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您歐洲商展/行程的夥伴與幫手

Saturday, Jul 24, 2021

對每一個人來說,每一次出遊都是難得的機會,都希望有一個好的體驗,而住宿是行程中很重要的一環,所以會花很多的時間在找住宿。airbnb是約7、8年前開始使用的,使用它在歐洲的國家住宿過十幾二十個房子,預定前能很有效率的與屋主直接溝通,屋主的素質大部份都很好,一直對它有很高的評價。

當然,和所有的訂房網一樣是要花時間作功課,屋主的描述、房屋的照片、顧客的回應、價格和價值比較、房屋的距離
等等,為了一年或幾年才好不容易有的假期,不想踩到坑的話就要認真一點,例如有時看照片要多看幾次,才會真正弄清楚房子的樣子是不是你想像的樣子,顧客客氣評論也要小心看才能看出言外之意。

這次的經驗一樣是花了許多時間研究後,決定了其中的一間房子,房子的總價當然是直接列出來,包含預定天數、價格、服務費跟清潔費,然後一個紅色icon “
Reserve” (預定)。但這次很奇怪的是,當點入之後發現價格提高了,重覆試了幾次之後,首頁頁面的總價還是和付款的價格不一樣。

 

 

頁面價格

點入後付款價格

 

意思就是說,當你在商店裡面看到放在架上的商品的價格,你拿去櫃台結帳的時候,收銀員刷出來的的價格提高了。量販店稱它為價差

應該沒有人喜歡價差,個人更不喜歡的是價格的不透明,就是不在一開始寫清楚,在結帳過程再一步步加價。

寫信詢問屋主後屋主也不知道是怎麼回事,希望我去問
airbnb的客服。我想當然爾的認為這是系統設計問題,認為它應該不難解決,但當我寫信去給 airbnb的客服,客服回應我,

"這個叫做"聰明定價(smart pricing)",就是屋主設定一個最低價格,如果需求量大時,這個價格會自動上升。"

並貼給我一個"聰明定價(smart pricing)"的連結,要我去看屋主如何打開和關上設定。

 


當下,整個有怪異的荒謬感,我回應:

我不認為這個是顧客的問題,在顧客看到價格之後決定要預訂這個房子,但當他要點入付款時價格就提升了,這個是系統設計去欺騙購買,即使我不接受提升後的價格,我還是浪費了很多時間在搜尋比較跟研究這些房子。"

覺得荒謬是因為,airbnb 這樣的”創意”,等於是刻意創造價差,而價差 一直是零售業者想要避免的,因為那對消費者來說是一種欺騙。價差的原因可能是為因為促銷結束換檔,忘了將價格標換掉等等,大部份是無心的錯誤,但造成”想用較低的價格欺騙消費者購買”的印象。為了維持價格的公信力,量販業者必需要以顧客看到的價格售出,再內部處理價差問題;網路上有時會遇到標錯價的問題,讓消費者撿到便宜不得不認帳。 

但此時,我卻被告知,價差是"聰明定價"。

我說,

“這是airbnb和屋主之間的問題,不是顧客該去解決的吧?更何況,我沒有在airbnb當屋主,不需要知道屋主怎麼設定"聰明定價""。

然後,很有創意的airbnb客服回答我, 

"顧客還是要知道這個"聰明定價"是怎麼樣的運作的,這樣他們才會有心理準備價格會提高。再者,這不是airbnb系統設計錯誤,是屋主自己決定要打開這個功能。"

這個概念就是說,當你去買東西時,你看到的頁面價格,都有可能不是付款價格,而可能會不知名的提高?是不是很有創意?還把榮耀都歸給屋主。

我說,

"這是系統的設計去鼓勵欺騙,如果你自己就是顧客,在花大量時間搜尋房屋決定後,卻在預定時發現價格不一樣時你會高興嗎?當你負責的是一個家族有預算的旅遊,然後你花時間必須重新再找,你喜歡嗎?如果你不喜歡它,那麼不要對別人這樣做。"

 

 

攝影師: Aleksa Bujišić ,連結: Pexels

這不就是每個商人會說的"穿顧客的鞋子嗎"?理論再容易不過了,到了實踐,總有說不完的理由。

另外,"需求量大時,價格會自動上升"的問題是: 

1. 價格的上升應該是在消費者決定要買之前,而不是消費者看到決定之後,也就是應該在首頁,而非點進去準備要付款的時候。首頁上要租多少你屋主自己的事,店裡的旺旺要賣多少也是老板自己的事,你要拿去結帳了,然後收銀員才告訴你,旺旺因為中元節拜拜很多人買喔,所以我現在要提高價格,應該會很想打收銀員!

