkeiten für die subjektiv bessere Option zu entscheiden, sobald eine dritte Option (der Lockvogel) dazukommt und diese Option sich asymmetrisch zu den anderen Wahlmöglichkeiten verhält.",{"type":42,"attrs":4387,"content":4388},{"textAlign":118},[4389],{"text":4390,"type":513},"Klar, so weit?",{"type":42,"attrs":4392,"content":4393},{"textAlign":118},[4394],{"text":4395,"type":513},"Ok, du benötigst mehr Beispiele…",{"type":42,"attrs":4397,"content":4398},{"textAlign":118},[4399],{"text":4400,"type":513},"Ich auch.",{"type":933,"attrs":4402,"content":4403},{"level":1135,"textAlign":118},[4404],{"text":4275,"type":513},{"type":42,"attrs":4406,"content":4407},{"textAlign":118},[4408,4410,4417],{"text":4409,"type":513},"Im Shopping-Alltag lieben es Menschen, sich zwischen Alternativen entscheiden zu können. Vielleicht kennst du bereits den ",{"text":4411,"type":513,"marks":4412},"Compromise Effect",[4413],{"type":1258,"attrs":4414},{"href":4415,"uuid":1241,"anchor":118,"target":1402,"linktype":31,"story":4416},"/de/behavior-patterns/behavior-pattern-model",{"name":1236,"id":1240,"uuid":1241,"slug":1895,"url":1896,"full_slug":1896,"_stopResolving":81},{"text":4418,"type":513},". Dieser sagt aus, dass Menschen bei der Wahl zwischen mehreren Optionen dazu tendieren, extreme Optionen zu vermeiden und stattdessen „den goldenen Mittelweg“ zu wählen.",{"type":42,"attrs":4420,"content":4421},{"textAlign":118},[4422,4424,4436],{"text":4423,"type":513},"Der Decoy Effect zeigt, dass eine zusätzliche Option die Wahl manchmal leichter macht. Wann zu viel Auswahl dagegen Käufe kostet, erklärt unser Artikel zum ",{"text":4425,"type":513,"marks":4426},"Paradox of Choice",[4427],{"type":1258,"attrs":4428},{"href":4429,"uuid":4430,"anchor":118,"target":1402,"linktype":31,"story":4431},"/de/behavior-patterns/ueberzeugungskraft-video-paradox-of-choice","b9def737-410a-442a-b5d2-6297281b3d2a",{"name":4432,"id":4433,"uuid":4430,"slug":4434,"url":4435,"full_slug":4435,"_stopResolving":81},"“Paradox of Choice” – Erleichtere Deinen Kunden die Wahl!",101808040513527,"ueberzeugungskraft-video-paradox-of-choice","de/behavior-patterns/ueberzeugungskraft-video-paradox-of-choice",{"text":1774,"type":513},{"type":42,"attrs":4438,"content":4439},{"textAlign":118},[4440],{"text":4441,"type":513},"Einen Decoy einzusetzen kann also nützlich sein, um bei der Entscheidungsfindung zu helfen. Aber der Decoy Effect er hat auch andere Seiten – Stichwort Dark Pattern (dazu weiter unten gleich mehr). Heutzutage setzen unter anderem Verlagsgruppen die Lockvogel-Taktik häufiger ein, um Abos zu verkaufen.",{"type":42,"attrs":4443,"content":4444},{"textAlign":118},[4445],{"text":4446,"type":513},"Vor über 10 Jahren untersuchte Dan Ariely den Decoy Effect mit 100 Studierenden in seiner mittlerweile bekannten Studie zum Economist Pricing.",{"type":42,"attrs":4448,"content":4449},{"textAlign":118},[4450],{"text":4451,"type":513},"Dieses Experiment sah grob wie folgt aus.",{"type":42,"attrs":4453,"content":4454},{"textAlign":118},[4455],{"text":4456,"type":513},"Stell dir vor, du hast zwei Subscription-Modelle. Beide Optionen unterscheiden sich sowohl im Preis als auch im Angebot deutlich.",{"type":42,"attrs":4458,"content":4459},{"textAlign":118},[4460],{"text":4461,"type":513},"Welches wählst du?",{"_uid":4463,"image":4464,"caption":4468,"component":1108},"d1c8a551-4de2-4346-beaa-69442ed4fb30",{"alt":4465,"src":4466,"name":30,"focus":30,"title":118,"source":30,"filename":4466,"copyright":30,"fieldtype":49,"meta_data":4467,"is_external_url":81},"decoy-effect-beispiel-dan-ariely-economist-1","https://storage.googleapis.com/kk-website-assets/HJh_7HwT_decoy-effect-beispiel-dan-ariely-economist-1.png",{"alt":4465,"title":118,"source":30,"copyright":30},{"type":39,"content":4469},[],{"_uid":4471,"text":4472,"component":1349},"29b59bc8-c790-4714-b132-cfe7b831b048",{"type":39,"content":4473},[4474,4478,4482],{"type":42,"content":4475},[4476],{"text":4477,"type":513},"Unter diesen Voraussetzungen fällt es Menschen schwer, eine Entscheidung zu treffen, weil sie verschiedene Dinge abwägen müssen (Preis und Angebot).",{"type":42,"content":4479},[4480],{"text":4481,"type":513},"Aber du kannst unter diesen Bedingungen herausfinden, wie sich Kunden:innen entscheiden würden, wenn sie genau diese beiden Möglichkeiten haben. Von den 100 Teilnehmenden entschieden sich im Experiment 68 für Digital und 32 für Print + Digital.",{"type":42,"content":4483},[4484],{"text":4485,"type":513,"marks":4486},"Nun fügen wir dem Angebot einen Decoy (Print-Angebot für $ 125) hinzu.",[4487],{"type":931},{"_uid":4489,"image":4490,"caption":4494,"component":1108},"d2c4f83c-e180-46a2-a2b6-de06f46167be",{"alt":4491,"src":4492,"name":30,"focus":30,"title":118,"source":30,"filename":4492,"copyright":30,"fieldtype":49,"meta_data":4493,"is_external_url":81},"decoy-effect-beispiel-dan-ariely-economist-2","https://storage.googleapis.com/kk-website-assets/M1I9J6si_decoy-effect-beispiel-dan-ariely-economist-2.png",{"alt":4491,"title":118,"source":30,"copyright":30},{"type":39,"content":4495},[],{"_uid":4497,"text":4498,"component":1349},"e561ab70-fc4c-4ac0-916c-19f2307ff2d4",{"type":39,"content":4499},[4500,4505,4510,4515,4520,4525,4530,4542,4546,4555,4560,4565,4575,4587,4592,4597],{"type":42,"attrs":4501,"content":4502},{"textAlign":118},[4503],{"text":4504,"type":513},"Hier fällt der Vergleich nun leichter.",{"type":42,"attrs":4506,"content":4507},{"textAlign":118},[4508],{"text":4509,"type":513},"Warum solltest du auf Digital verzichten, wenn das Print-Angebot identisch viel kostet?",{"type":42,"attrs":4511,"content":4512},{"textAlign":118},[4513],{"text":4514,"type":513},"Das dachten sich auch 84 der 100 Studierenden und wählten Print + Digital. Niemand wählte Print und nur 16 Digital.",{"type":42,"attrs":4516,"content":4517},{"textAlign":118},[4518],{"text":4519,"type":513},"Wo vorher also 32x Print + Digital gewählt worden wäre, werden nun 84 Pakete gewählt.",{"type":42,"attrs":4521,"content":4522},{"textAlign":118},[4523],{"text":4524,"type":513},"Auch wenn die nutzlose Option, das Print-Angebot, eigentlich keiner will und es nicht direkt hilft, lenkt es die Aufmerksamkeit auf den Vergleich der beiden $ 125 Pakete.",{"type":42,"attrs":4526,"content":4527},{"textAlign":118},[4528],{"text":4529,"type":513},"Da nun eines der beiden Pakete besser abschneidet, wird dieses gewählt.",{"type":42,"attrs":4531,"content":4532},{"textAlign":118},[4533,4535,4541],{"text":4534,"type":513},"Der Lockvogel sorgt also dafür, die Präferenzen deiner Kunden:innen hin zum Gewünschten zu ",{"text":4536,"type":513,"marks":4537},"nudgen",[4538],{"type":1258,"attrs":4539},{"href":4540,"uuid":118,"anchor":118,"target":118,"linktype":136},"https://www.konversionskraft.de/behavior-patterns/digital-nudging.html",{"text":1774,"type":513},{"type":933,"attrs":4543,"content":4544},{"level":1135,"textAlign":118},[4545],{"text":4284,"type":513},{"type":42,"attrs":4547,"content":4548},{"textAlign":118},[4549,4553],{"text":4550,"type":513,"marks":4551},"Hand aufs Herz:",[4552],{"type":931},{"text":4554,"type":513}," findest du, dass das Economist-Beispiel ein Garant für