Behavioral Grooves Podcast

What does your customer want but can’t tell you? What effective marketing techniques use behavioral economics? If only you had a way of understanding how your customer’s brain made decisions. Well our guest, Melina Palmer sits down to discuss exactly that. 

Melina Palmer is the founder of The Brainy Business, which provides behavioral economics consulting to businesses of all sizes from around the world. She also hosts a podcast, The Brainy Business, and has recently published her first book What Your Customer Wants and Can’t Tell You: Unlocking Consumer Decisions with the Science of Behavioral Economics: https://amzn.to/36Rm88I. 

What You Will Learn From Melina Palmer 

(6:23) Melina explains her book “What Your Customer Wants and Can’t Tell You”

(13:30) Why should we care about dopamine? 

(16:26) The effectiveness of using a lottery draw

(20:43) Why is priming so important in marketing? 

(27:41) How Melina helps you to apply her insight 

(30:59) What sparked Melina’s interest in Behavioral Economics?

(32:24) What is the biggest secret that customers can’t tell you?

(33:54) Is the marketing industry still sexist? 

(34:40) The music Melina would take to survive on a desert island 

If you are a regular listener to Behavioral Grooves, please consider donating to our work through Patreon https://www.patreon.com/behavioralgrooves. We also love reading your reviews on the podcast, which gives other listeners social proof that we’re worth listening to!

© 2021 Behavioral Grooves

Links

Melina Palmer, What Your Customer Wants and Can’t Tell You: Unlocking Consumer Decisions with the Science of Behavioral Economics: https://amzn.to/36Rm88I 

Episode 109: Melina Palmer: Using Behavioral Economics to Help Businesses: https://behavioralgrooves.com/episode/melina-palmer-using-behavioral-economics-to-help-businesses/

The Brainy Business: https://thebrainybusiness.com/ 

The Brainy Business Podcast: https://thebrainybusiness.com/podcast/ 

Melina Palmer, INC: https://www.inc.com/author/melina-palmer 

Melina Facebook: https://www.facebook.com/thebrainybiz/

Melina Instagram: https://www.instagram.com/thebrainybiz/

Melina YouTube: https://www.youtube.com/c/thebrainybusiness

Melina Twitter: https://twitter.com/thebrainybiz

Melina LinkedIn: https://www.linkedin.com/in/melina-palmer-36ab8712/

The Brainy Buiness LinkedIn: https://www.linkedin.com/company/the-brainy-business/

BE Thoughtful Revolution: https://be-thoughtful-revolution.mn.co/share/Wwg4nTN8qVp21XB3?utm_source=manual

Episode 232: Katy Milkman: How to Make Healthy Habits that Actually Last: https://behavioralgrooves.com/episode/katy-milkman-habits-that-last/

Episode 226: The Power Of Unity: Robert Cialdini Expands His Best Selling Book Influence: https://behavioralgrooves.com/episode/cialdini-unity-in-influence/

McDonald’s Monopoly: A Masterclass in Promotions: https://www.talon.one/blog/mcdonalds-monopoly-a-masterclass-in-promotions 

Human Behavior Lab, Certificate Program: https://hbl.tamu.edu/certificate-program/ 

Musical Links

 Paul McCartney “Find My Way”: https://www.youtube.com/watch?v=2oSmP3GtOBk 

Lady Gaga “Stupid Love”: https://www.youtube.com/watch?v=5L6xyaeiV58 

John Mayer “Last Train Home”: https://www.youtube.com/watch?v=66Ne5dVDfLM 

Melina’s Pandora station: https://pandora.app.link/UrWQ28B6l3 

How can your organization improve its marketing messaging using proven behavioral science techniques? As part of our series on Marketing & Employee Engagement this month, we were joined by Melina Palmer on our latest interview episode (#242). Melina Palmer is the founder of The Brainy Business podcast and author of “What Your Customer Wants and Can’t Tell You: Unlocking Consumer Decisions with the Science of Behavioral Economics”: https://amzn.to/36Rm88I. She is an expert on both marketing and behavioral economics and blends techniques from both fields in her writing and podcast. 

