The Web Site Knows How To Negotiate!

BMW has a Web site that lets you estimate your payments if you want to lease or buy a new BMW to show your other developer friends that you’re not afraid to be Euro-elite. However, the application has a rather distinct negotiating style. If you select the same parameters in Option 2 as you selected in Option 1, the monthly payment can be higher:

Ask a third time, and you won't be able to afford it.
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Perhaps BMW builds its Web site like it teaches its salespeople to negotiate. Take the first offer, because the second will be worse.

As I am only a highly paid Quality Assurance professional and not a highly paid devigod, I can only assume that it has something to do with the fact that I’ve entered trade-in information into the edit boxes at the top of the form, and then further surmise that only the first option form at the bottom uses them in its calculations for the bottom line and that the Option 2 and Option 3 items are not.

But that’s only the application of science and experimentation to the form, not the magic that the pretty boys and girls bring to the project.

(Thanks to reader gimlet for the pointer, and for the idle speculation as to why he’s pricing BMWs.)

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