gute Customer Experience ist?",{"type":42,"attrs":4556,"content":4557},{"textAlign":118},[4558],{"text":4559,"type":513},"Oder wirkt es schon fast etwas zwielichtig oder zu offensichtlich, was das Unternehmen, Marketing oder Sales hier erreichen wollen?",{"type":42,"attrs":4561,"content":4562},{"textAlign":118},[4563],{"text":4564,"type":513},"Zwei Pakete die identisch viel kosten?",{"type":42,"attrs":4566,"content":4567},{"textAlign":118},[4568,4570,4574],{"text":4569,"type":513},"Im Zweifel denken sich deine Besucher:innen „",{"text":4571,"type":513,"marks":4572},"Das kann doch gar nicht sein, da muss doch ein Fehler sein.",[4573],{"type":1285},{"text":4334,"type":513},{"type":42,"attrs":4576,"content":4577},{"textAlign":118},[4578,4580,4585],{"text":4579,"type":513},"Ein schlechter Decoy ist auffällig und wirft Fragen, auch bezogen auf den ",{"text":2166,"type":513,"marks":4581},[4582],{"type":1258,"attrs":4583},{"href":3162,"uuid":3163,"anchor":118,"target":1402,"linktype":31,"story":4584},{"name":3165,"id":3166,"uuid":3163,"slug":3167,"url":3168,"full_slug":3168,"_stopResolving":81},{"text":4586,"type":513},", auf.",{"type":42,"attrs":4588,"content":4589},{"textAlign":118},[4590],{"text":4591,"type":513},"Ist es daher eigentlich gut, deinen Besucher:innen einen Lockvögel vorzusetzen?",{"type":42,"attrs":4593,"content":4594},{"textAlign":118},[4595],{"text":4596,"type":513},"Denn der Lockvogel kann auch die Markenwahrnehmung schädigen. Vor allem dann, wenn der Decoy schlecht oder offensichtlich gewählt wurde, sodass Kunden:innen selbst den Eindruck bekommen, dass der Decoy gar nicht erst verkauft werden soll. Und somit das Unternehmen kein Interesse daran hat, diesen Artikel zu verkaufen.",{"type":42,"attrs":4598,"content":4599},{"textAlign":118},[4600,4602,4608],{"text":4601,"type":513},"Sieh dir das folgende Beispiel aus der ",{"text":4603,"type":513,"marks":4604},"taz",[4605],{"type":1258,"attrs":4606},{"href":4607,"uuid":118,"anchor":118,"target":118,"linktype":136},"https://taz.de/Abo/!p4209/",{"text":4609,"type":513}," an.",{"_uid":4611,"image":4612,"caption":4616,"component":1108},"73819b87-c9b5-432c-9c9e-be998caa7ba6",{"alt":4613,"src":4614,"name":30,"focus":30,"title":118,"source":30,"filename":4614,"copyright":30,"fieldtype":49,"meta_data":4615,"is_external_url":81},"behavior-pattern-decoy-effekt-lockvogeltaktik-konsumpsychologie-beispiel-taz","https://storage.googleapis.com/kk-website-assets/MFRZhVYy_behavior-pattern-decoy-effekt-lockvogeltaktik-konsumpsychologie-beispiel-taz.png",{"alt":4613,"title":118,"source":30,"copyright":30},{"type":39,"content":4617},[],{"_uid":4619,"text":4620,"component":1349},"532b9e85-5f13-4af2-9460-6b9ce9c09cc3",{"type":39,"content":4621},[4622,4627,4632,4637,4642,4647,4652],{"type":42,"attrs":4623,"content":4624},{"textAlign":118},[4625],{"text":4626,"type":513},"Steigst du hier überhaupt noch durch?",{"type":42,"attrs":4628,"content":4629},{"textAlign":118},[4630],{"text":4631,"type":513},"Ist die „beste Kombination“ wirklich die beste, und das auch im Vergleich zum Komplettpaket?",{"type":42,"attrs":4633,"content":4634},{"textAlign":118},[4635],{"text":4636,"type":513},"Das Paket „taz auf Papier“ wirkt schnell unattraktiv, weil hier digital komplett ausgeklammert wurde. Auch der politische Preis erstreckt sich nicht auf das komplette Angebot. Beim Komplettpaket ist er zuerst nicht anwählbar (später dann doch) und der eine Euro extra im Kleingedruckten … naja …",{"type":42,"attrs":4638,"content":4639},{"textAlign":118},[4640],{"text":4641,"type":513},"Fühlst du dich hier im Kauf sicher und transparent informiert?",{"type":42,"attrs":4643,"content":4644},{"textAlign":118},[4645],{"text":4646,"type":513},"Oder wirkt es nicht doch etwas shady und anstrengend sich inklusive Kleingedrucktem durch diese Pakete „arbeiten“ zu müssen?",{"type":42,"attrs":4648,"content":4649},{"textAlign":118},[4650],{"text":4651,"type":513},"Das eigentliche Ziel wird für mich also nicht erreicht. Wo mir ein Decoy eigentlich helfen soll, um mich besser zu entscheiden, raucht mir der Kopf. Die Entscheidung vertage ich oder lasse es gleich sein.",{"type":42,"attrs":4653,"content":4654},{"textAlign":118},[4655],{"text":4656,"type":513},"Der Decoy scheint bei diesem Angebot daher völlig zu verpuffen, da er eine Entscheidung nicht erleichtert, sondern erschwert.",{"_uid":4658,"icon":30,"text":4659,"theme":949,"component":1414,"action_buttons":4672},"2da1267d-25ae-4552-bbe4-359507c4b18e",{"type":39,"content":4660},[4661],{"type":42,"attrs":4662,"content":4663},{"textAlign":118},[4664,4667,4668,4671],{"text":2311,"type":513,"marks":4665},[4666],{"type":931},{"text":2315,"type":513},{"text":2322,"type":513,"marks":4669},[4670],{"type":931},{"text":2326,"type":513},[4673],{"_uid":4674,"buttons":4675,"caption":4680,"component":43,"caption_position":44},"c1545bce-8a2f-42f6-86e9-42845f1659b7",[4676],{"_uid":4677,"icon":27,"link":4678,"text":2345,"intent":35,"component":36,"icon_position":37},"43f2c7c5-83be-4488-823d-089ea937c2af",{"id":2339,"url":30,"linktype":31,"fieldtype":32,"cached_url":2340,"story":4679},{"name":2342,"id":2343,"uuid":2339,"slug":2344,"url":2340,"full_slug":2340,"_stopResolving":81},{"type":39,"content":4681},[4682],{"type":42},{"_uid":4684,"text":4685,"component":1349},"c1d94392-4b0b-4e20-bfc2-af1fff7d7500",{"type":39,"content":4686},[4687,4691,4696,4701,4706],{"type":933,"attrs":4688,"content":4689},{"level":1135,"textAlign":118},[4690],{"text":4293,"type":513},{"type":42,"attrs":4692,"content":4693},{"textAlign":118},[4694],{"text":4695,"type":513},"Stell dir vor, du willst einen ganz bestimmten Wein häufiger verkaufen (Wein 2 statt Wein 1).",{"type":42,"attrs":4697,"content":4698},{"textAlign":118},[4699],{"text":4700,"type":513},"Was nun hilft ist, einen dritten Wein als Decoy hinzuzufügen (Wein 3).",{"type":42,"attrs":4702,"content":4703},{"textAlign":118},[4704],{"text":4705,"type":513},"Dieser dritte Wein sollte teurer sein und somit als Decoy für Wein 2 fungieren.",{"type":42,"attrs":4707,"content":4708},{"textAlign":118},[4709],{"text":4710,"type":513},"Folgende Auflistung könntest also du erstellen:",{"_uid":4712,"image":4713,"caption":4717,"component":1108},"02a6a944-c547-4859-9102-b1d6375ab8e2",{"alt":4714,"src":4715,"name":30,"focus":30,"title":118,"source":30,"filename":4715,"copyright":30,"fieldtype":49,"meta_data":4716,"is_external_url":81},"praxisbeispiel-decoy-effect-onlineshop-lockvogeltaktik-wein","https://storage.googleapis.com/kk-website-assets/VoUsml4e_praxisbeispiel-decoy-effect-onlineshop-lockvogeltaktik-wein.png",{"alt":4714,"title":118,"source":30,"copyright":30},{"type":39,"content":4718},[],{"_uid":4720,"text":4721,"component":1349},"5a501df9-11d4-409f-86fa-7210138defce",{"type":39,"content":4722},[4723,4727,4731,4735,4743,4747],{"type":42,"content":4724},[4725],{"text":4726,"type":513},"Grundsätzlich gibst du deinen Kunden:innen einen transparenten Überblick über dein Angebot.",{"type":42,"content":4728},[4729],{"text":4730,"type":513},"Durch den teuren Wein sprichst du zusätzlich noch eine weitere Käufergruppe an, denn auch der teure Wein wird verkauft werden, bietet aber als Ankerpunkt