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How Stores Try to Manipulate Your Senses to Sell You Stuff
Рет қаралды 117,429
Күн бұрынFor those of you looking to go out and actually do your holiday shopping in a store, you might want to be wary of the tricks businesses may use to encourage more spending.
Hosted by: Hank Green
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Sources:
www.emerald.com/insight/conte...
link.springer.com/chapter/10....
doi.org/10.1002/mar.4220070204
www.jstor.org/stable/1251706
www.dpi-proceedings.com/index....
//www.sciencedirect.com/science/article/abs/pii/S002243591500055X
www.sciencedirect.com/science...
www.researchgate.net/profile/...
www.researchgate.net/publicat...
papers.ssrn.com/sol3/papers.c...
www.sciencedirect.com/science...
www.jstor.org/stable/1251931
www.researchgate.net/publicat...
link.springer.com/article/10....
www.tandfonline.com/doi/abs/1...
onlinelibrary.wiley.com/doi/a...
@PaleGhost69 4 жыл бұрын
Their tricks don't work on me! _I don't have any money._
@beskamir5977 4 жыл бұрын
I just never go to stores without a clear idea of what I'm getting so those tricks can't work for me either.
@sophierobinson2738 4 жыл бұрын
PaleGhost69 me, either. and i hate shopping.
@SaraGold 4 жыл бұрын
Tricks don’t work on me because going to the store makes me want to curl up in a corner and cry
@the_hanged_clown 4 жыл бұрын
joke's on you, they'll still happily gobble up any information you let them
@mireillelebeau2513 4 жыл бұрын
Their tricks did work on me! I don't have any money
@danielm.1441 4 жыл бұрын
There *is* a perfect store-wide smell - freshly baked bread. The context is irrelevant... Clothes store - freshly baked bread Garden Centre - freshly baked bread Hardware store - freshly baked bread Electronics store - freshly baked bread Undertakers - freshly baked bread
@hyperchick4973 4 жыл бұрын
LMAO!!!! 😂😂😂
@DianeOBCD 4 жыл бұрын
Yum
@VK2GPU 4 жыл бұрын
Nah, WD-40!
@jauxro 4 жыл бұрын
This is absolutely true, I always want bread
@YurinanAcquiline 4 жыл бұрын
Freshly baked bread at the undertakers' ? Are they baking bread where they cremate people?
@jhangelgurl 4 жыл бұрын
As an early 00's teen I couldn't help, but laugh at the Abercrombie bit. Does anyone remember Hollister was so dark you needed a flash light to see anything?!
@AmberAmber 4 жыл бұрын
I refused to enter cos it was kinda scary😂
@theresebrandser 4 жыл бұрын
I’ve never been in Abercrombie because the scent was so strong. So, didn’t work on me. Strong scents of any kind give me a migraine :P
@AmberAmber 4 жыл бұрын
@@theresebrandser Oooh I'm so sorry about that - especially as I relate!! 💔
@artcurious807 4 жыл бұрын
Hank: “Luckily for us manipulating human brains is tricky stuff.” Apple, Disney, CIA: hold my beer
@Arthiem 4 жыл бұрын
I went to a local grocery store that played metal on the intercom. it was awesome.
@phoule76 4 жыл бұрын
I bought a used CD once full of Christmas music entitled "Play This And They Will Buy", obviously intented for stores to play during the holidays.
@NewMessage 4 жыл бұрын
I don't like that 'New Credit Card Bill Smell', though.
@1MarkKeller 4 жыл бұрын
Even worse is that, "Old Credit Card Bill Smell"
@malavoy1 4 жыл бұрын
Just spend a couple of grand on it and it'll lose that odor in no time. ;P
@ninjanerdstudent6937 4 жыл бұрын
I don’t do frivolous shopping in malls. I only do intentional shopping. I haven’t been to a mall in several years. I’m frugal, and I have will power.
@mojosbigsticks 4 жыл бұрын
Then there's Lush, that can't help smelling of...Lush!
@ranimeRAT 4 жыл бұрын
I don't mind the smell, but I feel mobbed by the sellers every time I walk in. The Body Shop is a lot more relaxed.
