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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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entertainment
5 Things We Know About Stranger Things Season 2
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Netflix

Stranger Things seemed to come out of nowhere to become one of television's standout new series in 2016. Netflix's sometimes scary, sometimes funny, and always exciting homage to '80s pop culture was a binge-worthy phenomenon when it debuted in July 2016. Of course, the streaming giant wasn't going to wait long to bring more Stranger Things to audiences, and a second season was announced a little over a month after its debut—and Netflix just announced that we'll be getting it a few days earlier than expected. Here are five key things we know about the show's sophomore season, which kicks off on October 27.

1. WE'LL BE GETTING EVEN MORE EPISODES.

The first season of Stranger Things consisted of eight hour-long episodes, which proved to be a solid length for the story Matt and Ross Duffer wanted to tell. While season two won't increase in length dramatically, we will be getting at least one extra hour when the show returns in 2017 with nine episodes. Not much is known about any of these episodes, but we do know the titles:

"Madmax"
"The Boy Who Came Back To Life"
"The Pumpkin Patch"
"The Palace"
"The Storm"
"The Pollywog"
"The Secret Cabin"
"The Brain"
"The Lost Brother"

There's a lot of speculation about what each title means and, as usual with Stranger Things, there's probably a reason for each one.

2. THE KIDS ARE RETURNING (INCLUDING ELEVEN).

Stranger Things fans should gear up for plenty of new developments in season two, but that doesn't mean your favorite characters aren't returning. A November 4 photo sent out by the show's Twitter account revealed most of the kids from the first season will be back in 2017, including the enigmatic Eleven, played by Millie Bobby Brown (the #elevenisback hashtag used by series regular Finn Wolfhard should really drive the point home):

3. THE SHOW'S 1984 SETTING WILL LEAD TO A DARKER TONE.

A year will have passed between the first and second seasons of the show, allowing the Duffer brothers to catch up with a familiar cast of characters that has matured since we last saw them. With the story taking place in 1984, the brothers are looking at the pop culture zeitgeist at the time for inspiration—most notably the darker tone of blockbusters like Gremlins and Indiana Jones and the Temple of Doom.

"I actually really love Temple of Doom, I love that it gets a little darker and weirder from Raiders, I like that it feels very different than Raiders did," Matt Duffer told IGN. "Even though it was probably slammed at the time—obviously now people look back on it fondly, but it messed up a lot of kids, and I love that about that film—that it really traumatized some children. Not saying that we want to traumatize children, just that we want to get a little darker and weirder."

4. IT'S NOT SO MUCH A CONTINUATION AS IT IS A SEQUEL.

When you watch something like The Americans season two, it's almost impossible to catch on unless you've seen the previous episodes. Stranger Things season two will differ from the modern TV approach by being more of a sequel than a continuation of the first year. That means a more self-contained plot that doesn't leave viewers hanging at the end of nine episodes.

"There are lingering questions, but the idea with Season 2 is there's a new tension and the goal is can the characters resolve that tension by the end," Ross Duffer told IGN. "So it's going to be its own sort of complete little movie, very much in the way that Season 1 is."

Don't worry about the two seasons of Stranger Things being too similar or too different from the original, though, because when speaking with Entertainment Weekly about the influences on the show, Matt Duffer said, "I guess a lot of this is James Cameron. But he’s brilliant. And I think one of the reasons his sequels are as successful as they are is he makes them feel very different without losing what we loved about the original. So I think we kinda looked to him and what he does and tried to capture a little bit of the magic of his work.”

5. THE PREMIERE WILL TRAVEL OUTSIDE OF HAWKINS.

Everything about the new Stranger Things episodes will be kept secret until they finally debut later this year, but we do know one thing about the premiere: It won't take place entirely in the familiar town of Hawkins, Indiana. “We will venture a little bit outside of Hawkins,” Matt Duffer told Entertainment Weekly. “I will say the opening scene [of the premiere] does not take place in Hawkins.”

So, should we take "a little bit outside" as literally as it sounds? You certainly can, but in that same interview, the brothers also said they're both eager to explore the Upside Down, the alternate dimension from the first season. Whether the season kicks off just a few miles away, or a few worlds away, you'll get your answer when Stranger Things's second season debuts next month.

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Food
The Gooey History of the Fluffernutter Sandwich

Open any pantry in New England and chances are you’ll find at least one jar of Marshmallow Fluff. Not just any old marshmallow crème, but Fluff; the one manufactured by Durkee-Mower of Lynn, Massachusetts since 1920, and the preferred brand of the northeast. With its familiar red lid and classic blue label, it's long been a favorite guilty pleasure and a kitchen staple beloved throughout the region.

