Avsnitt
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The broken windows theory suggests that one broken window can cause a neighbourhood to descend into disrepair. But is it true?
Today, with the award-winning professor Leidy Klotz, we investigate the broken windows theory and explain how environments shape our behaviour.
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Become an FSB member: https://get.fsb.org.uk/nudge/
Leidy’s book Subtract: https://amzn.to/4df4duk
Leidy’s latest book In a Good Place: https://amzn.to/4tzjCvE
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Today’s sources:
Brown, G., & Baer, M. (2011). Location in negotiation: Is there a home field advantage? Organizational Behavior and Human Decision Processes, 114(2), 190–200.
Cialdini, R. B. (2016). Pre-suasion: A revolutionary way to influence and persuade. Simon & Schuster.
Langer, E. J., & Rodin, J. (1976). The effects of choice and enhanced personal responsibility for the aged: A field experiment in an institutional setting. Journal of Personality and Social Psychology, 34(2), 191–198.
Pinsker, H., Kupfermann, I., Castellucci, V., & Kandel, E. R. (1970). Habituation and dishabituation of the gill-withdrawal reflex in Aplysia. Science, 167(3926), 1740–1742.
Rajecki, D. W. (1974). Effects of prenatal exposure to auditory or visual stimulation on postnatal distress vocalizations in chicks. Behavioral Biology, 11(4), 525–536.
Rodin, J., & Langer, E. J. (1977). Long-term effects of a control-relevant intervention with the institutionalized aged. Journal of Personality and Social Psychology, 35(12), 897–902.
Wells, M. M. (2000). Office clutter or meaningful personal displays: The role of office personalization in employee and organizational well-being. Journal of Environmental Psychology, 20(3), 239–255. -
Octopus Energy went from £0 in revenue to £12 billion in 10 years.
Today, on Nudge, I chat with their first employee Pete Miller, who explains how they used nudges to grow.
Hear why they:
1) Encourage customers to spin a wheel to reward metre readings.
2) Give away free electricity at 4pm.
3) Play you the number one song from the year you turned 14.
4) And gave away 40,000 electric blankets during an energy crisis.
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Today’s sources:
Shampanier, K., Mazar, N., & Ariely, D. (2007). Zero as a special price: The true value of free products. Marketing Science, 26(6), 742–757.
Shen, L., Fishbach, A., & Hsee, C. K. (2015). The motivating-uncertainty effect: Uncertainty increases resource investment in the process of reward pursuit. Journal of Consumer Research, 41(5), 1301–1315
Skinner, B. F. (1938). The behavior of organisms: An experimental analysis. Appleton-Century-Crofts. -
Saknas det avsnitt?
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The Enhanced Games, hosted in Las Vegas last Saturday, made a bold claim.
With the use of performance-enhancing drugs, enhanced athletes would break not just personal records but world records.
And the end goal? To sell those same drugs to the masses.
It’s arguably the biggest marketing stunt of the year so far, and today on Nudge I reveal the psychology behind it.
Did the Enhanced Games succeed? Listen to find out.
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Today’s sources
Landy, D., & Sigall, H. (1974). Beauty is talent: Task evaluation as a function of the performer's physical attractiveness. Journal of Personality and Social Psychology, 29(3), 299–304.
Miller, A. G. (1970). Role of physical attractiveness in impression formation. Psychonomic Science, 19(4), 241–242.
Mujika, I., & Burke, L. M. (2019). Swimming fast when it counts: A 7-year analysis of Olympic and World Championships performance. International Journal of Sports Physiology and Performance.
Nicolau, J. L., Mellinas, J. P., & Martín-Fuentes, E. (2020). The halo effect: A longitudinal approach. Annals of Tourism Research, 83, 102938.
Nisbett, R. E., & Wilson, T. D. (1977). The halo effect: Evidence for unconscious alteration of judgments. Journal of Personality and Social Psychology, 35(4), 250–256. -
In this episode, I chat to Pete Miller, part of the co-founding team at Octopus Energy, who helped design one of the most recognisable new logos in Britain.
Hear how Octopus used two proven psychological principles to build a logo people remember (and why those same principles are being ignored by most of the industry).