einen besseren Vergleichswert zwischen Wein 1 und 2.",{"type":42,"content":4732},[4733],{"text":4734,"type":513},"Die Mehrheit deiner Kunden:innen wird ein gutes Gefühl beim Kauf von Wein 2 haben, während ein kleiner Teil deiner Kundschaft sich darüber freut, mit Wein 3 einen besonderen Tropfen zu bekommen, vielleicht für einen speziellen Anlass.",{"type":42,"content":4736},[4737,4741],{"text":4738,"type":513,"marks":4739},"Merke: Wenn es für deinen Decoy eine eindeutige Zielgruppe gibt",[4740],{"type":931},{"text":4742,"type":513}," (auch wenn sie klein ist), dann kannst du ihn einsetzen.",{"type":42,"content":4744},[4745],{"text":4746,"type":513},"Wahrscheinlich wird die Landingpage alle drei Weine verkaufen – aber eben in unterschiedlicher Häufigkeit.",{"type":42,"content":4748},[4749],{"text":4750,"type":513},"Sieh dir auch das ältere Beispiel von 1&1 an.",{"_uid":4752,"image":4753,"caption":4757,"component":1108},"91bbae00-d24e-4d4b-8b38-6fa9de489e5b",{"alt":4754,"src":4755,"name":30,"focus":30,"title":118,"source":30,"filename":4755,"copyright":30,"fieldtype":49,"meta_data":4756,"is_external_url":81},"beispiel-decoy-effekt-e-commerce-1und1","https://storage.googleapis.com/kk-website-assets/3T1AEJNf_beispiel-decoy-effekt-e-commerce-1und1.png",{"alt":4754,"title":118,"source":30,"copyright":30},{"type":39,"content":4758},[4759],{"type":42,"content":4760},[4761],{"text":4762,"type":513},"Ein Beispiel für den positiven Einsatz des Decoy Effects bei",{"_uid":4764,"text":4765,"component":1349},"87a05c62-eaa9-43c8-aff6-d17dfcddae51",{"type":39,"content":4766},[4767,4771,4775,4779,4787,4791,4796],{"type":42,"content":4768},[4769],{"text":4770,"type":513},"Grundsätzlich ist hier klar: Ziel war es, den Aktionspreis bzw. die 50K-Leitung in der Doppel-Flat zu verkaufen.",{"type":42,"content":4772},[4773],{"text":4774,"type":513},"Aber sobald das Aktionsangebot ausgelaufen ist, kann auch das 16K-Angebot wieder attraktiv sein. Möglicherweise liegt in manchen Regionen sowieso nicht die komplette Bandbreite an, auch dann ergibt das mittlere Angebot Sinn.",{"type":42,"content":4776},[4777],{"text":4778,"type":513},"1&1 setzte den Decoy hier jedenfalls fair und transparent ein.",{"type":42,"content":4780},[4781,4785],{"text":4782,"type":513,"marks":4783},"Denn wie wir gesehen haben ist eines klar:",[4784],{"type":931},{"text":4786,"type":513}," Der Decoy darf auf keinen Fall wie ein „billiger Trick“ daherkommen.",{"type":42,"content":4788},[4789],{"text":4790,"type":513},"Was du erst recht nicht gebrauchen kannst ist, dass Kunden:innen auf deine Seite stoßen und direkt misstrauisch werden bzw. den Decoy erkennen.",{"type":933,"attrs":4792,"content":4793},{"level":935},[4794],{"text":4795,"type":513},"Wie Apple, Sky und Co. den Decoy Effect einsetzen",{"type":42,"content":4797},[4798,4804],{"text":4799,"type":513,"marks":4800},"Apple",[4801],{"type":1258,"attrs":4802},{"href":4803,"uuid":118,"anchor":118,"target":118,"linktype":136},"https://www.apple.com/de/mac/",{"text":4805,"type":513}," hat mindestens seit iPod-Zeiten die Lockvogel-Taktik durchgetestet. Noch heute erkennst du die Decoy-Effekte bei der Wahl der Speicherkapazität oder beim Kauf eines MacBook.",{"_uid":4807,"image":4808,"caption":4812,"component":1108},"7cc0ce31-fd9c-4a6e-aca3-1cc4ddf43e9d",{"alt":4809,"src":4810,"name":30,"focus":30,"title":118,"source":30,"filename":4810,"copyright":30,"fieldtype":49,"meta_data":4811,"is_external_url":81},"beispiel-decoy-effect-e-commerce-apple-konsumpsychologie","https://storage.googleapis.com/kk-website-assets/AwBoPImN_beispiel-decoy-effect-e-commerce-apple-konsumpsychologie.png",{"alt":4809,"title":118,"source":30,"copyright":30},{"type":39,"content":4813},[],{"_uid":4815,"text":4816,"component":1349},"2ab9e60c-c548-4884-b571-caffd10f8342",{"type":39,"content":4817},[4818,4822,4826],{"type":42,"content":4819},[4820],{"text":4821,"type":513},"Der Decoy scheint hier Option 3 zu sein. Denn das MacBook Air gilt ohnehin als beliebt. Das MacBookPro fungiert hier als Anker, um die Wahl einzuschätzen.",{"type":42,"content":4823},[4824],{"text":4825,"type":513},"Noch ein anderes Beispiel.",{"type":42,"content":4827},[4828,4830,4836],{"text":4829,"type":513},"Welches Angebot scheint bei ",{"text":4831,"type":513,"marks":4832},"Sky",[4833],{"type":1258,"attrs":4834},{"href":4835,"uuid":118,"anchor":118,"target":118,"linktype":136},"https://www.sky.de/bestellung/aktuelle-angebote-158954",{"text":4837,"type":513}," der Lockvogel? Oder sind es zwei, oder keins?",{"_uid":4839,"image":4840,"caption":4844,"component":1108},"19c2be2e-63dc-459e-81b5-097741410f6b",{"alt":4841,"src":4842,"name":30,"focus":30,"title":118,"source":30,"filename":4842,"copyright":30,"fieldtype":49,"meta_data":4843,"is_external_url":81},"lockvogeltaktik-decoy-effekt-beispiel-e-commerce-sky","https://storage.googleapis.com/kk-website-assets/yV0DAWFI_lockvogeltaktik-decoy-effekt-beispiel-e-commerce-sky.png",{"alt":4841,"title":118,"source":30,"copyright":30},{"type":39,"content":4845},[],{"_uid":4847,"text":4848,"component":1349},"822c62df-bd4c-44c7-9944-56894066c92a",{"type":39,"content":4849},[4850,4854,4858,4862,4866,4870],{"type":42,"content":4851},[4852],{"text":4853,"type":513},"Sicherlich wollen die meisten Sport-Begeisterten die Bundesliga in Kombination mit DFB und Champions League schauen.",{"type":42,"content":4855},[4856],{"text":4857,"type":513},"Wenn du dich also für das Bundesliga-Paket entscheidest, verpasst du beliebte Fußball-Events.",{"type":42,"content":4859},[4860],{"text":4861,"type":513},"Also bist du gerne bereit 5 € mehr zu zahlen, um das komplette Paket zu beziehen.",{"type":42,"content":4863},[4864],{"text":4865,"type":513},"Und was ist mit dem Sport-Paket?",{"type":42,"content":4867},[4868],{"text":4869,"type":513},"Für Formel 1-Begeisterte ist dies sicherlich die beste Wahl, sofern sie kein Fußball schauen wollen. Für Fußball-Enthusiasten liefern Sport und Bundesliga-Option einen nützlichen Anker, die für sie beste Wahl zu treffen.",{"type":42,"content":4871},[4872,4874,4875],{"text":4873,"type":513},"Funktioniert der Decoy auch, wenn du dein Kaninchen versichern willst?",{"type":2587},{"text":4876,"type":513},"Ganz genau, den kleinen Hoppelhasen meine ich.",{"_uid":4878,"image":4879,"caption":4883,"component":1108},"ca366cec-348e-4825-b4d6-472372249318",{"alt":4880,"src":4881,"name":30,"focus":30,"title":118,"source":30,"filename":4881,"copyright":30,"fieldtype":49,"meta_data":4882,"is_external_url":81},"beispiel-decoy-effekt-onlineshop-verkaufspsychologie-petplan","https://storage.googleapis.com/kk-website-assets/VEPgBDXp_beispiel-decoy-effekt-onlineshop-verkaufspsychologie-petplan.png",{"alt":4880,"title":118,"source":30,"copyright":30},{"type":39,"content":4884},[],{"_uid":4886,"text":4887,"component":1349},"98c531aa-b345-44f5-b903-63ad2992f484",{"type":39,"content":4888},[4889,4894,4899,4904,4909,4913,4918,4923,4928,4933,4945,4950,4955],{"type":42,"attrs":4890,"content":4891},{"textAlign":118},[4892],{"text":4893,"type":513},"Wenn du schon dein Kaninchen versicherst, was darf es sein: Basis oder Plus?",{"type":42,"attrs":4895,"content":4896},{"textAlign":118},[4897],{"text":4898,"type":513},"Die