This gooey, spreadable, marshmallow-infused confection is used in countless recipes and found in a variety of baked goods—from whoopie pies and Rice Krispies Treats to chocolate fudge and beyond. And in the beyond lies perhaps the most treasured concoction of all: the Fluffernutter sandwich—a classic New England treat made with white bread, peanut butter, and, you guessed it, Fluff. No jelly required. Or wanted.

There are several claims to the origin of the sandwich. The first begins with Revolutionary War hero Paul Revere—or, not Paul exactly, but his great-great-great-grandchildren Emma and Amory Curtis of Melrose, Massachusetts. Both siblings were highly intelligent and forward-thinkers, and Amory was even accepted into MIT. But when the family couldn’t afford to send him, he founded a Boston-based company in the 1890s that specialized in soda fountain equipment.

He sold the business in 1901 and used the proceeds to buy the entire east side of Crystal Street in Melrose. Soon after he built a house and, in his basement, he created a marshmallow spread known as Snowflake Marshmallow Crème (later called SMAC), which actually predated Fluff. By the early 1910s, the Curtis Marshmallow Factory was established and Snowflake became the first commercially successful shelf-stable marshmallow crème.

Although other companies were manufacturing similar products, it was Emma who set the Curtis brand apart from the rest. She had a knack for marketing and thought up many different ways to popularize their marshmallow crème, including the creation of one-of-a-kind recipes, like sandwiches that featured nuts and marshmallow crème. She shared her culinary gems in a weekly newspaper column and radio show. By 1915, Snowflake was selling nationwide.

During World War I, when Americans were urged to sacrifice meat one day a week, Emma published a recipe for a peanut butter and marshmallow crème sandwich. She named her creation the "Liberty Sandwich," as a person could still obtain his or her daily nutrients while simultaneously supporting the wartime cause. Some have pointed to Emma’s 1918 published recipe as the earliest known example of a Fluffernutter, but the earliest recipe mental_floss can find comes from three years prior. In 1915, the confectioners trade journal Candy and Ice Cream published a list of lunch offerings that candy shops could advertise beyond hot soup. One of them was the "Mallonut Sandwich," which involved peanut butter and "marshmallow whip or mallo topping," spread on lightly toasted whole wheat bread.

Another origin story comes from Somerville, Massachusetts, home to entrepreneur Archibald Query. Query began making his own version of marshmallow crème and selling it door-to-door in 1917. Due to sugar shortages during World War I, his business began to fail. Query quickly sold the rights to his recipe to candy makers H. Allen Durkee and Fred Mower in 1920. The cost? A modest $500 for what would go on to become the Marshmallow Fluff empire.

Although the business partners promoted the sandwich treat early in the company’s history, the delicious snack wasn’t officially called the Fluffernutter until the 1960s, when Durkee-Mower hired a PR firm to help them market the sandwich, which resulted in a particularly catchy jingle explaining the recipe.

So who owns the bragging rights? While some anonymous candy shop owner was likely the first to actually put the two together, Emma Curtis created the early precursors and brought the concept to a national audience, and Durkee-Mower added the now-ubiquitous crème and catchy name. And the Fluffernutter has never lost its popularity.

In 2006, the Massachusetts state legislature spent a full week deliberating over whether or not the Fluffernutter should be named the official state sandwich. On one side, some argued that marshmallow crème and peanut butter added to the epidemic of childhood obesity. The history-bound fanatics that stood against them contended that the Fluffernutter was a proud culinary legacy. One state representative even proclaimed, "I’m going to fight to the death for Fluff." True dedication, but the bill has been stalled for more than a decade despite several revivals and subsequent petitions from loyal fans.

But Fluff lovers needn’t despair. There’s a National Fluffernutter Day (October 8) for hardcore fans, and the town of Somerville, Massachusetts still celebrates its Fluff pride with an annual What the Fluff? festival.

"Everyone feels like Fluff is part of their childhood," said self-proclaimed Fluff expert and the festival's executive director, Mimi Graney, in an interview with Boston Magazine. "Whether born in the 1940s or '50s, or '60s, or later—everyone feels nostalgic for Fluff. I think New Englanders in general have a particular fondness for it."

Today, the Fluffernutter sandwich is as much of a part of New England cuisine as baked beans or blueberry pie. While some people live and die by the traditional combination, the sandwich now comes in all shapes and sizes, with the addition of salty and savory toppings as a favorite twist. Wheat bread is as popular as white, and many like to grill their sandwiches for a touch of bistro flair. But don't ask a New Englander to swap out their favorite brand of marshmallow crème. That’s just asking too Fluffing much.

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