@KillsAllHumanity 4 жыл бұрын
Some tricks i know from working at a grocery store: -the floral, produce, and bakery section are located at the store's entrance to impress upon shoppers that the goods they are getting are fresh -eye level is huge in buying so typically more expensive name brand items are located at eye level, whereas store brands are closer to the floor, and higher quality goods are typically on the top shelf. The same is also true for alcohol -some brands have deals to market together on endcaps, where buyers are more likely to impulse grab higher priced items such as tostitos chips and salsa rather than go to the chip aisle to find cheaper derivatives -bundle deals such as 10 for $10 or 3 for $12 create the appearance of scarcity while encouraging consumers to buy more than they typically would, when in fact these sales cycle thru every couple of weeks
@candice_ecidnac 4 жыл бұрын
Re: bundle deals, they also tend to go the other way, though, too. ShopRite near me often has bundles like 10/$10, but the fine print says "must buy 10 to get this price" so I'll often not buy the item because I don't want (or can't fit) 10 of that thing in my house. It may be cheap right then, but there's a reason I don't shop in bulk. So sometimes that bit of manipulation can work against them.
@MsSilentH 4 жыл бұрын
ooof yea, also HAVE to mention specifically, putting oranges in those orange-netted bags, now THAT makes me super angry. I can't tell you how many times I ended up buying crappy oranges simply because the bag was orange but the product turned out to be super yellow and not ripe, and it's so hard to be able to make a proper choice when you can't see past the orange bag... X_X also sometimes those items they want you to think is "on sale" but its just the regular price but it's got a red sticker on it with the price.
@personaslates 4 жыл бұрын
Jokes on them, i never leave my house.
@tiaxanderson9725 4 жыл бұрын
"Wait stores have music?" - me just exiting a store while watching and listening to this video
@ersatzlord 4 жыл бұрын
When I smell Cinnabon in a mall, it’s always a battle to not buy any.
@candice_ecidnac 4 жыл бұрын
Cinnabon actually bakes empty pans full of cinnamon just to keep the scent fresh throughout the store so people will come in and buy some, even if they don't have fresh rolls.
@ReptarsaurusRex 4 жыл бұрын
I cannot shop in Home Goods/TJ MAXX because the lights are way too bright, it often smells like hundreds of different scented candles, the people are always getting in my way, and the workers are often unhappy. I hate that store.
@BrainsApplied 4 жыл бұрын
*Is there a reason why the lighting at the changing rooms is so bad?* Or is this just bad design?
@JohnDoe-xx8yw 4 жыл бұрын
My guess would be that people tend to look better in lower lighting if I recall correctly, so they're trying to make you think you look better wearing those clothes than you normally would. That's only a guess, though
@GoodxLad 4 жыл бұрын
@@JohnDoe-xx8yw I've heard the opposite about lighting.
@vaelophisnyx9873 4 жыл бұрын
@@GoodxLad they do definitely use special mirrors in the rooms that have them. There's a specific brand you can look into that they all buy
@rewer 4 жыл бұрын
In my country, the changing room tends to have white bright light ... Showing everything so clear ... Sometimes it makes me feels bad about my body ... Lol
@ergrainger9195 4 жыл бұрын
Like how Target's changing room mirrors are slightly warped to make shoppers look slimmer when they try the clothes on.
@sd4dfg2 4 жыл бұрын
How many of those studies have been replicated?
@AmberAmber 4 жыл бұрын
Insofar as earlier studies re: consumerism & environment? These sorts of studies have been done since the first stores opened (obviously so long as the idea of first studying shopping influences had also ‐ simultaneously ‐ become a part of psyc/socio curiosity & hence, studies). Those earlier studies were replicated & peer-reviewed ad nauseam • & most - as time passed - were verrry well-funded, as the stores, restaurants, etc... (when such places became fiscal giants & even corporate) were they themselves funding the studies. XO
@DontTrippMe 4 жыл бұрын
Grocery stores around here tend to play songs from the 80s-00s during the week midday, while on evenings and weekends they play more pop/modern songs. Very interesting! I guess they're targeting stay at home soccer moms during the day.
@kujmous 4 жыл бұрын
Chocolate World, in Hershey, PA, is an attraction loaded with chocolate products and other merchandise. They vent a chocolate smell into the air as well as having several confectionary counters all over the place. The place is a mad house on weekends leading up to the holidays.