OP Versicherung besitzt sicherlich ebenfalls eine Zielgruppe. Aber würdest du statt dem Basis-Schutz von PetPlan nicht auch die circa 31 Cent mehr investieren und dich erstmal über das Plus-Paket informieren?",{"type":42,"attrs":4900,"content":4901},{"textAlign":118},[4902],{"text":4903,"type":513},"Du siehst jedenfalls, der Decoy muss nicht offensichtlich sein.",{"type":42,"attrs":4905,"content":4906},{"textAlign":118},[4907],{"text":4908,"type":513},"Sofern alle Produkte interessant sind, hilfst du durch deine Pakete lediglich, die beste Wahl zu treffen.",{"type":933,"attrs":4910,"content":4911},{"level":1135,"textAlign":118},[4912],{"text":4302,"type":513},{"type":42,"attrs":4914,"content":4915},{"textAlign":118},[4916],{"text":4917,"type":513},"Bis hierher hast du gesehen, dass der Decoy Effekt über die Lenkung von Aufmerksamkeit funktioniert. Aber es existieren auch Alternativen, die du ausprobieren oder sogar kombinieren kannst.",{"type":42,"attrs":4919,"content":4920},{"textAlign":118},[4921],{"text":4922,"type":513},"Oftmals sind andere Methoden wesentlich besser geeignet, um dein Verkaufsziel zu erreichen und die Customer Experience im Blick zu behalten.",{"type":42,"attrs":4924,"content":4925},{"textAlign":118},[4926],{"text":4927,"type":513},"Bezogen auf unser Wein-Beispiel könntest du überlegen, was du tun könntest, um auch den teuren Wein attraktiver zu machen oder welches Pattern dir beim Verkaufen ebenfalls helfen könnte.",{"type":42,"attrs":4929,"content":4930},{"textAlign":118},[4931],{"text":4932,"type":513},"Vielleicht solltest du lieber Kontrast-Effekte einsetzen oder den bereits erwähnten Compromise Effect, indem du wirklich die besten Optionen anbietest.",{"type":42,"attrs":4934,"content":4935},{"textAlign":118},[4936,4938,4943],{"text":4937,"type":513},"Auch kannst du den ",{"text":3234,"type":513,"marks":4939},[4940],{"type":1258,"attrs":4941},{"href":3238,"uuid":3239,"anchor":118,"target":1402,"linktype":31,"story":4942},{"name":3241,"id":3242,"uuid":3239,"slug":3243,"url":3244,"full_slug":3244,"_stopResolving":81},{"text":4944,"type":513}," nutzen, um deine Kunden:innen zu überzeugen.",{"type":42,"attrs":4946,"content":4947},{"textAlign":118},[4948],{"text":4949,"type":513},"Denn belegt ist, dass ein nachvollziehbarer Grund besonders gut funktioniert, deine Kunden:innen zu überzeugen.",{"type":42,"attrs":4951,"content":4952},{"textAlign":118},[4953],{"text":4954,"type":513},"Wir lassen uns zwar auch überzeugen, wenn der Grund weniger plausibel ist, allerdings immer noch besser als gar keine Begründung zu liefern.",{"type":42,"attrs":4956,"content":4957},{"textAlign":118},[4958,4960,4966],{"text":4959,"type":513},"Die Copy Machine Study von Ellen Langer mit dem schlanken Titel „",{"text":4961,"type":513,"marks":4962},"The mindlessness of Ostensibly Thoughtful Action: The Role of “Placebic”",[4963],{"type":1258,"attrs":4964},{"href":4965,"uuid":118,"anchor":118,"target":118,"linktype":136},"https://www.researchgate.net/publication/232508110_Mindlessness-Mindfulness_in_Perspective_A_Reply_to_Valerie_Folkes",{"text":4967,"type":513}," Information in Interpersonal Interaction“ (deutsch: Die Gedankenlosigkeit des vermeintlich überlegten Handelns: Die Rolle von Placebo-Informationen in der zwischenmenschlichen Interaktion) zeigte bereits, dass Menschen dir eher zustimmen, wenn du auch eine Begründung lieferst.",{"_uid":4969,"image":4970,"caption":4974,"component":1108},"c5295427-94e6-438e-9840-d0a7d5225e9d",{"alt":4971,"src":4972,"name":30,"focus":30,"title":118,"source":30,"filename":4972,"copyright":30,"fieldtype":49,"meta_data":4973,"is_external_url":81},"The-Copy-Machine-Study-behavior-pattern-konsumpsychologie","https://storage.googleapis.com/kk-website-assets/G26IxBrj_The-Copy-Machine-Study-behavior-pattern-konsumpsychologie.png",{"alt":4971,"title":118,"source":30,"copyright":30},{"type":39,"content":4975},[4976],{"type":42,"content":4977},[4978],{"text":4979,"type":513},"Wie wahrscheinlich ist es, dass du am Kopierer den Vorzug erhältst?",{"_uid":4981,"text":4982,"component":1349},"2ab9e3e6-0ca3-42e2-9fed-1c2c2f79854a",{"type":39,"content":4983},[4984,4997,5002,5009,5018,5025,5060,5065,5070,5075],{"type":42,"attrs":4985,"content":4986},{"textAlign":118},[4987,4989,4995],{"text":4988,"type":513},"Statt also über Lockvögel nachzudenken, könntest du auch nach neuen Wegen suchen deine potenziellen Kunden:innen zu überzeugen. In unserem ",{"text":4990,"type":513,"marks":4991},"Growth Ambassador Programm",[4992],{"type":1258,"attrs":4993},{"href":3360,"uuid":389,"anchor":118,"target":1402,"linktype":31,"story":4994},{"name":391,"id":3362,"uuid":389,"slug":3363,"url":390,"full_slug":390,"_stopResolving":81},{"text":4996,"type":513}," tauschen wir uns regelmäßig mit unserer Community über die praktische Anwendung verschiedener Behavior Patterns aus. Bewirb auch du dich, um von Expert:innen zu lernen, damit du die richtige Methode wählst und deine Konversionsrate durch die Integration von Konsumpsychologie steigt.",{"type":42,"attrs":4998,"content":4999},{"textAlign":118},[5000],{"text":5001,"type":513},"Überlege dir zudem, was du tun kannst, um eine Beziehung zu deinen Kunden:innen aufzubauen. Zeige, dass du sie ernst nimmst und sorge nicht gleich zu Beginn für Misstrauen.",{"type":42,"attrs":5003,"content":5004},{"textAlign":118},[5005],{"text":5006,"type":513,"marks":5007},"Im Zentrum steht dabei folgender Gedanke:",[5008],{"type":931},{"type":2067,"content":5010},[5011],{"type":42,"attrs":5012,"content":5013},{"textAlign":118},[5014],{"text":5015,"type":513,"marks":5016},"„Nimm deine Kunden ernst, dann werden sie es dir danken.“",[5017],{"type":1285},{"type":42,"attrs":5019,"content":5020},{"textAlign":118},[5021],{"text":5022,"type":513,"marks":5023},"Alternativen zum Decoy Effect können sein:",[5024],{"type":931},{"type":1031,"content":5026},[5027,5038,5049],{"type":1034,"content":5028},[5029],{"type":42,"attrs":5030,"content":5031},{"textAlign":118},[5032,5036],{"text":5033,"type":513,"marks":5034},"Liefere eine gute Begründung:",[5035],{"type":931},{"text":5037,"type":513}," frag dich dazu am besten, warum jemand bei dir und nicht beim Wettbewerber kaufen sollte",{"type":1034,"content":5039},[5040],{"type":42,"attrs":5041,"content":5042},{"textAlign":118},[5043,5047],{"text":5044,"type":513,"marks":5045},"Mache Empfehlungen nachvollziehbar:",[5046],{"type":931},{"text":5048,"type":513}," ist es, weil Stiftung Warentest besonders gut bewertete, weil dein Kunde früher was Ähnliches kaufte oder weil der Deal nur jetzt in der Form erhältlich ist?",{"type":1034,"content":5050},[5051],{"type":42,"attrs":5052,"content":5053},{"textAlign":118},[5054,5058],{"text":5055,"type":513,"marks":5056},"Setze unterstützende Kontraste ein:",[5057],{"type":931},{"text":5059,"type":513}," hebe Angebote besser hervor und lasse sie hervorstechen",{"type":42,"attrs":5061,"content":5062},{"textAlign":118},[5063],{"text":5064,"type":513},"Prüfe auch, ob du bereits Decoys verwendest, die dir bisher nicht aufgefallen sind – und ob sie sich gut auswirken.",{"type":42,"attrs":5066,"content":5067},{"textAlign":118},[5068],{"text":5069,"type":513},"Wie