m01229, Flickr // CC BY 2.0
m01229, Flickr // CC BY 2.0

8 Psychological Tricks of Restaurant Menus

m01229, Flickr // CC BY 2.0
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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Zach Hyman, HBO
10 Bizarre Sesame Street Fan Theories
Zach Hyman, HBO
Zach Hyman, HBO

Sesame Street has been on the air for almost 50 years, but there’s still so much we don’t know about this beloved children’s show. What kind of bird is Big Bird? What’s the deal with Mr. Noodle? And how do you actually get to Sesame Street? Fans have filled in these gaps with frequently amusing—and sometimes bizarre—theories about how the cheerful neighborhood ticks. Read them at your own risk, because they’ll probably ruin the Count for you.

1. THE THEME SONG CONTAINS SECRET INSTRUCTIONS.

According to a Reddit theory, the Sesame Street theme song isn’t just catchy—it’s code. The lyrics spell out how to get to Sesame Street quite literally, giving listeners clues on how to access this fantasy land. It must be a sunny day (as the repeated line goes), you must bring a broom (“sweeping the clouds away”), and you have to give Oscar the Grouch the password (“everything’s a-ok”) to gain entrance. Make sure to memorize all the steps before you attempt.

2. SESAME STREET IS A REHAB CENTER FOR MONSTERS.

Sesame Street is populated with the stuff of nightmares. There’s a gigantic bird, a mean green guy who hides in the trash, and an actual vampire. These things should be scary, and some fans contend that they used to be. But then the creatures moved to Sesame Street, a rehabilitation area for formerly frightening monsters. In this community, monsters can’t roam outside the perimeters (“neighborhood”) as they recover. They must learn to educate children instead of eating them—and find a more harmless snack to fuel their hunger. Hence Cookie Monster’s fixation with baked goods.

3. BIG BIRD IS AN EXTINCT MOA.

Big Bird is a rare breed. He’s eight feet tall and while he can’t really fly, he can rollerskate. So what kind of bird is he? Big Bird’s species has been a matter of contention since Sesame Street began: Big Bird insists he’s a lark, while Oscar thinks he’s more of a homing pigeon. But there’s convincing evidence that Big Bird is an extinct moa. The moa were 10 species of flightless birds who lived in New Zealand. They had long necks and stout torsos, and reached up to 12 feet in height. Scientists claim they died off hundreds of years ago, but could one be living on Sesame Street? It makes sense, especially considering his best friend looks a lot like a woolly mammoth.

4. OSCAR’S TRASH CAN IS A TARDIS.

Oscar’s home doesn’t seem very big. But as The Adventures of Elmo in Grouchland revealed, his trash can holds much more than moldy banana peels. The Grouch has chandeliers and even an interdimensional portal down there! There’s only one logical explanation for this outrageously spacious trash can: It’s a Doctor Who-style TARDIS.

5. IT’S ALL A RIFF ON PLATO.

Dust off your copy of The Republic, because this is about to get philosophical. Plato has a famous allegory about a cave, one that explains enlightenment through actual sunlight. He describes a prisoner who steps out of the cave and into the sun, realizing his entire understanding of the world is wrong. When he returns to the cave to educate his fellow prisoners, they don’t believe him, because the information is too overwhelming and contradictory to what they know. The lesson is that education is a gradual learning process, one where pupils must move through the cave themselves, putting pieces together along the way. And what better guide is there than a merry kids’ show?

According to one Reddit theory, Sesame Street builds on Plato’s teachings by presenting a utopia where all kinds of creatures live together in harmony. There’s no racism or suffocating gender roles, just another sunny (see what they did there?) day in the neighborhood. Sesame Street shows the audience what an enlightened society looks like through simple songs and silly jokes, spoon-feeding Plato’s “cave dwellers” knowledge at an early age.

6. MR. NOODLE IS IN HELL.

Can a grown man really enjoy taking orders from a squeaky red puppet? And why does Mr. Noodle live outside a window in Elmo’s house anyway? According to this hilariously bleak theory, no, Mr. Noodle does not like dancing for Elmo, but he has to, because he’s in hell. Think about it: He’s seemingly trapped in a surreal place where he can’t talk, but he has to do whatever a fuzzy monster named Elmo says. Definitely sounds like hell.

7. ELMO IS ANIMAL’S SON.

Okay, so remember when Animal chases a shrieking woman out of the college auditorium in The Muppets Take Manhattan? (If you don't, see above.) One fan thinks Animal had a fling with this lady, which produced Elmo. While the two might have similar coloring, this theory completely ignores Elmo’s dad Louie, who appears in many Sesame Street episodes. But maybe Animal is a distant cousin.

8. COOKIE MONSTER HAS AN EATING DISORDER.

Cookie Monster loves to cram chocolate chip treats into his mouth. But as eagle-eyed viewers have observed, he doesn’t really eat the cookies so much as chew them into messy crumbs that fly in every direction. This could indicate Cookie Monster has a chewing and spitting eating disorder, meaning he doesn’t actually consume food—he just chews and spits it out. There’s a more detailed (and dark) diagnosis of Cookie Monster’s symptoms here.

9. THE COUNT EATS CHILDREN.

Can a vampire really get his kicks from counting to five? One of the craziest Sesame Street fan theories posits that the Count lures kids to their death with his number games. That’s why the cast of children on Sesame Street changes so frequently—the Count eats them all after teaching them to add. The adult cast, meanwhile, stays pretty much the same, implying the grown-ups are either under a vampiric spell or looking the other way as the Count does his thing.

10. THE COUNT IS ALSO A PIMP.

Alright, this is just a Dave Chappelle joke. But the Count does have a cape.

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iStock
A New App Interprets Sign Language for the Amazon Echo
iStock
iStock

The convenience of the Amazon Echo smart speaker only goes so far. Without any sort of visual interface, the voice-activated home assistant isn't very useful for deaf people—Alexa only understands three languages, none of which are American Sign Language. But Fast Company reports that one programmer has invented an ingenious system that allows the Echo to communicate visually.

Abhishek Singh's new artificial intelligence app acts as an interpreter between deaf people and Alexa. For it to work, users must sign at a web cam that's connected to a computer. The app translates the ASL signs from the webcam into text and reads it aloud for Alexa to hear. When Alexa talks back, the app generates a text version of the response for the user to read.

Singh had to teach his system ASL himself by signing various words at his web cam repeatedly. Working within the machine-learning platform Tensorflow, the AI program eventually collected enough data to recognize the meaning of certain gestures automatically.

While Amazon does have two smart home devices with screens—the Echo Show and Echo Spot—for now, Singh's app is one of the best options out there for signers using voice assistants that don't have visual components. He plans to make the code open-source and share his full methodology in order to make it accessible to as many people as possible.

Watch his demo in the video below.

[h/t Fast Company]

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