This follow-up episode is a free-flowing Grooving Session where Tim and Kurt discuss the business applications of their discussion with Melina. This episode is best enjoyed after listening to our interview episode. 

What you will learn from this episode:

• The science behind dopamine release.
• How to use rewards (incentives or lotteries) effectively to motivate employees.
• Why priming is one of the most underutilized marketing tools.
• And one of our favorite topics; why context matters when communicating a message.

If you are a regular listener to Behavioral Grooves, please consider donating to our work through Patreon  https://www.patreon.com/behavioralgrooves. We also love reading your reviews on the podcast, which gives other listeners social proof that we’re worth listening to!

© 2021 Behavioral Grooves 

Links 

Melina Palmer, What Your Customer Wants and Can’t Tell You: Unlocking Consumer Decisions with the Science of Behavioral Economics: https://amzn.to/36Rm88I 

Episode 147: Gary Latham, PhD: Goal Setting, Prompts, Priming, and Skepticism https://behavioralgrooves.com/episode/gary-latham-goal-setting-prompts/

Episode 235: Make Choice Rewarding: Behavioral Insights in Marketing with Matthew Willcox https://behavioralgrooves.com/episode/marketing-matthew-willcox/

The Willpower Instinct by Kelly McGonigal https://www.learningjourneys.net/post/the-willpower-instinct-by-kelly-mcgonigal

Do honest people steal? Our guest, Kelly Paxton investigates and researches low level crimes such as book-keeping fraud; also known as Pink Collar Crime. She discusses how a hostile work environment and the prospect of financial difficulties at home can lead “good” people to rationalize dishonest behavior.

Kelly Paxton is a former federal agent who was used to dealing with “bad guys.” Once she started working embezzlement cases, she quickly realized that honest people steal. 

The term pink-collar crime describes embezzlement type crimes that are typically committed by females. Can a man be a pink collar criminal?  The simple answer is yes.  It's the position not the gender but in these "pink" positions there are just more women than men. 

Topics we Discuss With Kelly Paxton 

(4:25) Welcome and speed round questions.

(6:39) Why you should be concerned if your bookkeeper never takes a vacation.

(7:15) What is Pink Collar Crime? 

(10:20) How Kelly’s career and curiosity lead her into investigating Pink Collar Crime.

(14:48) What is The Fraud Triangle?

(19:14) Do women steal differently than men? 

(28:35) What are the common behaviors of people who embezzle? 

(31:17) Who benefits and who takes the blame for embezzlement? 

(37:53) Who should you trust?

(42:39) How people rationalize their dishonesty.

(45:49) What should companies do to prevent pink collar crime? 

(49:49) Kelly's favorite music and playlists.

Join us on our follow-on discussion in Episode 239 where Kurt and Tim have a Grooving Session on what Kelly has brought up in her interview and how we can apply insight from her interview into our own businesses.

© 2021 Behavioral Grooves

Links

Kelly Paxton: https://www.linkedin.com/in/kellypaxton/

Kelly Paxton, Embezzlement: How to Detect, Prevent, and Investigate Pink-Collar Crime: https://amzn.to/3i57hN1 

Great Women in Fraud: https://greatwomeninfraud.com/ 

Great Women in Fraud Podcast: https://podcast.greatwomeninfraud.com/ 

Dan Ariely: https://danariely.com/ 

The Dishonesty Project: https://www.thedishonestyproject.com/film/ 

Pink Collar Crime: https://pinkcollarcrime.com/what-is-pink-collar-crime 

How to Have a Good Day: Harness the Power of Behavioral Science to Transform Your Working Life by Caroline Webb: https://amzn.to/3eAaNhJ 

Episode 33: Caroline Webb: Having a Good Day: https://behavioralgrooves.com/episode/caroline-webb-having-a-good-day/

Go Fraud Me: http://gofraudme.com/ 

Rita Crundwell: https://en.wikipedia.org/wiki/Rita_Crundwell 

Talking to Strangers: What We Should Know about the People We Don't Know by Malcolm Gladwell: https://amzn.to/3i1sKGw 