@daevranni6546 4 жыл бұрын
I could rant about this for a week, but... It's becoming harder and harder to move through the city due to these tactics. For me, they are not subtle at all, instead, it's like being slapped in the face over and over for as long as I am out among people. In addition to the things mentioned here comes the ever present screens of commercials and the huge posters. I used to be able to walk about with my eyes fixed on the ground when it got too much, but guess what. Now they've started putting posters on the floors as well. Sometimes it's absolute hell, and all so they can sell 2% more, or 7% more.
@AifDaimon 4 жыл бұрын
And this video, JUST BEFORE Black Friday is upon us.. Coincidence??? I think not
@christelheadington1136 4 жыл бұрын
The only thing set by Black Friday is survival mode.
@AifDaimon 4 жыл бұрын
@@christelheadington1136 haha, I second that
@lucidexistance1 4 жыл бұрын
I've been going to the grocery store and leaving before I finish my shopping for some reason a lot the past couple years for some reason. I wonder if they are going overboard or something. :P I go in and don't even want what I went there for once I enter.
@mellaberry6353 4 жыл бұрын
Doors open for black friday, boss music blasts though the speakers at full volume, its go time
@jadeauburn9220 4 жыл бұрын
Using scents in stores is really bad for people with allergies and asthma etc. :( I really wish these things were taken seriously. We buy stuff too!
@hannah-nv2lv 4 жыл бұрын
Thank you for making this video. I'll use those techniques when I own a mall someday.
@angelapotter8084 3 жыл бұрын
I live in a college town, and my local WalMart plays some bumping alternative music and it makes me sooooooooo happy every time I go there.
@WarpedBlinds 4 жыл бұрын
I feel like these tricks only work on people who feel they can trust the store. Luckily I don't trust no one so these tricks rarely work on me.
@Vanyx1000 4 жыл бұрын
I feel like this mostly applies to people who make spontaneous purchases
@AnonymousFreakYT 4 жыл бұрын
part of it is INSTIGATING spontaneous purchases, though.
@7788Sambaboy 4 жыл бұрын
how did you arrive at this feeling? Guessing? Almost all purchases are spontaneous are they not?
@donfields1234 4 жыл бұрын
Only to the easily led, and unfortunately there are plenty of sheeple, just look at the govt, and the "president" YUCK
@AmberAmber 4 жыл бұрын
Or can afford spontaneity. I'm for once glad I'm sort of a hermit 😂
@AmberAmber 4 жыл бұрын
@@donfields1234 Ewwww, right!!?? XO
@catherine_404 4 жыл бұрын
There are at least two popular clothes chains which sell clothes I like, but one of them I visit more rarely than I'd like, and the other I avoid (or I enter and immediately exit) bc both of them have their special smell, and the second one uses it so much, that I feel I'm suffocating when I'm inside, it just overpowers me, and I feel nauseous. It's a powdery cosmetic smell, and it would even be actually appealing, if it was just faint and almost not present.
@shelbymunro8941 3 жыл бұрын
There have been many times that I was in a grocery store where I live. There were times that I was about to walk out and than a song by The Kinks would start playing over the speaker and that would lure me into looking around for a few more minutes and I'd always end up buying something. It's like they had a radar that detected my movements.
@superdau 4 жыл бұрын
I hate the music in stores so much that I hardly go shopping at all (except for groceries).
@jessiemayfield6749 4 жыл бұрын
I love this! I legit wear headphones with meditation tunes while shopping so I don’t spend so much😊
@timmytwister6397 4 жыл бұрын
Product placement is another top strategy. Between eye & waist level is best. As well as location within the store. I used to work in a store - if something wasn’t selling, just shift it’s location and give it a little more prominence. Bam! Sold.
@cathyb1273 4 жыл бұрын
Music in stores and restaurants annoyed me more than anything.
@autumnavalanche1097 4 жыл бұрын
Thanks for doing this! I'm doing consumer psychology for one of my a levels specialist options and I'm interested to read up on more of it :D
@nyar2352 4 жыл бұрын
Autism superpower: None of this works on me because I get overwhelmed by the battery of sensory input and become irritated and angry.
