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8 Psychological Tricks of Restaurant Menus

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m01229, Flickr // CC BY 2.0

A restaurant’s menu is more than just a random list of dishes. It has likely been strategically tailored at the hands of a menu engineer or consultant to ensure it's on-brand, easy to read, and most importantly, profitable. Here are a few ways restaurants use their menus to influence what you’re having for dinner.

1. THEY LIMIT YOUR OPTIONS. 

The best menus account for the psychological theory known as the “paradox of choice,” which says that the more options we have, the more anxiety we feel. The golden number? Seven options per food category, tops (seven appetizers, seven entrees, etc.). “When we include over seven items, a guest will be overwhelmed and confused, and when they get confused they’ll typically default to an item they’ve had before,” says menu engineer Gregg Rapp. No shame in sticking with what you know, but a well-designed menu might entice you to try something a bit different (and a bit more expensive).

Some restaurants have lost sight of this rule. For example, McDonald’s initially served just a few items but now offers more than 140. Yet the chain's revenue fell by 11 percent in the first quarter of 2015. “As we complicate menus, what we’re actually doing is tormenting the guest,” says restaurant consultant Aaron Allen. “When the guest leaves they feel less satiated, and part of it comes down to a perception that they might have made the wrong choice.” If you leave with a bad taste in your mouth, you’re less likely to come back. And in an industry where repeat customers account for about 70 percent of sales, getting diners to return is the ultimate goal. 

2. THEY ADD PHOTOS.

Including a nice-looking picture alongside a food item increases sales by 30 percent, according to Rapp.  

In one Iowa State University study, researchers tested a digital display of a salad on kids at a YMCA camp. Campers who saw the salad photo were up to 70 percent more likely to order a salad for lunch. “You respond to the image on the display like you would respond to a plate in front of you,” said Brian Mennecke, an associate professor of information systems. “If you’re hungry you respond by saying, ‘I’ll have what’s in that picture.’” This effect is even more powerful when it comes to digital signs that move or rotate, which fast food restaurants are beginning to implement. “The more vivid the image, in terms of movement, color and accuracy of representation, the more realistic, the more it’s going to stimulate your response to it,” Mennecke said. 

Of course, you can have too much of a good thing. “If you crowd too many photos, it starts to cheapen the perception of the food,” Allen says. “The more items that are photographed on the menu, the guest perception is of a lower quality.” Most high-end restaurants avoid photos to maintain a perceived level of fanciness. 

3. THEY MANIPULATE PRICES.

One way to encourage you to spend more money is by making price tags as inconspicuous as possible. “We get rid of dollar signs because that’s a pain point,” says Allen. “They remind people they’re spending money.” Instead of $12.00 for that club sandwich, you’re likely to see it listed as 12.00, or even just 12. One Cornell University study found that written-out prices (“twelve dollars”) also encourage guests to spend more. “Your pricing format will set the tone of the restaurant,” says Rapp. “So $9.95 I’ve found is a friendlier price than a $10, which has attitude to it.” 

Dotted lines leading from the menu item to its price are a cardinal sin of menu design. “That menu was introduced before modern typesetting,” says Allen. “It was a way of keeping the page looking properly formatted, but what happens is the guest reads down the right side of the menu and then looks to the left to see what the lower price point can afford them.” The solution? “Nested” pricing, or listing the price discretely after the meal description in the same size font, so your eyes just glide right over it. 

4. THEY USE EXPENSIVE DECOYS. 

On menus, perspective is everything. One trick is to include an incredibly expensive item near the top of the menu, which makes everything else seem reasonably priced. Your server never expects you to actually order that $300 lobster, but it sure makes the $70 steak look positively thrifty, doesn’t it?

Slightly more expensive items (so long as they still fall within the boundaries of what the customer is willing to pay) also suggest the food is of higher quality. This pricing structure can literally make customers feel more satisfied when they leave. For example, one study gave participants an $8 buffet or a $4 buffet. While the food was exactly the same, the $8 buffet was rated as tastier.

5. THEY PLAY WITH YOUR EYES. 

Just like supermarkets put profitable items at eye level, restaurants design their menus to make the most of your gaze. The upper right corner is prime real estate, Rapp explains. “The upper right is where a person will go on a blank sheet of paper or in a magazine,” he says. That’s where the most profitable items usually go. “Then we build the appetizers on the upper left and salads underneath that. You want to keep the menu flowing well.”  

Another trick is to create space around high-profit items by putting them in boxes or otherwise separating them from the rest of the options. “When you put in a pocket of negative space, you pull the eye there,” writes Allen. “Putting negative space around an item can call attention to it and help you sell it.” 

6. THEY UTILIZE COLORS.

According to Allen, different colors help conjure feelings and “motivate” behavior. Blue is a very soothing color, so often times it is used to create a calming effect,” he says. And have you ever noticed the number of restaurants that utilize red and yellow in their branding? Conclusive evidence on how color affects our mood is hard to find, but one review suggests that red stimulates the appetite, while yellow draws in our attention. “The two combined are the best food coloring pairings,” Allen says.