You'll learn:
- Why a distinct logo made one beer taste 5% better
- How a 1933 German study explains why Octopus stands out
- Why brands from McDonald's to KFC give their logos human faces
- And what happened when researchers asked people to turn off a robot
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Read Aaron’s book: https://thethingswelove.com/
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Today’s sources:
Bartneck, C., Van Der Hoek, M., Mubin, O., & Al Mahmud, A. (2007). "Daisy, Daisy, give me your answer do!": Switching off a robot. Proceedings of the 2nd ACM/IEEE International Conference on Human-Robot Interaction, 217–222.
Shotton, R. (2017). The choice factory: 25 behavioural biases that influence what we buy. Harriman House.
Shotton, R. (2023). The illusion of choice: 16½ psychological biases that influence what we buy. Harriman House.
Von Restorff, H. (1933). Über die Wirkung von Bereichsbildung im Spurenfeld. Psychologische Forschung, 18, 299–342. -
In Singapore, a group of runners charge 50p per kilometre to run on strangers' Strava accounts.
That's how far people will go to look fit online.
This episode explains the psychology behind why being watched changes everything.
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Owain’s book: https://amzn.to/4smVtrP
Owain’s company CogCo: https://cogco.co/
Unlock the Nudge Vaults: https://www.nudgepodcast.com/vaults
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Today’s sources:
Gerber, A. S., Green, D. P., & Larimer, C. W. (2008). Social pressure and voter turnout: Evidence from a large-scale field experiment. American Political Science Review, 102(1), 33–48.
Sallis, A., Harper, H., & Sanders, M. (2018). Effect of persuasive messages on National Health Service organ donor registrations: A pragmatic quasi-randomised controlled trial with one million UK road taxpayers. Trials, 19, 513.
Service, O., & Gallagher, R. (2017). Think small: The surprisingly simple ways to reach big goals. Michael O'Mara Books.Triplett, N. (1898). The dynamogenic factors in pacemaking and competition. American Journal of Psychology, 9, 507–533. -
Professor Richard Wiseman searched for the world’s funniest joke.
He found it.
But it wasn’t what he expected.
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Richard’s book Quirkology: https://amzn.to/4shYOJ6
Richard’s book 59 Seconds: https://amzn.to/3Pf9pWI
Richard’s SubStack: https://richardwiseman.substack.com/
Join 11,934 readers of the Nudge Newsletter: https://www.nudgepodcast.com/mailing-list
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Connect on LinkedIn: https://www.linkedin.com/in/phill-agnew/
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Today’s sources:
Asch, S. E. (1955). Opinions and social pressure. Scientific American, 193(5), 31–35.
Crum, A. J., & Langer, E. J. (2007). Mind-set matters: Exercise and the placebo effect. Psychological Science, 18, 165–171.
Wiseman, R. (2009). 59 seconds: Think a little, change a lot. Knopf.
Wolff, H. A., Smith, C. E., & Murray, H. A. (1934). The psychology of humor: I. A study of responses to race-disparagement jokes. Journal of Abnormal and Social Psychology, 28, 345–365. -
Three thousand years ago, Odysseus tied himself to a mast to resist the Sirens.
He didn't trust his willpower, so he removed the choice entirely.
Today, Owain Service, co-founder of the Behavioural Insights Team and CEO at CogCo, calls that a commitment device.
And modern evidence shows it works for everything from saving money to staying married.
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Owain’s book: https://amzn.to/4smVtrP
Owain’s company CogCo: https://cogco.co/
Unlock the Nudge Vaults: https://www.nudgepodcast.com/vaults
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Today’s sources:
Asch, S. E. (1951). Effects of group pressure upon the modification and distortion of judgment. In H. Guetzkow (Ed.), Groups, leadership and men (pp. 177–190). Carnegie Press.
Ashraf, N., Karlan, D., & Yin, W. (2006). Tying Odysseus to the mast: Evidence from a commitment savings product in the Philippines. Quarterly Journal of Economics, 121(2), 635–672.
Behavioural Insights Team. (2013). New BIT trial results: helping people back into work. https://www.bi.team/blogs/new-bit-trial-results-helping-people-back-into-work/
Gollwitzer, P. M., & Brandstätter, V. (1997). Implementation intentions and effective goal pursuit. Journal of Personality and Social Psychology, 73(1), 186–199.
Gollwitzer, P. M., & Sheeran, P. (2006). Implementation intentions and goal achievement: A meta-analysis of effects and processes. Advances in Experimental Social Psychology, 38, 69–119.