Duped: Truth-Default Theory and the Social Science of Lying and Deception by Timothy Levine: https://amzn.to/3ehpWUC 

Big Little Lies: https://en.wikipedia.org/wiki/Big_Little_Lies_(TV_series) 

Episode 86: Christian Hunt: Mitigating Human Risk and The Algorithmic Mind: https://behavioralgrooves.com/episode/christian-hunt-mitigating-human-risk-and-the-algorithmic-mind/

Behavioral Grooves Patreon: https://www.patreon.com/behavioralgrooves

Musical Links

Foo Fighters “The Pretender”: https://www.youtube.com/watch?v=SBjQ9tuuTJQ 

Harold Van Lennep “Liberation”: https://www.youtube.com/watch?v=EEzMeDybBG0 

Micheal Kiwanuka “Cold Little Heart”: https://www.youtube.com/watch?v=nOubjLM9Cbc&ab_channel=MichaelKiwanukaVEVO 

Continuing our series on Marketing and Employee Engagement this month, we were joined by Kelly Paxton on our latest interview episode: Why Good, Honest Employees Really Do Steal With Kelly Paxton (#240). 

Tim and Kurt discuss their fantastic conversation with Kelly who has authored Embezzlement: How to Detect, Prevent, and Investigate Pink-Collar Crime: https://amzn.to/3i57hN1 and is also the podcast host of Great Women in Fraud: https://podcast.greatwomeninfraud.com/. Kelly investigates and researches low-level crimes such as book-keeping fraud; also known as Pink Collar Crime. We were interested in her insight that a hostile work environment and financial difficulties at home can lead “good” people to rationalize dishonest behavior.

We Discuss:

• Rationalizing dishonesty.
• Steps business leaders can take to avoid fraud.
• How to convince business leaders that they are vulnerable to embezzlement.
• Consider the environment you’re creating at work. It matters a great deal.
• Reviewing your own business habits.

Links

Kelly Paxton https://www.linkedin.com/in/kellypaxton/

Kelly Paxton, Embezzlement: How to Detect, Prevent, and Investigate Pink-Collar Crime https://amzn.to/3i57hN1  

Great Women in Fraud https://greatwomeninfraud.com/ 

Great Women in Fraud Podcast https://podcast.greatwomeninfraud.com/ 

From Prison Cells to PhDs https://www.fromprisoncellstophd.org/ 

© 2021 Behavioral Grooves 

When did a colleague last thank you for your work? Managers generally underappreciate their employees, but more importantly, they tend to undervalue the benefits of expressing their gratitude. Best-selling author, speaker and executive coach, Chester Elton has a lighthearted discussion with us about the value of expressing gratitude. What makes gratitude different to recognition? And how do you create a grateful work environment?

Chester, along with his co-author, Adrian Gostick, have sold millions of books on how to lead with gratitude. In our conversation with Chester, he tells us how there is disparity between how well managers believe they are expressing their gratitude and how employees feel they are valued. To create a work environment based on gratitude, your colleagues need to know their work is appreciated. Showing gratitude to employees is the easiest, fastest and most inexpensive way to boost performance.      

Topics

(5:07) Welcome to Chester Elton and speed round questions

(8:03) Why being grateful brings us joy

(14:27) Be specific with praise

(17:16) The benefits of random acts of kindness

(22:33) What’s the difference between gratitude and recognition?