2.再者,如何介定”需求量大”?要讓電腦判斷的就是點閱和停留時間,但從很多人點閱到實際付款還有一段距離。所以根本不能真正判斷需求量大,例如照片很吸引人,但CP值很低,但這樣的設計就是基於要讓系統偵測有沒有很多人在搜尋,有的話要提高價格,因為看到很多人點就要提高價格,這樣的設計真是太"直接"。

 

—– 待續。。。意想不到的結果

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  26. No llevo mucho tiempo usando Internet, probablemente sea porque no sabía lo competente.

    Pero tengo que reconocer que páginas web como mi me hace sentir muy bien. Mi nombre es %nombre_simple_masculino.dat% Y soy un pequeño pueblo de %provincias_espana.dat%,
    comparto numerosos gustos y distracciones con el resto de la gentío de este blog.
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  27. No llevo mucho período usando Internet, quizá sea porque no sabía lo adecuado.

    Pero tengo que reconocer que páginas web como esta me hace notar muy bien. Mi nombre es %nombre_simple_masculino.dat% Y soy un pequeño pueblo de %provincias_espana.dat%, comparto montones de gustos y entretenimientos con el resto de la
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    Así que seré un usuario habitual de la web.

    Muchas gracias por todo y espero poder colaborar en mi aporte.

  28. Embargo llevo mucho período usando Internet, quizá sea porque no sabía lo suficiente.

    Pero tengo que reconocer que páginas web como
    mi me hace sospechar muy bien. Esta nombre es %nombre_simple_masculino.dat% Y soy un pequeño pueblo de
    %provincias_espana.dat%, comparto montones de gustos y aficiones con el resto de la
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    Así que seré un usuario frecuente de la web.

    Muchas gracias lucro todo y deseo poder colaborar más adelante.

  29. No llevo mucho período usando Internet, probablemente
    sea porque no sabía lo adecuado.

    Pero tengo que reconocer que páginas web como mi me hace sospechar muy
    bien. Esta nombre es %nombre_simple_masculino.dat% Y
    soy un pequeño pueblo de %provincias_espana.dat%,
    comparto montones de gustos y entretenimientos con el resto de
    la gente de este blog. Lo único que puedo decir está en hora benigna por la pensamiento y el diseño que
    le habéis dado a mi página. Llevo bastante tiempo buscando escrutinio parecida y no
    he dado con ella.

    Así que seré un usuario habitual de la web.

    Muchas gracias lucro todo y deseo poder colaborar en las siguientes
    lineas.

  30. No llevo mucho periodo usando Internet, quizá sea porque no sabía lo competente.

    Pero tengo que reconocer que páginas web como esta me hace sentir muy
    bien. Esta nombre es %nombre_simple_masculino.dat% Y soy un pequeño pueblo de %provincias_espana.dat%, comparto montones
    de gustos y distracciones con el resto de la gente de este blog.
    Lo único que puedo decir está en hora benigna
    por la calidad y el diseño que le habéis dado a mi página.

    Llevo mucho tiempo buscando información parecida y no he dado con ella.

    A fin de que seré un usuario usual de la web.

    Muchas gracias lucro todo y espero poder colaborar en mi aporte.

  31. Nadie llevo mucho periodo usando Internet, quizá sea porque no sabía lo adecuado.

    Pero tengo que reconocer que páginas web como esta me hace sospechar muy bien. Mi nombre es
    %nombre_simple_masculino.dat% Y soy un pequeño
    pueblo de %provincias_espana.dat%, comparto numerosos gustos y distracciones
    con el resto de la gentío de este blog. Lo único que puedo decir
    existe en hora generosa por la calidad y el diseño
    que le habéis dado a mi página. Llevo altamente tiempo buscando escrutinio parecida y no
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    A fin de que seré un usuario frecuente de la web.

    Muchas gracias por todo y deseo poder colaborar en las siguientes lineas.

  32. No llevo mucho periodo usando Internet, quizá sea porque no sabía lo competente.

    Pero tengo que reconocer que páginas web como esta me hace notar muy bien. Esta nombre es %nombre_simple_masculino.dat% Y soy un pequeño
    pueblo de %provincias_espana.dat%, comparto numerosos gustos y
    entretenimientos con el resto de la gentío de este blog.

    Lo único que puedo decir es en hora buena por la
    pensamiento y el diseño que le habéis dado a esta página.
    Llevo altamente tiempo buscando averiguamiento parecida y no he
    dado con ella.

    A fin de que seré un usuario habitual de la web.

    Muchas gracias por todo y espero poder colaborar en mi aporte.

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