7. THEY USE FANCY LANGUAGE.

Longer, more detailed descriptions sell more food. Nearly 30 percent more, according to one Cornell study. “The more copy you write on the menu item, the less it costs in a customer’s mind because you’re giving them more for their money,” explains Rapp. So plain old “chocolate pudding” becomes “satin chocolate pudding.” Customers also rated the more thoroughly described food as tasting better. 

“People taste what you tell them they’re tasting,” Rapp says. Consider this: In another study, researchers presented two different groups with the same red wine but with different labels. One label said North Dakota (do they even make wine there?), the other said California. In taste tests, the “California” wine squarely defeated the “North Dakota” wine even though both groups' glasses were filled with “Two-Buck Chuck”. Also, “those who believed they had been drinking California wine ate 12% more of their meal than those who instead believed they drank North Dakota wine.” 

Adjectives like “line-caught,” “farm-raised,” or “locally-sourced” are big turn-ons for customers. “These things all help increase perception of quality of the item,” Allen says. This verbiage is so effective that many states have “Truth in Menu” laws designed to prevent restaurants from lying about things like how a piece of meat was raised or where it originated.  

8. THEY MAKE YOU FEEL NOSTALGIC.

We all have that one meal that takes us back to childhood. Restaurants know this tendency, and they use it to their advantage. “Alluding to past time periods can trigger happy memories of family, tradition, and nationalism,” one study says. “Customers sometimes like the feeling of tasting something wholesome and traditional because ‘They sure don’t make ‘em like they used to.’” Keep that in mind the next time you’re tempted to order “Grandma’s Chicken Soup."

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15 Must-Watch Facts About The Ring
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DreamWorks

An urban legend about a videotape that kills its viewers seven days after they see it turns out to be true. To her increasing horror, reporter Rachel Keller (then-newcomer Naomi Watts) discovers this after her niece is one of four teenage victims, and is in a race against the clock to uncover the mystery behind the girl in the video before her and her son’s time is up.

Released 15 years ago, on October 18, 2002, The Ring began a trend of both remaking Japanese horror films in a big way, and giving you nightmares about creepy creatures crawling out of your television. Here are some facts about the film that you can feel free to pass along to anybody, guilt-free.

1. DREAMWORKS BOUGHT THE AMERICAN RIGHTS TO RINGU FOR $1 MILLION.

There were conflicting stories over how executive producer Roy Lee came to see the 1998 Japanese horror film Ringu, Hideo Nakata's adaptation of the 1991 novel Ring by Kôji Suzuki. Lee said two different friends gave him a copy of Ringu in January 2001, which he loved and immediately gave to DreamWorks executive Mark Sourian, who agreed to purchase the rights. But Lee’s close friend Mike Macari worked at Fine Line Features, which had an American remake of Ringu in development before January 2001. Macari said he showed Lee Ringu much earlier. Macari and Lee were both listed as executive producers for The Ring.

2. THE DIRECTOR FIRST SAW RINGU ON A POOR QUALITY VHS TAPE, WHICH ADDED TO ITS CREEPINESS.

Gore Verbinski had previously directed MouseHunt. He said the first time he "watched the original Ringu was on a VHS tape that was probably seven generations down. It was really poor quality, but actually that added to the mystique, especially when I realized that this was a movie about a videotape." Naomi Watts struggled to find a VHS copy of Ringu while shooting in the south of Wales. When she finally got a hold of one she watched it on a very small TV alone in her hotel room. "I remember being pretty freaked out," Watts said. "I just saw it the once, and that was enough to get me excited about doing it."

3. THE RING AND RINGU ARE ABOUT 50 PERCENT DIFFERENT.

Naomi Watts in 'The Ring'
© 2002 - DreamWorks LLC - All Rights Reserved

Verbinski estimated that, for the American version, they "changed up to 50 percent of it. The basic premise is intact, the story is intact, the ghost story, the story of Samara, the child." Storylines involving the characters having ESP, a volcano, “dream logic,” and references to “brine and goblins” were taken out.

4. IT RAINED ALMOST EVERY DAY WHEN THEY FILMED IN THE STATE OF WASHINGTON.

The weather added to the “atmosphere of dread,” according to the film's production notes. Verbinski said the setting allowed them to create an “overcast mood” of dampness and isolation.

5. THE PRODUCTION DESIGNER WAS INFLUENCED BY ANDREW WYETH.

Artist Andrew Wyeth tended to use muted, somber earth tones in his work. "In Wyeth's work, the trees are always dormant, and the colors are muted earth tones," explained production designer Tom Duffield. "It's greys, it's browns, it's somber colors; it's ripped fabrics in the windows. His work has a haunting flavor that I felt would add to the mystique of this movie, so I latched on to it."