Milkman, K. (2021). How to change: The science of getting from where you are to where you want to be. Portfolio/Penguin.
Olson, R. (2014, October 10). What makes for a stable marriage. http://www.randalolson.com/2014/10/10/what-makes-for-a-stable-marriage/
Read, D., Loewenstein, G., & Kalyanaraman, S. (1999). Mixing virtue and vice: Combining the immediacy effect and the diversification heuristic. Journal of Behavioral Decision Making, 12(4), 257–273.
Service, O., & Gallagher, R. (2017). Think small: The surprisingly simple ways to reach big goals. Michael O'Mara Books. -
Warning, you’ll hear a lie in this episode.
You won’t be told it's a lie.
And 29% of those who listen probably won’t spot the lie. But if you listen till the end, you’ll learn the proven tips to spot lies like these.
Today on Nudge, Professor Richard Wiseman explains:
1) How to spot a liar
2) What makes someone lucky
3) If we’re really separated by six connections
4) And why enlarged pupils made men buy books
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Richard’s book Quirkology: https://amzn.to/4shYOJ6
Richard’s book 59 Seconds: https://amzn.to/3Pf9pWI
Richard’s SubStack: https://richardwiseman.substack.com/
Join 11,934 readers of the Nudge Newsletter: https://www.nudgepodcast.com/mailing-list
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Connect on LinkedIn: https://www.linkedin.com/in/phill-agnew/
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Today’s sources:
DePaulo, B. M., & Morris, W. L. (2004). Discerning lies from truths: Behavioural cues to deception and the indirect pathway of intuition. In P. A. Granhag & L. A. Strömwall (Eds.), The detection of deception in forensic contexts (pp. 15–40). Cambridge University Press.
The Global Deception Research Team. (2006). A world of lies. Journal of Cross-Cultural Psychology, 37(1), 60–74.
Milgram, S. (1967). The small-world problem. Psychology Today, 1, 61–67.
Stewart, J. E., II. (1980). Defendant’s attractiveness as a factor in the outcome of criminal trials: An observational study. Journal of Applied Social Psychology, 10(4), 348–361.
Vrij, A. (2000). Detecting lies and deceit: The psychology of lying and the implications for professional practice. John Wiley & Sons.
Wiseman, R. (1995). The Megalab truth test. Nature, 373, 391.
Wiseman, R. (2003, June 4). It really is a small world that we live in. The Daily Telegraph, p. 16. -
There's a pill on Amazon called Fukitol.
It contains nothing. And yet people buy it, swear by it, and give it five stars.
Today, Nir Eyal explains the remarkable science behind why placebos work.
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Listen to the bonus episode: https://nudge.kit.com/40414a1b44
Nir’s book Beyond Belief: geni.us/beyondbelief
Nir’s free belief change guide: nirandfar.com/belief-change
Join 11,934 readers of the Nudge Newsletter: https://www.nudgepodcast.com/mailing-list
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Today’s sources:
Ariel, G., & Saville, W. (1972). Anabolic steroids: The physiological effects of placebos. Medicine and Science in Sports and Exercise, 4(2), 124–126.
Branthwaite, A., & Cooper, P. (1981). Analgesic effects of branding in treatment of headaches. British Medical Journal (Clinical Research Ed.), 282(6276), 1576–1578.
Dawkins, L., Shahzad, F. Z., Ahmed, S. S., & Edmonds, C. J. (2011). Expectation of having consumed caffeine can improve performance and mood. Appetite, 57(3), 597–600.
Draganich, C., & Erdal, K. (2014). Placebo sleep affects cognitive functioning. Journal of Experimental Psychology: Learning, Memory, and Cognition, 40(3), 857–864.
Kaptchuk, T. J. (2018). Open-label placebo: Reflections on a research agenda. Perspectives in Biology and Medicine, 61(3), 311–334.
Lee, C., Linkenauger, S. A., Bakdash, J. Z., Joy-Gaba, J. A., & Profitt, D. R. (2011). Putting like a pro: The role of positive contagion in golf performance and perception. PLoS One, 6(10), e26016.
Plassmann, H., O'Doherty, J., Shiv, B., & Rangel, A. (2008). Marketing actions can modulate neural representations of experienced pleasantness. Proceedings of the National Academy of Sciences, 105(3), 1050–1054.