schätzt du den Decoy Effect ein?",{"type":42,"attrs":5071,"content":5072},{"textAlign":118},[5073],{"text":5074,"type":513},"Ich freue mich auf deine Gedanken!",{"type":42,"attrs":5076,"content":5077},{"textAlign":118},[5078,5080,5086],{"text":5079,"type":513},"Tausche dich dazu auch gerne in unserer ",{"text":5081,"type":513,"marks":5082},"Ambassador Community",[5083],{"type":1258,"attrs":5084},{"href":3360,"uuid":389,"anchor":118,"target":1402,"linktype":31,"story":5085},{"name":391,"id":3362,"uuid":389,"slug":3363,"url":390,"full_slug":390,"_stopResolving":81},{"text":5087,"type":513}," aus.","Ist der Decoy Effect ein Dark Pattern? So wirkt sich die Lockvogel-Taktik auf die Customer Experience und das Kaufverhalten aus. Praxisbeispiele und Alternativen aus der Verkaufspsychologie.",{"alt":4226,"src":5090,"name":30,"focus":30,"title":4226,"source":30,"filename":5090,"copyright":30,"fieldtype":49,"meta_data":5091,"is_external_url":81},"https://storage.googleapis.com/kk-website-assets/r5oHyqS7_decoy-effect-title-blogpost-1620x500.png",{"alt":4226,"title":4226,"source":30,"copyright":30},[3381],[5094,5098,5102],{"name":1834,"created_at":1835,"published_at":1836,"updated_at":1835,"id":1837,"uuid":1214,"content":5095,"slug":1841,"full_slug":1842,"sort_by_date":118,"position":1843,"tag_list":5096,"is_startpage":51,"parent_id":1845,"meta_data":118,"group_id":1846,"first_published_at":1847,"release_id":118,"lang":124,"path":118,"alternates":5097,"default_full_slug":118,"translated_slugs":118,"_stopResolving":81},{"_uid":1839,"component":1840},[],[],{"name":1850,"created_at":1851,"published_at":1836,"updated_at":1851,"id":1852,"uuid":1853,"content":5099,"slug":1856,"full_slug":1857,"sort_by_date":118,"position":1858,"tag_list":5100,"is_startpage":51,"parent_id":1845,"meta_data":118,"group_id":1860,"first_published_at":1847,"release_id":118,"lang":124,"path":118,"alternates":5101,"default_full_slug":118,"translated_slugs":118,"_stopResolving":81},{"_uid":1855,"component":1840},[],[],{"name":1863,"created_at":1864,"published_at":1836,"updated_at":1864,"id":1865,"uuid":1866,"content":5103,"slug":1869,"full_slug":1870,"sort_by_date":118,"position":1871,"tag_list":5104,"is_startpage":51,"parent_id":1845,"meta_data":118,"group_id":1873,"first_published_at":1847,"release_id":118,"lang":124,"path":118,"alternates":5105,"default_full_slug":118,"translated_slugs":118,"_stopResolving":81},{"_uid":1868,"component":1840},[],[],[],[5108,5111,5115],{"_uid":5109,"link":5110,"text":1882,"component":59},"370bd613-8075-435e-b573-06320aaf70e0",{"id":1880,"url":1881,"linktype":31,"fieldtype":32,"cached_url":1881},{"_uid":5112,"link":5113,"text":442,"component":59},"a982d3fc-29a6-4e86-9dda-2986a196294e",{"id":1886,"url":1887,"linktype":31,"fieldtype":32,"cached_url":1887,"story":5114},{"name":442,"id":1889,"uuid":1886,"slug":440,"url":1887,"full_slug":1887,"_stopResolving":81},{"_uid":5116,"link":5117,"text":4226,"component":59},"a788ecb4-ada1-4286-834a-752b355cb441",{"id":4230,"url":5118,"linktype":31,"fieldtype":32,"cached_url":5118,"story":5119},"de/blog/behavior-patterns/decoy-effect",{"name":4226,"id":4229,"uuid":4230,"slug":5120,"url":5121,"full_slug":5121,"_stopResolving":81},"decoy-effect","de/behavior-patterns/decoy-effect",[5123],{"_uid":5124,"caption":30,"headline":5125,"component":1901,"subheadline":5126,"action_buttons":5138},"a36b5499-185a-4b9f-8992-d714c464dba1","E--Mail Kurs: Behavioral Sciences",{"type":39,"content":5127},[5128,5134],{"type":42,"attrs":5129,"content":5130},{"textAlign":118},[5131],{"text":1908,"type":513,"marks":5132},[5133],{"type":931},{"type":42,"attrs":5135,"content":5136},{"textAlign":118},[5137],{"text":1915,"type":513},[5139],{"_uid":5140,"icon":27,"link":5141,"text":1926,"intent":35,"component":36,"icon_position":37},"546f6132-fa45-4c01-9b2f-551d75a141ea",{"id":1920,"url":30,"linktype":31,"fieldtype":32,"cached_url":1921,"story":5142},{"name":1923,"id":1924,"uuid":1920,"slug":1925,"url":1921,"full_slug":1921,"_stopResolving":81},"10",[],[],-420,[],"eceb5d37-adb2-4954-8e0c-cd9e47972157","2021-08-06T07:30:50.000Z",[],{"name":5152,"created_at":5153,"published_at":1238,"updated_at":5154,"id":5155,"uuid":5156,"content":5157,"slug":6131,"full_slug":6132,"sort_by_date":118,"position":6155,"tag_list":6156,"is_startpage":51,"parent_id":1932,"meta_data":118,"group_id":6157,"first_published_at":6158,"release_id":118,"lang":124,"path":118,"alternates":6159,"default_full_slug":118,"translated_slugs":118},"Ranking: So verbesserst du dein Cross- und Upselling","2025-10-15T16:22:19.024Z","2026-10-04T09:56:17.918Z",101809107096135,"13db610e-0d6a-412e-ac3b-1208ba40c824",{"seo":5158,"_uid":5160,"body":5161,"text":6098,"image":6099,"footer":30,"header":30,"authors":6102,"category":1214,"headline":5152,"component":1831,"categories":6104,"bottom_head":6117,"breadcrumbs":6118,"seo_noindex":51,"sidebar_cta":6133,"reading_time":5143,"seo_nofollow":51,"seo_canonical":30,"bottom_buttons":6153,"additional_slot":6154,"sidebar_cta_enabled":81,"sidebar_toc_enabled":81},{"title":5152,"plugin":911,"og_image":30,"og_title":5152,"description":5159,"twitter_image":30,"twitter_title":5152,"og_description":5159,"twitter_description":5159},"Menschen neigen dazu, sich bei Entscheidungen an Ranglisten zu orientieren. So nutzt du das Behavior Pattern Ranking für Cross- und Upselling im E-Commerce.","1f539b17-54c0-4389-827a-d988800ba79e",[5162,5261,5276,5321,5333,5349,5361,5399,5407,5472,5480,5500,5508,5531,5543,5551,5559,5576,5597,5609,5645,5657,5681,5693,5721,5733,5743,5755,5767,5775,5783,5795,5804,5838,5864,5872,5884,5896,5908,5920,5941,5949],{"_uid":5163,"text":5164,"component":1349},"29e1d6c9-6239-4730-a3bd-1adbf2993fdb",{"type":39,"content":5165},[5166,5177,5182,5187,5192,5197,5202,5211,5220,5229,5238,5247,5256],{"type":42,"attrs":5167,"content":5168},{"textAlign":118},[5169,5171,5172,5174,5175],{"text":5170,"type":513},"Die 3 stärksten Mixer im Vergleich.",{"type":2587},{"text":5173,"type":513},"Die 10 besten Sci-Fi-Filme.",{"type":2587},{"text":5176,"type":513},"5 Pakete im Test.",{"type":42,"attrs":5178,"content":5179},{"textAlign":118},[5180],{"text":5181,"type":513},"Du weißt schon.",{"type":42,"attrs":5183,"content":5184},{"textAlign":118},[5185],{"text":5186,"type":513},"Ranglisten erfreuen sich auch online großer Beliebtheit. Doch sie können noch viel mehr und begleiten uns täglich.",{"type":42,"attrs":5188,"content":5189},{"textAlign":118},[5190],{"text":5191,"type":513},"Du kannst mit ihnen das Shopping-Erlebnis leiten, Käufe spannender gestalten und sogar positive Effekte auf deine User Experience erzeugen.",{"type":42,"attrs":5193,"content":5194},{"textAlign":118},[5195],{"text":5196,"type":513},"Die Wirkung auf das Upselling und Cross-Selling ist daher nicht zu unterschätzen.",{"type":42,"attrs":5198,"content":5199},{"textAlign":118},[5200],{"text":5201,"type":513},"Doch wie findet man eigentlich die beste Platzierung einer Rangliste und wie wählst du im Shop die Reihenfolge für deine Produkte aus?",{"type":42,"attrs":5203,"content":5204},{"textAlign":118},[5205,5207],{"text":5206,"type":513},"Nachfolgend