@lasphynge8001 4 жыл бұрын
Both my parents work in marketing and when you learn these kinds of tricks and biases early on, the world is much easier to navigate (albeit a bit bitter, when you constantly see the amount of manipulation around you). These should be taught to children and teens, this knowledge is key to manage your expenses wisely and avoid being basically effed by an endless crowd of brands without even suspecting your judgement is being manipulated. It's also a useful basis to learn about psychological biases and manipulation in a wider sense.
@waxwinged_hound 4 жыл бұрын
They don't want us to learn that though, then it wouldn't work and the rich folks wouldn't be able to squeeze as much money out of the lower folks. So of course this isn't taught to children and teens, because it's against the interests of the richest people, which tend to be the people with the most power.
@lasphynge8001 4 жыл бұрын
@@waxwinged_hound Absolutely !
@ashconner2293 2 жыл бұрын
That scent is what draws me into Abercrombie & Fitch
@jauxro 4 жыл бұрын
I have hoarder relatives and honestly the burden of material ownership gives me some existential dread
@javieroa8214 4 жыл бұрын
Nice vid, Keep it up guys
@tamberjune 3 жыл бұрын
Awesome!!
@owgirl 4 жыл бұрын
My local co-op ended up playing the Twin Peaks theme at least once each time I went during October. You’re definitely right about the distracting part.
@halsti99 4 жыл бұрын
My local grocery store has slightly pink lights over meat, yellow-ish on the cheese, green on the... Greens, and bright whites on pretty much everything else. Also layed out the store so that you walk past pretty much everything at least once, and slightly mist the greens with humidifiers to make them seem fresher.
@lewismassie 4 жыл бұрын
It doesn't really work on me since I know what I want before I even set foot in the door, go straight to the items, then to the checkout
@southernsuccubus420 4 жыл бұрын
Dude the old Abercrombie and Fitch smell was the only reason I would go to the mall sometimes. Lol I have NEVER shopped there, cause ya know I'm fat, but the scent they used to spray reminded me of the smell they spray on the Disney soarin ride where you are "in a paraglider" over the redwood forests. I have bought out the whole display of soap that reminded me of that smell, but it has been discontinued.
@gigglysamentz2021 4 жыл бұрын
Very interesting!
@tinycrimester 4 жыл бұрын
I wanna hear more about this!
@raspberrytaegi 4 жыл бұрын
very interesting!!
@Alistair-gi3bx 4 жыл бұрын
I've been a manager at both Walmart and Kroger and a good bit of event planning goes into customer psychology to get them to buy.
@Locut0s 4 жыл бұрын
Working in retail a long time I've noticed that displays of products actually tend to sell better when a few items are gone vs a completely full display. I think this may be because people assume someone else had bought the item, vs full display may signal that the item hadn't moved.
@proudamerican4050 4 жыл бұрын
Zombies with earbuds, I see them everywhere! They can't possibly be party to these mindtricks
@duckduckmoose9487 4 жыл бұрын
'Match the music to the products' HOT TOPIC THO
@DiveMaiden1 4 жыл бұрын
What surprised me most is that, knowing this, a well known big box store I now rarely shop at, that serves a wide populace, from tweens to geriatric, would sometimes play music that would drive out people above the age of, let's say 35ish, without making their purchases & into a competing store.
@jaysea5939 4 жыл бұрын
I'm in the southern US and our Kroger has recently added christian songs to their top-40 playlist. The jump from some praise song to Maroon 5 is weird as hell.
@MinttMeringue 4 жыл бұрын
On music... I wear earbuds that cancel out sound (because it can be scary loud in places) and usually play my own music quietly instead. I wonder if I change what I listen to that would change my habits?
@Beffinee 4 жыл бұрын
There was this lingerie store in Japan that just played non-stop ABBA and I always loved going there. Non-stop bops!
@whitneykaye 4 жыл бұрын
YEAHH HANK GREEEEN
@MatthewStinar 4 жыл бұрын
How about a word on the ethics of researchers agreeing to research consumer manipulation on behalf of companies who are actively trying to get consumers to act against their own self interest.
@DocDoesGamingTV 4 жыл бұрын
I'll plug up my ears and nose and go in blindfolded next time, thanks for the tips!
@tylerstryker96 4 жыл бұрын
3:31 He’s wearing wired Audio Technica headphones but the cable isn’t plugged in.
@Ronakvevo 4 жыл бұрын
He knows that store's music is affecting his ability to pick the right product to buy.
