Iterating Fun - Simon Newstead

There’s an interesting trend bubbling up of extremely time limited offers in mobile games - let’s call them microsales.

In a microsale, there’s an offer - for example a deal on a virtual item,  currency or content (eg- access to a special dungeon).  This is presented with a very short countdown timer, typically 20 seconds or less.

The player is forced to make an explicit decision on the spot - take the offer now or let it pass with regret and uncertainty as to when or if it would return.

It’s an interesting entry in the monetization toolbox, and one that to me, makes sense:

A by Scott Swain, Richard Hanna and Lisa Abendroth (2006) examined 3 mechanisms (deal evaluations, anticipated regret, and urgency) that influence purchase intent, through the lens of time limited sales.  They concluded:

…shorter time limits create a greater sense of urgency thereby leading to higher purchase intentions…giving consumers more time leads only to more delay and, in effect, the shorter time limit causes the promotion to gain priority on consumers’ “to do” lists. However, caution is needed since… too short of a time limit can also increase perceptions of inconvenience, leading to lower deal evaluations and ultimately lower purchase intent.

On mobile the “inconvenience” factor I think is reduced - you’re already in a “limited time” frame of mind, and all it takes is a single tap on a button to take up the offer - especially when using virtual currency, not needing the interruption of IAP password entry.

That out of the way, all you need is a sufficient time for the deal to be evaluated, which is normally in the period of seconds, not minutes.  

Does that mean traditional 24 and 48 hour digital sales are on their way out?  I doubt it, but I suspect that we’ll see a lot more of microsales used in parallel in the future.

Have you used or seen a microsale lately? Would love your feedback.   or