zeige ich dir, ",{"text":5208,"type":513,"marks":5209},"was gutes Ranking auszeichnet und welche Möglichkeiten für Ranglisten existieren.",[5210],{"type":931},{"type":42,"attrs":5212,"content":5213},{"textAlign":118},[5214],{"text":5215,"type":513,"marks":5216},"1. Behavior Pattern: Was ist Ranking?",[5217],{"type":1258,"attrs":5218},{"href":5219,"uuid":118,"anchor":118,"target":118,"linktype":136},"#was-ist-ranking",{"type":42,"attrs":5221,"content":5222},{"textAlign":118},[5223],{"text":5224,"type":513,"marks":5225},"2. Ranking als (Kauf) Motivation und zur Steigerung der Interaktion",[5226],{"type":1258,"attrs":5227},{"href":5228,"uuid":118,"anchor":118,"target":118,"linktype":136},"#kaufmotivation-steigern",{"type":42,"attrs":5230,"content":5231},{"textAlign":118},[5232],{"text":5233,"type":513,"marks":5234},"3. Mit Reihenfolgen und Listen die User Experience und den Verkauf verbessern",[5235],{"type":1258,"attrs":5236},{"href":5237,"uuid":118,"anchor":118,"target":118,"linktype":136},"#user-experience",{"type":42,"attrs":5239,"content":5240},{"textAlign":118},[5241],{"text":5242,"type":513,"marks":5243},"4. Ranglisten-Effekte: Inspiration aus Gaming & Entertainment",[5244],{"type":1258,"attrs":5245},{"href":5246,"uuid":118,"anchor":118,"target":118,"linktype":136},"#inspiration",{"type":42,"attrs":5248,"content":5249},{"textAlign":118},[5250],{"text":5251,"type":513,"marks":5252},"5. Maschine Learning oder händisch? Zeit, neue Platzierungen zu definieren!",[5253],{"type":1258,"attrs":5254},{"href":5255,"uuid":118,"anchor":118,"target":118,"linktype":136},"#tools",{"type":933,"attrs":5257,"content":5258},{"level":1135,"textAlign":118},[5259],{"text":5260,"type":513},"Behavior Pattern: Was ist Ranking?",{"_uid":5262,"icon":30,"text":5263,"image":5273,"theme":949,"component":1414,"action_buttons":5275,"image_position":1416},"239c1649-c3d1-4720-b506-c149a3da13f7",{"type":39,"content":5264},[5265],{"type":42,"attrs":5266,"content":5267},{"textAlign":118},[5268,5271],{"text":1974,"type":513,"marks":5269},[5270],{"type":931},{"text":5272,"type":513}," Menschen neigen dazu, sich bei Entscheidungen an Ranglisten zu orientieren. Produkte, Services oder auch Personen, die eine Rangliste anführen, wirken attraktiver. Auch die Position des Nutzers selbst, wenn sie in einer Rangliste verfügbar ist, motiviert!",{"id":118,"alt":118,"name":30,"focus":118,"title":118,"source":118,"filename":30,"copyright":118,"fieldtype":49,"meta_data":5274},{},[],{"_uid":5277,"text":5278,"component":1349},"bb86a4da-2dc2-41d7-a27f-52513084b969",{"type":39,"content":5279},[5280,5297,5302,5311,5316],{"type":42,"attrs":5281,"content":5282},{"textAlign":118},[5283,5285,5295],{"text":5284,"type":513},"Das ",{"text":1255,"type":513,"marks":5286},[5287],{"type":1258,"attrs":5288},{"href":5289,"uuid":5290,"anchor":118,"target":1402,"linktype":31,"story":5291},"/de/behavior-patterns/behavior-patterns","8b1e42bf-fe0b-4fda-a90d-152e6538f045",{"name":5292,"id":5293,"uuid":5290,"slug":1841,"url":5294,"full_slug":5294,"_stopResolving":81},"Konsumpsychologie und Behavior Patterns: Was Conversion-Optimierer wissen müssen",101808431813096,"de/behavior-patterns/behavior-patterns",{"text":5296,"type":513}," Ranking bzw. die Nutzung von Ranglisten haben eine lange Tradition. Denn sie zeigen den Status in einem definierten Kontext und geben uns Orientierung.",{"type":42,"attrs":5298,"content":5299},{"textAlign":118},[5300],{"text":5301,"type":513},"Die heutigen Charts haben ihren Ursprung zum Beispiel im Verkauf von Notenblättern und schufen das erste Ranking für Musik bereits im Jahr 1891. Kurze Zeit später wurde auch die erste Bestsellerliste für Bücher in den USA ausgerufen.",{"type":42,"attrs":5303,"content":5304},{"textAlign":118},[5305,5309],{"text":5306,"type":513,"marks":5307},"Der Grund warum Ranglisten so beliebt sind, ist eigentlich einfach:",[5308],{"type":931},{"text":5310,"type":513}," wenn Produkte eine Reihenfolge in Form einer Rangliste erhalten, dann werden diese Produkte interessanter.",{"type":42,"attrs":5312,"content":5313},{"textAlign":118},[5314],{"text":5315,"type":513},"Man kann sie besser vergleichen, mit der eigenen Erfahrung gegenprüfen oder sich aufregen, warum der eigene Favorit nicht ganz oben steht.",{"type":42,"attrs":5317,"content":5318},{"textAlign":118},[5319],{"text":5320,"type":513},"Wenn du ein Ranking im TV moderierst, kann das ebenfalls für langen Erfolg sorgen. 😁",{"_uid":5322,"image":5323,"caption":5327,"component":1108},"ef48efa5-7ebc-435c-a97d-8fa77d37f7c0",{"alt":5324,"src":5325,"name":30,"focus":30,"title":118,"source":30,"filename":5325,"copyright":30,"fieldtype":49,"meta_data":5326,"is_external_url":81},"rangliste-zdf-hitparade-charts","https://storage.googleapis.com/kk-website-assets/Njo24-ok_rangliste-zdf-hitparade-charts.png",{"alt":5324,"title":118,"source":30,"copyright":30},{"type":39,"content":5328},[5329],{"type":42,"content":5330},[5331],{"text":5332,"type":513},"Die ZDF-Hitparade lockte über 30 Jahre regelmäßig Zuschauer vor den Fernseher und zeigte im Ranking,",{"_uid":5334,"text":5335,"component":1349},"8d2fdb5e-25ae-4f8f-b045-8d3dc95ea5af",{"type":39,"content":5336},[5337,5345],{"type":42,"content":5338},[5339,5341],{"text":5340,"type":513},"Egal, ob damals die Hitparade oder die heutigen Bestsellerlisten für Bücher sind: ",{"text":5342,"type":513,"marks":5343},"Gute Listen geben Orientierung, erzeugen Neugierde, helfen beim Shopping und Stöbern.",[5344],{"type":931},{"type":42,"content":5346},[5347],{"text":5348,"type":513},"Grundsätzlich lässt sich festhalten, dass jeder Onlineshop eigene Ranglisten-Funktionen in Form von Filtern ermöglicht.",{"_uid":5350,"image":5351,"caption":5355,"component":1108},"6b23254a-22bd-47b3-a757-87349c9e33da",{"alt":5352,"src":5353,"name":30,"focus":30,"title":118,"source":30,"filename":5353,"copyright":30,"fieldtype":49,"meta_data":5354,"is_external_url":81},"produktfilter-ranglisten-effekt-onlineshop-beispiel-herbathek","https://storage.googleapis.com/kk-website-assets/44BMyusv_produktfilter-ranglisten-effekt-onlineshop-beispiel-herbathek.png",{"alt":5352,"title":118,"source":30,"copyright":30},{"type":39,"content":5356},[5357],{"type":42,"content":5358},[5359],{"text":5360,"type":513},"Produktfilter sind eine Standardmethode, mit denen du Ranglisten",{"_uid":5362,"text":5363,"component":1349},"295d742e-2866-41ea-82d4-37c543f1a712",{"type":39,"content":5364},[5365,5385,5389,5393],{"type":42,"content":5366},[5367,5371,5373,5377,5379,5383],{"text":5368,"type":513,"marks":5369},"Bei Filtern die deine Produkte nach Preis staffeln ist der Kontext klar.",[5370],{"type":931},{"text":5372,"type":513}," Aber es gibt auch Filter wie „",{"text":5374,"type":513,"marks":5375},"Beliebtheit",[5376],{"type":1285},{"text":5378,"type":513},"“ oder „",{"text":5380,"type":513,"marks":5381},"Relevanz",[5382],{"type":1285},{"text":5384,"type":513},"“, bei denen es für deine Nutzer oft nicht ganz ersichtlich ist, wie das Ranking entsteht.",{"type":42,"content":5386},[5387],{"text":5388,"type":513},"BALDUR-Garten arbeitet viel mit Top-Produkten, auch in Rankings.",{"type":42,"content":5390},[5391],{"text":5392,"type":513},"Unten