Richter, C. P. (1957). On the phenomenon of sudden death in animals and man. Psychosomatic Medicine, 19(3), 191–198.
Rozenkrantz, L., Mayo, A. E., Ilan, T., Hart, Y., Noy, L., & Alon, U. (2017). Placebo can enhance creativity. PLoS One, 12, e0182466.
Wager, T. D., Rilling, J. K., Smith, E. E., Sokolik, A., Casey, K. L., Davidson, R. J., et al. (2004). Placebo-induced changes in fMRI in the anticipation and experience of pain. Science, 303(5661), 1162–1167. -
Professor Richard Wiseman wanted to discover the world’s #1 chat-up line.
But in doing so, he discovered several secrets behind human psychology.
On today’s Nudge he covers:
1) Why councils shouldn’t pay people to sweep litter
2) How a saleswoman doubled her likeability
3) The picture Richard uses to never lose his wallet
4) And the #1 chat-up line
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Richard’s book Quirkology: https://amzn.to/4shYOJ6
Richard’s book 59 Seconds: https://amzn.to/3Pf9pWI
Richard’s SubStack: https://richardwiseman.substack.com/
Join 11,934 readers of the Nudge Newsletter: https://www.nudgepodcast.com/mailing-list
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Connect on LinkedIn: https://www.linkedin.com/in/phill-agnew/
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Aronson, E., Willerman, B., & Floyd, J. (1966). The effect of a pratfall on increasing interpersonal attractiveness. Psychonomic Science, 4, 227–228.
Hornstein, H. A., Fisch, E., & Holmes, M. (1968). Influence of a model’s feeling about his behavior and his relevance as a comparison on other observers’ helping behavior. Journal of Personality and Social Psychology, 10(3), 222–226.
Kohn, A. (1993). Punished by rewards: The trouble with gold stars, incentive plans, A’s, praise, and other bribes. Boston: Houghton Mifflin.
Lepper, M. R., Greene, D., & Nisbett, R. E. (1973). Undermining children’s intrinsic interest with extrinsic reward: A test of the “overjustification” hypothesis. Journal of Personality and Social Psychology, 28, 129–137. -
I get a lot of questions about pricing.
Should I start with our most expensive item first?
Should I use precise prices instead of rounded ones when negotiating?
Should I name competitors when comparing prices?
Today, with pricing expert Dr Markus Husemann-Kopetzky we work through eight different psychological pricing tips in just 24 minutes.
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Listen to the bonus episode: https://nudge.kit.com/a737588e58
Markus’ book: https://amzn.to/46Hetcg
Unlock the Nudge Vaults: https://www.nudgepodcast.com/vaults
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Today’s sources:
Bertini, M., & Wathieu, L. (2008). Research note—Attention arousal through price partitioning. Marketing Science, 27(2), 236–246.
Bolton, L. E., Warlop, L., & Alba, J. W. (2003). Consumer perceptions of price (un)fairness. Journal of Consumer Research, 29(4), 474–491.
Janiszewski, C., & Uy, D. (2008). Precision of the anchor influences the amount of adjustment. Psychological Science, 19(2), 121–127.
Kim, H. M., & Kramer, T. (2006). The moderating effects of need for cognition and cognitive effort on responses to multi‐dimensional prices. Journal of Marketing Research.
Krishnan, B. C., Biswas, A., & Netemeyer, R. G. (2006). Semantic cues in reference price advertisements: The moderating role of cue concreteness. Journal of Retailing, 82(2), 95–104.
Suk, K., Lee, J., & Lichtenstein, D. R. (2012). The influence of price presentation order on consumer choice. Journal of Marketing Research, 49(5), 708–717.
Thomas, M., Simon, D. H., & Kadiyali, V. (2010). The price precision effect: Evidence from laboratory and market data. Marketing Science, 29(1), 175–190.
Tversky, A., & Kahneman, D. (1974). Judgment under uncertainty: Heuristics and biases. Science, 185(4157), 1124–1131.
Wansink, B., Kent, R. J., & Hoch, S. J. (1998). An anchoring and adjustment model of purchase quantity decisions. Journal of Marketing Research, 35(1), 71–81. -
Most restaurants have a major problem.
Paying the bill.
Give the bill too early, and the customer feels rushed. Too late, and they feel ignored.
