Aggregate Intelligence has published a free eBook that explores the behavioral and pricing strategies behind successful ancillary sales in the airline industry. This eBook is written specifically for airline revenue and commercial teams looking to improve ancillary performance through more informed pricing and design.
📘 The Psychology of Buying Behaviors: Why Ancillary Products Work
By Kris Glabinski, VP Strategy, Aggregate Intelligence
What the eBook Covers
This eBook is written specifically for airline revenue and commercial teams looking to improve ancillary performance through more informed pricing and design.
Topics include:
- A structured approach to ancillary pricing
Based on four key factors: direct costs, customer-perceived value, reference prices, and strategic positioning. - Behavioral triggers that influence purchase decisions
Including perceived value, scarcity, anchoring, loss aversion, and decision fatigue—with examples drawn from real airline practices. - The dual role of OTAs
A discussion of how online travel agencies can both support and compete with airline ancillary offerings, and how strategies like NDC and bundling help navigate this landscape.
Who It’s For
This guide is for revenue managers, ancillary product leads, and commercial strategists who want to:
- Improve attach rates on optional services
- Design more compelling ancillary bundles
- Align pricing with customer behavior and expectations
- Maintain control over third-party distribution of ancillaries
Download the Free eBook
If your team is looking to refine its approach to ancillary revenue, this eBook provides a clear and useful framework supported by behavioral insights and airline examples.