siehst du, wie sie die zwei Top-Produkte in der Liste als erste Artikel hervorheben.",{"type":42,"content":5394},[5395],{"text":5396,"type":513,"marks":5397},"Der Kontext ist hier: „Top luftreinigend“.",[5398],{"type":931},{"_uid":5400,"image":5401,"caption":5405,"component":1108},"ff74ec5b-ce4d-4da8-960e-b7fb7be52600",{"alt":5402,"src":5403,"name":30,"focus":30,"title":118,"source":30,"filename":5403,"copyright":30,"fieldtype":49,"meta_data":5404,"is_external_url":81},"kategorien-onlineshopg-mit-ranglisten-beispiel-behavior-pattern-ranking","https://storage.googleapis.com/kk-website-assets/rfyuZKLh_kategorien-onlineshopg-mit-ranglisten-beispiel-behavior-pattern-ranking.png",{"alt":5402,"title":118,"source":30,"copyright":30},{"type":39,"content":5406},[],{"_uid":5408,"text":5409,"component":1349},"217f4c7e-8301-4eab-bc52-999f8276400a",{"type":39,"content":5410},[5411,5417,5450,5456,5460,5464,5468],{"type":42,"content":5412},[5413],{"text":5414,"type":513,"marks":5415},"Prinzipiell existieren jede Menge nützliche Ranglisten, die uns Orientierung geben:",[5416],{"type":931},{"type":1031,"attrs":5418,"content":5419},{"tight":51},[5420,5426,5432,5438,5444],{"type":1034,"content":5421},[5422],{"type":42,"content":5423},[5424],{"text":5425,"type":513},"Ranglisten in App-Stores nach Kategorie oder Top-Downloads",{"type":1034,"content":5427},[5428],{"type":42,"content":5429},[5430],{"text":5431,"type":513},"Top-Filmlisten oder ewige Bestenlisten",{"type":1034,"content":5433},[5434],{"type":42,"content":5435},[5436],{"text":5437,"type":513},"Platzierung nach Erscheinungsdatum z.B. bei Filmen",{"type":1034,"content":5439},[5440],{"type":42,"content":5441},[5442],{"text":5443,"type":513},"Sporttabellen z.B. Bundesliga, Tennis Weltrangliste u.a.",{"type":1034,"content":5445},[5446],{"type":42,"content":5447},[5448],{"text":5449,"type":513},"Platzierung in Videospielen nach einem Match bzw. einer Runde",{"type":933,"attrs":5451,"content":5453},{"id":5452,"level":1135},"kaufmotivation-steigern",[5454],{"text":5455,"type":513},"Ranking als (Kauf) Motivation und zur Steigerung der Interaktion",{"type":42,"content":5457},[5458],{"text":5459,"type":513},"Wie in der Definition beschrieben, kann sich eine Rangliste auch direkt auf die Motivation deiner Zielgruppe auswirken.",{"type":42,"content":5461},[5462],{"text":5463,"type":513},"Wer möchte nicht den perfekten Bewertungs-Run? Zum Beispiel immer 5 Sterne erhalten und ein besonders netter Mitfahrer bei BlaBlaCar sein?",{"type":42,"content":5465},[5466],{"text":5467,"type":513},"Oder (falls man Zeit und Lust dafür hat) als Top-Bewerter bei Amazon ganz oben stehen?",{"type":42,"content":5469},[5470],{"text":5471,"type":513},"Auch Google hält dich nach Abgabe einer Rezension mit den aktuellen Statistiken zu deiner Bewertung auf dem Laufenden, weil sie wissen, dass es die Wahrscheinlichkeit erhöht, dass du noch mehr Bewertungen abgibst.",{"_uid":5473,"image":5474,"caption":5478,"component":1108},"d4c5ac40-5144-4400-aa4d-9030587177d9",{"alt":5475,"src":5476,"name":30,"focus":30,"title":118,"source":30,"filename":5476,"copyright":30,"fieldtype":49,"meta_data":5477,"is_external_url":81},"google-rezension-rangliste-motivation","https://storage.googleapis.com/kk-website-assets/yiHVhONg_google-rezension-rangliste-motivation.png",{"alt":5475,"title":118,"source":30,"copyright":30},{"type":39,"content":5479},[],{"_uid":5481,"text":5482,"component":1349},"2a8285a2-95b4-4372-9f58-34d80fbe16b7",{"type":39,"content":5483},[5484,5488,5492],{"type":42,"content":5485},[5486],{"text":5487,"type":513},"Die meisten Menschen helfen gerne.",{"type":42,"content":5489},[5490],{"text":5491,"type":513},"Und so gefällt es ihnen auch, wenn die geschriebenen Bewertungen nützlich sind und in einer Rangliste ganz oben auftauchen.",{"type":42,"content":5493},[5494,5498],{"text":5495,"type":513,"marks":5496},"Prüfe, ob du Menschen zum Bewerten animieren kannst,",[5497],{"type":931},{"text":5499,"type":513}," indem du ihnen das Gefühl gibst, oder ihnen direkt zeigst, dass ihre Einschätzung anderen weitergeholfen hat.",{"_uid":5501,"image":5502,"caption":5506,"component":1108},"0238a828-81a1-4697-bac2-7f08e147fa66",{"alt":5503,"src":5504,"name":30,"focus":30,"title":118,"source":30,"filename":5504,"copyright":30,"fieldtype":49,"meta_data":5505,"is_external_url":81},"rangliste-amazon-kundenrezension-ranking-effekt","https://storage.googleapis.com/kk-website-assets/5gdgkfc2_rangliste-amazon-kundenrezension-ranking-effekt.png",{"alt":5503,"title":118,"source":30,"copyright":30},{"type":39,"content":5507},[],{"_uid":5509,"text":5510,"component":1349},"ce3546df-72cc-4e4d-8a54-ec3a3c6f34fe",{"type":39,"content":5511},[5512,5522],{"type":42,"content":5513},[5514,5516,5520],{"text":5515,"type":513},"Amazon zeigt in den Rezensionen an, wie vielen Menschen die Bewertung als hilfreich einschätzten und erzeugt damit ",{"text":5517,"type":513,"marks":5518},"eine Rangliste besonders wertvoller Kommentare",[5519],{"type":931},{"text":5521,"type":513}," zum Produkt.",{"type":42,"content":5523},[5524,5526,5530],{"text":5525,"type":513},"Die Regeln, wie das Ranking der Sternebewertung zustande kommt, wird dabei erklärt. Der Kontext wird indirekt aufgeschlüsselt und ist hier: ",{"text":5527,"type":513,"marks":5528},"„Was andere davon halten“",[5529],{"type":1285},{"text":1774,"type":513},{"_uid":5532,"image":5533,"caption":5537,"component":1108},"9b32e426-7ee0-4fba-bb43-1e2123bd2ba9",{"alt":5534,"src":5535,"name":30,"focus":30,"title":118,"source":30,"filename":5535,"copyright":30,"fieldtype":49,"meta_data":5536,"is_external_url":81},"regeln-gute-ranglisten-ranking-effekt-behavior-pattern","https://storage.googleapis.com/kk-website-assets/_xLaNrIZ_regeln-gute-ranglisten-ranking-effekt-behavior-pattern.png",{"alt":5534,"title":118,"source":30,"copyright":30},{"type":39,"content":5538},[5539],{"type":42,"content":5540},[5541],{"text":5542,"type":513},"Zeige, wie viele Menschen diesen Hinweis nützlich fanden. Bild:",{"_uid":5544,"text":5545,"component":1349},"93f90ceb-2507-41c8-b4cd-5c734b96c4c9",{"type":39,"content":5546},[5547],{"type":42,"content":5548},[5549],{"text":5550,"type":513},"Otto nutzt eine Kombination aus Bewertung, Feedback anderer Kunden und dem eingereichten Datum, um eine Rangliste unter ihren Produkten zu erzeugen.",{"_uid":5552,"image":5553,"caption":5557,"component":1108},"ceaebd01-f6d6-4b5f-a199-48a5757a038e",{"alt":5554,"src":5555,"name":30,"focus":30,"title":118,"source":30,"filename":5555,"copyright":30,"fieldtype":49,"meta_data":5556,"is_external_url":81},"beispiel-ranking-behavior-pattern-onlineshop-ecommerce","https://storage.googleapis.com/kk-website-assets/icrRp8XM_beispiel-ranking-behavior-pattern-onlineshop-ecommerce.png",{"alt":5554,"title":118,"source":30,"copyright":30},{"type":39,"content":5558},[],{"_uid":5560,"icon":30,"text":5561,"image":5573,"theme":949,"component":1414,"action_buttons":5575,"image_position":1416},"7e8b8d89-130e-45a4-aeaa-e2a3ed20fc85",{"type":39,"content":5562},[5563],{"type":42,"attrs":5564,"content":5565},{"textAlign":118},[5566,5570,5571],{"text":5567,"type":513,"marks":5568},"Nutze