6. THERE WERE RINGS EVERYWHERE.

The carpeting and wallpaper patterns, the circular kitchen knobs, the doctor’s sweater design, Rachel’s apartment number, and more were purposely designed with the film's title in mind.

7. WATTS AND MARTIN HENDERSON HAD A FRIENDLY INTERNATIONAL RIVALRY.

Martin Henderson and Naomi Watts star in 'The Ring' (1992)
© 2002 - DreamWorks LLC - All Rights Reserved

The New Zealand-born Henderson played Noah, Rachel’s ex-husband. Since Watts is from Australia, Henderson said that, "Between takes, we'd joke around with each other's accents and play into the whole New Zealand-Australia rivalry."

8. THE TWO WEREN’T SURE IF THE MOVIE WAS GOING TO BE SCARY ENOUGH.

After shooting some of the scenes, and not having the benefit of seeing what they'd look like once any special effects were added, Henderson and Watts worried that the final result would not be scary enough. "There were moments when Naomi and I would look at each other and say, 'This is embarrassing, people are going to laugh,'" Henderson told the BBC." You just hope that somebody makes it scary or you're going to look like an idiot!"

9. CHRIS COOPER WAS CUT FROM THE MOVIE.

Cooper played a child murderer in two scenes which were initially meant to bookend the film. He unconvincingly claimed to Rachel that he found God in the beginning, and in the end she gave him the cursed tape. Audiences at test screenings were distracted that an actor they recognized disappears for most of the film, so he was cut out entirely.

10. THEY TRIED TO GET RID OF ALL OF THE SHADOWS.

Verbinski and cinematographer Bojan Bazelli used the lack of sunlight in Washington to remove the characters’ shadows. The two wanted to keep the characters feeling as if “they’re floating a little bit, in space.”

11. THE TREE WAS NICKNAMED "LUCILLE."

The red Japanese maple tree in the cursed video was named after the famous redheaded actress Lucille Ball. The tree was fake, built out of steel tubing and plaster. The Washington wind blew it over three different times. The night they put up the tree in Los Angeles, the wind blew at 60 miles per hour and knocked Lucille over yet again. "It was very strange," said Duffield.

12. MOESKO ISLAND IS A FUNCTIONING LIGHTHOUSE.

Moesko Island Lighthouse is Yaquina Head Lighthouse, at the mouth of the Yaquina River, a mile west of Agate Beach, Oregon. The website Rachel checks, MoeskoIslandLighthouse.com, used to actually exist as a one-page website, which gave general information on the fictional place. You can read it here.

13. A WEBSITE WAS CREATED BY DREAMWORKS TO PROMOTE THE MOVIE AND ADD TO ITS MYTHOLOGY.

Before and during the theatrical release, if you logged into AnOpenLetter.com, you could read a message in white lettering against a black background warning about what happens if you watch the cursed video (you can read it here). By November 24, 2002, it was a standard official website made for the movie, set up by DreamWorks.

14. VERBINSKI DIDN’T HAVE FUN DIRECTING THE MOVIE.

“It’s no fun making a horror film," admitted Verbinski. "You get into some darker areas of the brain and after a while everything becomes a bit depressing.”

15. DAVEIGH CHASE SCARED HERSELF.

Daveigh Chase in 'The Ring'
© 2002 - DreamWorks LLC - All Rights Reserved

When Daveigh Chase, who played Samara, saw The Ring in theaters, she had to cover her eyes out of fear—of herself. Some people she met after the movie came out were also afraid of her.

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European Space Agency Releases First High-Res Land Cover Map of Africa
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Land Cover CCI, ESA

This isn’t just any image of Africa. It represents the first of its kind: a high-resolution map of the different types of land cover that are found on the continent, released by The European Space Agency, as Travel + Leisure reports.

Land cover maps depict the different physical materials that cover the Earth, whether that material is vegetation, wetlands, concrete, or sand. They can be used to track the growth of cities, assess flooding, keep tabs on environmental issues like deforestation or desertification, and more.

The newly released land cover map of Africa shows the continent at an extremely detailed resolution. Each pixel represents just 65.6 feet (20 meters) on the ground. It’s designed to help researchers model the extent of climate change across Africa, study biodiversity and natural resources, and see how land use is changing, among other applications.

Developed as part of the Climate Change Initiative (CCI) Land Cover project, the space agency gathered a full year’s worth of data from its Sentinel-2A satellite to create the map. In total, the image is made from 90 terabytes of data—180,000 images—taken between December 2015 and December 2016.

The map is so large and detailed that the space agency created its own online viewer for it. You can dive further into the image here.

And keep watch: A better map might be close at hand. In March, the ESA launched the Sentinal-2B satellite, which it says will make a global map at a 32.8 feet-per-pixel (10 meters) resolution possible.

[h/t Travel + Leisure]

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