To solve this problem (and many more), Will Guidara turned to behavioural science.
And his solution helped his restaurant become the world’s best.
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Listen to the bonus episode: https://nudge.kit.com/aeea58886f
Will’s book Unreasonable Hospitality: https://amzn.to/4tPrMl8
Will’s new book The Field Guide: https://amzn.to/3Orq1u0
Will’s newsletter, Pre-Meal: https://www.unreasonablehospitality.com/premeal
Unlock the Nudge Vaults: https://www.nudgepodcast.com/vaults
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Today’s sources:
Kahneman, D., Fredrickson, B. L., Schreiber, C. A., & Redelmeier, D. A. (1993). When more pain is preferred to less: Adding a better end. Psychological Science, 4(6), 401–405.
Shotton, R. (2023). The illusion of choice: 16½ psychological biases that influence what we buy. Harriman House.
Strohmetz, D. B., Rind, B., Fisher, R., & Lynn, M. (2002). Sweetening the till: The use of candy to increase restaurant tipping. Journal of Applied Social Psychology, 32(2), 300–309. -
In 2015, the media became obsessed with one man’s attempts to grow tea in the Scottish Highlands.
The BBC profiled him on the One Show. Radio reporters flocked to interview him. Even the Chinese national news agency reported his work.
Tam O’Braan (as he was then known) was the first to ever sell Scottish tea, and the press went wild.
Fornum and Mason bought his leaves. The Dorchester created a new Scottish tea-tasting menu. Barack Obama reportedly tried his tea, and the Queen loved it.
Tam’s business started bringing in hundreds of thousands of pounds. But soon his lies began to unravel.
Today, with Jaega Wise, we tell the story of the Scottish tea scandal. We explain how Tam O’Brann fooled the world and the psychology behind why so many customers believed him.
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Listen to the BBC Food Program’s show on the scandal: https://www.bbc.co.uk/programmes/m002mn01
Learn more about Jaega: https://www.jaegawise.com/
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Today’s sources:
Koschate-Fischer, N., Diamantopoulos, A., & Oldenkotte, K. (2012). Are consumers really willing to pay more for a favorable country image? A study of country-of-origin effects on willingness to pay. Journal of International Marketing, 20(1), 19–41.
Langer, E. J., Blank, A., & Chanowitz, B. (1978). The mindlessness of ostensibly thoughtful action: The role of “placebic” information in interpersonal interaction. Journal of Personality and Social Psychology, 36(6), 635–642.
Mackie, D. M., Worth, L. T., & Asuncion, A. G. (1990). Processing of persuasive in-group messages. Journal of Personality and Social Psychology, 58(5), 812–822.
Maier, L., Schreier, M., Baccarella, C. V., & Voigt, K.-I. (2023). University knowledge inside: How and when university–industry collaborations make new products more attractive to consumers. Journal of Marketing.
Peterson, R. A., Kim, Y., & Jeong, J. (2019). Out-of-stock, sold out, or unavailable? Framing a product outage in online retailing. Journal of Marketing Theory and Practice. -
Will Guidara is the co-founder and restaurateur behind the world’s best restaurant.
But Will’s not a standard restaurateur. He didn’t just focus on creating the best food.
He used psychology and behavioural science to build the best experience.
Listen to learn how his restaurant became #1 by using anchoring, reciprocity and many more psych principles.
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Listen to the bonus episode: https://nudge.kit.com/aeea58886f
Will’s book Unreasonable Hospitality: https://amzn.to/4tPrMl8
Will’s new book The Field Guide: https://amzn.to/3Orq1u0
Will’s newsletter, Pre-Meal: https://www.unreasonablehospitality.com/premeal
Unlock the Nudge Vaults: https://www.nudgepodcast.com/vaults
Join 10,728 readers of my newsletter: https://www.nudgepodcast.com/mailing-list
Connect on LinkedIn: https://www.linkedin.com/in/phill-agnew/
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Today’s sources:
Mukherjee, A., Smith, R. J., & Burton, S. (2021). The effect of positive anticipatory utility on product pre-order evaluations and choices. Journal of the Academy of Marketing Science, 51, 551–569.
Pariyadath, V., & Eagleman, D. M. (2007). The effect of predictability on subjective duration. PLOS ONE, 2(11), e1264. -
Do nine-ending prices really work?