Bewertungen für mehr Interaktionen und Leads:",[5569],{"type":931},{"type":2587},{"text":5572,"type":513},"Durch die Nutzung von Bewertungen und der Option Feedback auf erstellte Rankings oder Ratings zu geben, ziehst du deine Besucher in ein Kundenkonto, was dir wiederum neue Möglichkeiten der Interaktion bietet.",{"id":118,"alt":118,"name":30,"focus":118,"title":118,"source":118,"filename":30,"copyright":118,"fieldtype":49,"meta_data":5574},{},[],{"_uid":5577,"text":5578,"component":1349},"7b221ba8-ad8f-4db5-9fed-c5cf7845b8a3",{"type":39,"content":5579},[5580,5585,5592],{"type":42,"attrs":5581,"content":5582},{"textAlign":118},[5583],{"text":5584,"type":513},"Zusätzlich kannst du durch einen Kunden-Status motivieren. Vielleicht vergibst du auch bestimmte Titel wie VIP oder Top-Bewerter.",{"type":42,"attrs":5586,"content":5587},{"textAlign":118},[5588],{"text":5589,"type":513,"marks":5590},"Oder du nutzt den Kontext: die beste Antwort.",[5591],{"type":931},{"type":42,"attrs":5593,"content":5594},{"textAlign":118},[5595],{"text":5596,"type":513},"Sinnvoll kann es auch sein, die allgemein beste Antwort ganz oben anzuzeigen …",{"_uid":5598,"image":5599,"caption":5603,"component":1108},"5733f1e4-b252-4b14-a0f7-cbf8ba2745f9",{"alt":5600,"src":5601,"name":30,"focus":30,"title":118,"source":30,"filename":5601,"copyright":30,"fieldtype":49,"meta_data":5602,"is_external_url":81},"gute-frage-rangliste-der-besten-antworten","https://storage.googleapis.com/kk-website-assets/q5BNCe39_gute-frage-rangliste-der-besten-antworten.png",{"alt":5600,"title":118,"source":30,"copyright":30},{"type":39,"content":5604},[5605],{"type":42,"content":5606},[5607],{"text":5608,"type":513},"Zeige in deiner Rangliste die beste Antwort ganz oben an. Bild:",{"_uid":5610,"text":5611,"component":1349},"28464b09-41cd-44dc-9172-b6e5db1f77d8",{"type":39,"content":5612},[5613,5619,5623,5627,5631],{"type":933,"attrs":5614,"content":5616},{"id":5615,"level":1135},"user-experience",[5617],{"text":5618,"type":513},"Mit Reihenfolgen und Listen die User Experience und den Verkauf verbessern",{"type":42,"content":5620},[5621],{"text":5622,"type":513},"Häufig erlebe ich auch die Frage, wie man Upselling und Cross-Selling für seine Kundengruppen interessanter gestalten kann.",{"type":42,"content":5624},[5625],{"text":5626,"type":513},"Wie kannst du also Produkte in Produktlisten besser voneinander unterscheiden bzw. zusammengehörende Produkte besser definieren?",{"type":42,"content":5628},[5629],{"text":5630,"type":513},"Schauen wir uns ein klassisches Beispiel an und welche Fragen dabei im Raum stehen.",{"type":42,"content":5632},[5633,5635,5639,5640,5644],{"text":5634,"type":513},"Du stöberst nach einem neuen Kleidungsstück und am Ende findest du in vielen Fällen den Hinweise ",{"text":5636,"type":513,"marks":5637},"„Das könnte dir auch gefallen“",[5638],{"type":1285},{"text":1677,"type":513},{"text":5641,"type":513,"marks":5642},"„Andere kauften auch“",[5643],{"type":1285},{"text":1774,"type":513},{"_uid":5646,"image":5647,"caption":5651,"component":1108},"ebee56dd-8b4c-4b8c-ac97-e156239c8a43",{"alt":5648,"src":5649,"name":30,"focus":30,"title":118,"source":30,"filename":5649,"copyright":30,"fieldtype":49,"meta_data":5650,"is_external_url":81},"produktempfehlung-rangliste-onlineshop-beispiel-ranking","https://storage.googleapis.com/kk-website-assets/_n0wXRcU_produktempfehlung-rangliste-onlineshop-beispiel-ranking.png",{"alt":5648,"title":118,"source":30,"copyright":30},{"type":39,"content":5652},[5653],{"type":42,"content":5654},[5655],{"text":5656,"type":513},"Statt „Das könnte dir auch gefallen“ kannst du ein Ranking für beliebte Produkte einführen und es auch kommunizieren. Bild.",{"_uid":5658,"text":5659,"component":1349},"7fb416be-4bd6-42d7-a8a6-b43fe7249951",{"type":39,"content":5660},[5661,5671,5675],{"type":42,"content":5662},[5663,5665,5669],{"text":5664,"type":513},"Die Aussage bei deiner Produktempfehlung muss nicht unbedingt sein, ob deinen Besuchern Produkt xy ebenfalls gefallen könnte, sondern ",{"text":5666,"type":513,"marks":5667},"warum",[5668],{"type":1285},{"text":5670,"type":513}," es ihnen gefallen könnte.",{"type":42,"content":5672},[5673],{"text":5674,"type":513},"In der nachfolgenden Abbildung siehst du, wie thomann andere Produkte in einem nach Prozentverteilung aufgeschlüsseltem Ranking zeigt. So ähnlich, wie Amazon das bei den Rezensionen macht.",{"type":42,"content":5676},[5677],{"text":5678,"type":513,"marks":5679},"Kontext: Das haben die meisten Kunden gekauft.",[5680],{"type":931},{"_uid":5682,"image":5683,"caption":5687,"component":1108},"4f9cf986-f087-4b92-91f7-4fc5414e150c",{"alt":5684,"src":5685,"name":30,"focus":30,"title":118,"source":30,"filename":5685,"copyright":30,"fieldtype":49,"meta_data":5686,"is_external_url":81},"rangliste-ecommerce-onlineshop-ranking-produkte-thomann","https://storage.googleapis.com/kk-website-assets/hoLkvkz2_rangliste-ecommerce-onlineshop-ranking-produkte-thomann.png",{"alt":5684,"title":118,"source":30,"copyright":30},{"type":39,"content":5688},[5689],{"type":42,"content":5690},[5691],{"text":5692,"type":513},"Im Kontext, das haben die meisten gekauft, kannst du z.B. eine prozentuale Verteilung anzeigen. 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Du könntest auch saisonal oder themenbasiert ein Ranking aufsetzen.",{"type":42,"content":5712},[5713],{"text":5714,"type":513},"Eis.de stellt dir z.B. verschiedene Produkte in einer kuratierten Top 20 Liste zusammen.",{"type":42,"content":5716},[5717],{"text":5718,"type":513,"marks":5719},"Kontext: Das funktioniert am besten",[5720],{"type":931},{"_uid":5722,"image":5723,"caption":5727,"component":1108},"89fcae3c-ee47-423e-a3b9-ff25f188fd33",{"alt":5724,"src":5725,"name":30,"focus":30,"title":118,"source":30,"filename":5725,"copyright":30,"fieldtype":49,"meta_data":5726,"is_external_url":81},"rangliste-ecommerce-behavior-pattern-konsumpsychologie-ranking","https://storage.googleapis.com/kk-website-assets/hMnGArQN_rangliste-ecommerce-behavior-pattern-konsumpsychologie-ranking.png",{"alt":5724,"title":118,"source":30,"copyright":30},{"type":39,"content":5728},[5729],{"type":42,"content":5730},[5731],{"text":5732,"type":513},"Erzeuge eine Rangliste mit den Dingen, die am besten funktionieren. 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Außerdem ermöglichen sie, Menschen mit ähnlichen Fähigkeiten bzw. 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In unserem ",{"text":4990,"type":513,"marks":5969},[5970],{"type":1258,"attrs":5971},{"href":3360,"uuid":389,"anchor":118,"target":1402,"linktype":31,"story":5972},{"name":391,"id":3362,"uuid":389,"slug":3363,"url":390,"full_slug":390,"_stopResolving":81},{"text":5974,"type":513}," tauschen wir uns regelmäßig mit unserer Community über die erfolgreiche praktische Anwendung von verschiedenen Behavior Patterns aus. Bewirb dich, um Patterns wie Ranking erfolgreich zu implementieren und deine Website zu einem Best Practice zu machen!",{"type":933,"attrs":5976,"content":5977},{"level":1135,"textAlign":118},[5978],{"text":5979,"type":513},"Maschine Learning oder händisch? 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