How Much Product Information Do Consumers Want?
An article in ScienceDaily carries that headline. To those of us who work in/with psychology in our businesses, the idea that some people want lots of detail and others want less is a no-brainer. However…
I think we gain a chance to up-date our knowledge any time an academic study releases findings that substantiate what we already believe.
I hesitate to add the subject of social styles and personality types to this discussion, but hear me out. The Type that revels in detail tends to be the Analytical. The Type that backs away from detail is the Expressive. If your product or service is appropriate for both, wouldn't you provide two different levels of explanation?
When we work with sales reps, we teach them to ask the prospect if he/she wants just the most important points or greater detail. This is a simple way to provide the most appropriate amount of detail and avoid info overload.
You can find the article at: http://tinyurl.com/9el4djl