Will £9.99 sell more than £10.00? Can it be used for high-quality products? What about hedonic products? Can it be used on speed limits?
For years this debate has raged on. But today on Nudge, I speak with pricing expert Dr Markus Husemann-Kopetzky to settle the argument.
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Markus’ book: https://amzn.to/46Hetcg
Unlock the Nudge Vaults: https://www.nudgepodcast.com/vaults
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Today’s sources:
Gendall, P. (1998). Estimating the effect of odd pricing. Journal of Product & Brand Management, 7(5), 421–432.
Husemann-Kopetzky, M. (2018). Handbook on the psychology of pricing: 100+ effects on persuasion and influence every entrepreneur, marketer and pricing manager needs to know. Independently published.
ITN Archive. (2022, November 28). “I will not accept that it’s a highly dangerous road” (1988) [Video]. YouTube.
Kim, J., Novemsky, N., & Dhar, R. (2013). Adding small differences can increase similarity and choice. Psychological Science, 24(2), 176–182.
Nunes, J. C., & Park, C. W. (2003). Incommensurate resources: Not just more of the same. Journal of Marketing Research, 40(1), 26–38.
Rubinstein, A., & Yee, V. (2020). The left-digit bias: When and why are consumers penny wise and pound foolish? Journal of Marketing Research, 57(3), 467–485.
Schindler, R. M., & Kibarian, T. M. (1996). Increased consumer sales response through use of 99-ending prices. Journal of Retailing, 72(2), 187–199.
Shotton, R. (2018). The choice factory: 25 behavioural biases that influence what we buy. Harriman House.
Suwelack, T., Hogreve, J., & Hoyer, W. D. (2011). Understanding money-back guarantees: Cognitive, affective, and behavioral effects. Journal of Retailing, 87(4), 462–478.
Wadhwa, M., & Zhang, K. (2015). This number just feels right: The impact of roundedness of price numbers on product evaluations. Journal of Consumer Research, 41 -
Today on Nudge, Professor Katie Slocombe shares how chimpanzees handle power, build alliances, and jostle for status in their troop.
It’s the first time on Nudge that we’ve looked at the primate roots of leadership and influence, with plenty of insight into how we humans behave at work (and everywhere else). Don’t miss it.
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Today’s sources:
Slocombe, K. E., & Zuberbühler, K. (2007). Chimpanzees modify recruitment screams as a function of audience composition. Proceedings of the National Academy of Sciences of the United States of America, 104(43), 17228–17233.Slocombe, K. E., Waller, B. M., & Liebal, K. (2011). The language void: The need for multimodality in primate communication research. Animal Behaviour, 81(5), 919–924. -
16 years ago a chain of Chinese restaurants wanted to increase sales without changing the price.
They didn’t change the product.
The service.
The chef.
The food.
Instead, they changed two words on their menu and increased sales by 18%.
The restaurants used the advice of today’s guest on Nudge, Robert Cialdini.
Today, Cialdini explains the social proof principle, sharing how changing just two words could increase your sales.
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Unlock the Nudge Vaults: https://www.nudgepodcast.com/vaults
Read Cialdini’s bestseller Influence: https://amzn.to/4prHb7Y
Read the new and expanded Influence: https://amzn.to/43TY0jI
Read Pre-Suasion: https://amzn.to/48hA6Qr
Read Yes! (Containing 60 Psyc-Marketing Tips): https://amzn.to/48ddNNf
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Today’s sources:
Aune, R. K., & Basil, M. D. (1994). A relational-obligations approach to fund-raising: The effects of guilt and credibility appeals on compliance. Communication Research, 21(4), 486–498.
Binning, K. R., Kaufmann, N., McGreevy, E. M., Fotuhi, O., Chen, S., Marshman, E., Kalender, Z. Y., Limeri, L. B., Betancur, L., & Singh, C. (2020). Changing social contexts to foster equity in college science courses: An ecological-belonging intervention. Psychological Science, 31(9), 1059–1070.
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I watched Home Alone and suddenly started hearing the theme tune everywhere.
I thought I was going insane.
But Tom Bowden-Green and Luan Wise explained that I actually fell for a fairly well-known bias.
A bias you’ve almost certainly experienced as well.