@tj6454 2 жыл бұрын
I used to think Abercrombie would break a bottle of their cologne on the floor every morning they opened shop to get that strong scent when walking by their store.
@drunkenroundtable 4 жыл бұрын
So, blue light makes you buy more? K-Mart had it right all along.
@virglibrsaglove 3 жыл бұрын
Interesting. I remember when Target smelled like popcorn and Walmart smelled like McDonald's. Personally, I liked the smell of Whole Foods, which I think was from their essential oils and herbs section.
@brendakrieger7000 4 жыл бұрын
I would always giggle at the silly looking mannequins😂
@AmberAmber 4 жыл бұрын
Right! Or the nekked ones!!
@aloy3545 4 жыл бұрын
ah, yes, the century of the self.
@the_hanged_clown 4 жыл бұрын
controlling the smell in stores is pretty easy, I crop dust other customers ALL the time
@oohhboy-funhouse 4 жыл бұрын
Ears bleeding profusely from months of Christmas music.
@mtbrain1 4 жыл бұрын
can you do a version of this episode for online shopping?
@flamencoprof 4 жыл бұрын
I decide what I want to buy, I go where it is sold, I buy it, I leave. Except for tool shops, never know when you might need that extra tool on special which might come in handy one day!
@jaysea5939 4 жыл бұрын
Might as well grab a clamp too, just in case
@emilhund 4 жыл бұрын
I used to sell towels in a store, I used lemonsent and sold everything
@zadudet1 4 жыл бұрын
At my store we never play sad songs(except at Christmas)
@YeshuaAgapao 4 жыл бұрын
Anti-familiarity might be why so much 80s music, with a bias to soft rock, in stores & restaurants.
@Mr.Beauregarde 4 жыл бұрын
I wonder what results a poll accompanying this video announced during the outro would have found regarding perception of Hank's patreon witticism vis-a-vis current vs potential patreon supporters. I'd be especially interested in a report on its efficacy given the motivation for its inclusion (i.e., to attract new donors, to retain existing supporters, etc.).
@ThrottleKitty 4 жыл бұрын
So why is it then most grocery store music makes me want to commit seppuku with a banana
@4jonah 4 жыл бұрын
I wonder how much the people at Complexly design the music and graphics and script to get us to become Patrons.
@edj8008 4 жыл бұрын
I realy HATE the stupid sounds in our store. They have birdsong at the fruit and mooing at the milk. Its creepy. And they keep moving things around so you never find it without asking.
@AdamSmith-gs2dv 4 жыл бұрын
I hate when they move crap. Im looking for one cable and I am looking all over the store because they don't have a "cable" section and instead put cables in "PC" or "Media" sections. Super annoying since they put cables like HDMI cables in the Media section which makes no sense to me
@CherylMcMinorrr 4 жыл бұрын
If I walked into somewhere that smelled strongly of vanilla I would leave. Cannot stomach that smell.
@koolc90 4 жыл бұрын
Can’t get me. I have an allergic reaction when I reach my hand in my pocket
@ThomasNimmesgern 4 жыл бұрын
I usually feel an empty reaction when I pick my wallet. That stops me from buying unnecessary things.
@nopopkrap4 4 жыл бұрын
love those neurons !!!!!!!!
@notkerrystolcenberg 4 жыл бұрын
Dont go to the mall.
@picanigeorgello2847 4 жыл бұрын
This why there is always depressing breakup songs playing whenever I go to mcdonalds
@kingdollop-head743 4 жыл бұрын
I can't imagine there being music played at a grocery store
@candice_ecidnac 4 жыл бұрын
Every grocery store here plays music (ShopRite, Best Market, Walmart, and Stop & Shop). I live in New York. Some have the oldies station (ShopRite) some current music (Walmart often has Taylor Swift and Panic! at the Disco on), or Latinx music (Best Market).
@AK-di9pc 4 жыл бұрын
my hyponosmic, light sensitive, always-wearing-headphones self must be immune to quiet marketing then i guess (/j)
@sean..L 4 жыл бұрын
I only buy food and my choices are mostly dictated by Calories and price. there are likely other, unconscious influences but they would probably have a larger impact on what I buy If I had the money to impulsively shop.