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Come to Uplift Live: https://uplift-live.com/
(Use code NUDGE to get £50 off)
Tom and Luan’s book: https://amzn.to/49aZnh3
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Today’s sources:
Costello, J. P., Garvey, A. M., Germann, F., & Wilkie, J. E. B. (2024). The Uptrend Effect: Encouraging healthy behaviors through greater inferred normativity. Journal of Marketing Research, 61(1), 110–127.
Cruz, R. E., Leonhardt, J. M., & Pezzuti, T. (2017). Second person pronouns enhance consumer involvement and brand attitude. Journal of Interactive Marketing, 39(1), 104–116.
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Lim, S., van Osselaer, S. M., Goodman, J. K., Fuchs, C., & Schreier, M. (2024). The Starbucks effect: When name-based order identification increases customers’ store preference and service satisfaction. Journal of Retailing, 100(2), 316–329.
Sahni, N. S., Wheeler, S. C., & Chintagunta, P. (2018). Personalization in email marketing: The role of noninformative advertising content. Marketing Science, 37(2), 236–258.
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Zwicky, A. (2006). Why are we so illuded. Retrieved from https://web.stanford.edu/~zwicky/LSA07illude.abst.pdf -
HelloFresh is one of the fastest-growing companies of the past 20 years.
And it’s down to one, relatively simple behavioural science tactic.
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Subscribe to the Nudge Vaults: https://www.nudgepodcast.com/vaults
See Agent Spark in action at gwi.com/spark
Read Mehdi’s book: https://amzn.to/48ORuO2
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Connect on LinkedIn: https://www.linkedin.com/in/phill-agnew/
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Today’s sources:
Buechel, E., & Li, R. (2022). Mysterious consumption: Preference for horizontal (vs. vertical) uncertainty and the role of surprise. Journal of Consumer Research, 49(6), 987–1004.
Norton, M. I., Mochon, D., & Ariely, D. (2012). The IKEA effect: When labor leads to love. Journal of Consumer Psychology, 22(3), 453–460.
Skinner, B. F. (1948). “Superstition” in the pigeon. Journal of Experimental Psychology, 38(2), 168–172.
BBC News. (2015, August 12). The man who discovered Harry Potter [Video]. YouTube
Melanie Wass. (2019, September 16). J.K. Rowling – Insights on creating Harry Potter world [Video]. YouTube. -
Most of us are completely oblivious to the cognitive biases that dictate how we live our lives.
Today, with Tom Bowden-Green and Luan Wise, we cover seven cognitive biases that all of us fall for.
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Tom and Luan’s book: https://amzn.to/49aZnh3
Unlock the Nudge Vaults: https://www.nudgepodcast.com/vaults
See Agent Spark in action at gwi.com/spark
Join 10,428 readers of my newsletter: https://www.nudgepodcast.com/mailing-list
Connect on LinkedIn: https://www.linkedin.com/in/phill-agnew/
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Today’s sources:
Chambers, J. R. (2008). Explaining false uniqueness: Why we are both better and worse than others. Social and Personality Psychology Compass, 2(2), 878–894.
Dunning, D. (2011). The Dunning–Kruger effect: On being ignorant of one’s own ignorance. In Advances in experimental social psychology (Vol. 44, pp. 247–296). Academic Press.
Einhorn, H. J., & Hogarth, R. M. (1978). Confidence in judgment: Persistence of the illusion of validity. Psychological Review, 85(5), 395–416.
Helmreich, R., Aronson, E., & LeFan, J. (1970). To err is humanizing sometimes: Effects of self-esteem, competence, and a pratfall on interpersonal attraction. Journal of Personality and Social Psychology, 16(2), 259–264.
Koskie, M. M., & Locander, W. B. (2023). Cool brands and hot attachments: Their effect on consumers’ willingness to pay more. European Journal of Marketing, 57(4), 905–929.
Pronin, E., Lin, D. Y., & Ross, L. (2002). The bias blind spot: Perceptions of bias in self versus others. Personality and Social Psychology Bulletin, 28(3), 369–381.
Van Hoorens, V. (1993). Self-enhancement and superiority biases in social comparison. European Review of Social Psychology, 4, 113–139.
White, G. L., Fishbein, M., & Rutstein, R. C. (1981). Passionate love and the misattribution of arousal. Journal of Personality and Social Psychology, 41(1), 56–62. - Visa fler