@youmaycallmeken 4 жыл бұрын
However, for those people who have fragrance sensitivity, depending on the degree of the sensitivity and that of the store's piped-in stench, you'd either tolerate a slight brain-fog and nausea, and rush through your shopping, or you'd avoid the store altogether like I do with Bed Bath & Beyond.
@ColinJonesPonder 4 жыл бұрын
I'm *almost* immune to manipulation. If I want a product, I'll buy it. If I don't, no amount of manipulation nor suggestion will make me do so. I'l only impulse purchase something cheap and ads will only attract me to a product of a type I'm already interested in. I'm a salesperson's worst nightmare ;)
@CanuckMonkey13 4 жыл бұрын
Watch out everyone, I just noticed that SciShow Psych has started pumping a scent from my monitor that makes me think I need to buy a new monitor. I expect they'll be selling SciShow-branded computer monitors before the year is out!
@portmoneul 4 жыл бұрын
How about a clean floor vs a dirty floor. Play whatever, smell whatever, light however, having a dirty floor, stiky rotten food and clutter, ygh. I'm not piky, but I would like the store not to be set up and looking like a dumpster after thanksgiving.
@Flowxp 4 жыл бұрын
I see all the trickery, it is war out there and I'm winning every battle !!!
@lumpyfishgravy 4 жыл бұрын
"When you walk through the mall ... " Sorry, you lost me. Who does this anymore?
@aphr0d 4 жыл бұрын
One day you’ll be nostalgic for the experience. Get it while you still can
@lumpyfishgravy 4 жыл бұрын
@@aphr0d Nostalgia was better in the past.
@youmaycallmeken 4 жыл бұрын
Buy this item and get a 30% off coupon to use on your next store visit. People FEEL like they're saving money at each of the 2 purchases, plus they feel obligated to make a second purchase.
@2299momo 4 жыл бұрын
At what point does priming people's psychology become manipulation? I really feel like these sorts of tactics are dishonest, and if we get too good at it it would need to be outlawed at some threshold.
@Scarlat7777 4 жыл бұрын
Never noticed any store using a different smell, guess I got pay more attention now.
@otakuribo 4 жыл бұрын
See you at Hot Topic **thought-obliterating screamo at 120 decibels*
@kkgt6591 4 жыл бұрын
What are some tricks youtubers use for driving traffic??
@youtube-handle-are-a-joke 4 жыл бұрын
The thing I hate the most is their pinkish lights over the meat and the greenish/yellowish lights over the fruits and vegetables. To know exactly what you're buying, you have to pick the product and move a couple feet back, it's so annoying.
@Tyrinath 4 жыл бұрын
I'm a nut, I'll wander a store for thirty minutes looking at stuff and buy nothing, maybe buy something but only if I deem to to fit my obscene perimeters of quality and longevity, persuading me to impulse anything is a nightmare. Not to say I'm a stick in the mud, I'm not, but my buying habits are so alien compared to what most stores target, if I walk in somewhere I've either already got a plan or I'm there for nothing.
@BlizzJaster 4 жыл бұрын
My store plays a 10 hour compilation of farts.
@sventer198 4 жыл бұрын
No clocks so you lose sense of time
@youmaycallmeken 4 жыл бұрын
Except when they announce they are closing in 10 minutes, then they want you to checkout.
@TheStarBlack 4 жыл бұрын
Simple solution: don't go shopping (except for necessities).
@saulo4302 4 жыл бұрын
2020: Only* solution.
@Rawmon94 4 жыл бұрын
How about this one: Small 1,5$ Medium 3$ Large 5$ Small 3$ Medium 4$ Large 5$ With the exact same product lets say a popcorn. People are moral likely to buy the Large one in the second set by making the smaller once more expensive. Because the upgrade from M to L is just 1$ more. Its ridiculous how well it works.
@korichamberlain3641 4 жыл бұрын
I literally can't not get the largest coffee at Starbucks because of this. My brain won't allow it. I make up for it though by only going once a month, or less.
@waxwinged_hound 4 жыл бұрын
Wow, thank you for saying that, I've fallen for that my entire life (then again, I'm really REALLY stupid). But at least now I can look out for that.
@lizardmilk 4 жыл бұрын
What’s with the smell in Bed Bath & Beyond. It’s overwhelming and I hate it. It permeates all their products.
@spring7643 4 жыл бұрын
Ikr it's disgusting
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