(23:48) How to create a work environment filled with gratitude  

(31:36) Your inner voice and why it matters

(35:08) Chester’s Covid playlist

(43:16) Grooving Session discussing how to apply Chester’s insights:

• Gratitude at work
• Recognition that we’re on track
• Expressing gratitude is not always through words
• Psychological safety at work

Links

Chester Elton https://chesterelton.com/

Leading with Gratitude: Eight Leadership Practices for Extraordinary Business Results by Adrian Gostick & Chester Elton https://amzn.to/36Cy8uo

Leading with Gratitude Podcast with Chester Elton https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy5idXp6c3Byb3V0LmNvbS8xMzI1MDUzLnJzcw?sa=X&ved=0CAMQ4aUDahcKEwjAoN-0keDxAhUAAAAAHQAAAAAQAg&hl=en 

Leading with Gratitude Live https://vimeo.com/search?q=Leading%20with%20Gratitude%20Chester%20Elton 

We Thrive Together https://www.wethrivetogether.global/

The Gratitude Journal – LinkedIn https://www.linkedin.com/newsletters/the-gratitude-journal-6665677019063345152/

Anxiety at Work with Adrian Gostick & Chester Elton https://podcasts.apple.com/gb/podcast/anxiety-at-work-with-adrian-gostick-chester-elton/id1549312484

Roger Federer https://www.rogerfederer.com/

Rod Laver https://en.wikipedia.org/wiki/Rod_Laver

John McEnroe https://en.wikipedia.org/wiki/John_McEnroe

Chris Hadfield https://en.wikipedia.org/wiki/Chris_Hadfield

Bill Manning https://www.torontofc.ca/content/bill-manning

Think Like a Monk: Train Your Mind for Peace and Purpose Every Day by Jay Shetty https://amzn.to/3h8mptC

Calm app https://www.calm.com/

Dan Airely https://danariely.com/ 

IKEA Effect https://en.wikipedia.org/wiki/IKEA_effect 

Episode 170: Seven Questions to Assess the Psychological Safety of Your Teams with Susan Hunt Stevens https://behavioralgrooves.com/episode/seven-questions-to-assess-the-psychological-safety-of-your-teams-with-susan-hunt-stevens/

Episode 220: How Do You Become Influential? Jon Levy Reveals His Surprising Secrets https://behavioralgrooves.com/episode/how-to-be-influential-jon-levy/

Books by Chester Elton and Adrian Gostick 

Leading with Gratitude: Eight Leadership Practices for Extraordinary Business Results https://amzn.to/36Cy8uo

Anxiety at Work: 8 Strategies to Help Teams Build Resilience, Handle Uncertainty, and Get Stuff Done https://amzn.to/3dr7gBK

All In: How the Best Managers Create a Culture of Belief and Drive Big Results https://amzn.to/3AgtSyk

The Best Team Wins: The New Science of High Performance https://amzn.to/2USP4KN

The Orange Revolution: How One Great Team Can Transform an Entire Organization https://amzn.to/3ybULSb

Musical Links

Bonnie Raitt “Something to Talk About” https://youtu.be/mJ58TVYNFro

Talking Heads “Psycho Killer” https://www.youtube.com/watch?v=O52jAYa4Pm8

Pharrell Williams “Happy” https://www.youtube.com/watch?v=ZbZSe6N_BXs

Danny Boy https://www.youtube.com/watch?v=6ppdB6JX99Q

What is the science behind capturing people’s attention? And what do you do after you have someone’s attention; what is your intention? Is our attention fleeting and fickle, like a goldfish? Or is it something that can be recaptured and rekindled easily? Our guest today, Ben Parr cleverly uses a great Bonfire Analogy to describe how we ignite, build and rekindle attention. 

Ben Parr is an award-winning entrepreneur, author, investor, and journalist. He is the author of the best-selling book Captivology: The Science of Capturing People’s Attention and the Co-founder of Octane AI, the marketing automation platform for Messenger and messaging apps. 

Ben has a unique journey as an entrepreneur. In studying the science of attention, Ben has become deeply appreciative of storytelling; how we can capture and keep someone’s attention through a narrative. But one of the tricks that we can learn from Ben is the art of how to curate a story. How we can be intentional with our presentations, our writing or even our conversations so our audience remain enthralled. 

In our discussion with Ben, we talk about the reason he decided to research and write a book on attention. In a world where it feels like everyone is trying to grab our attention, Ben talks about how attention is something you need to both earn and be intentional about. 

(23:43) “Attention is not something that you just get, it's something that you have to both earn, and that you have to be intentional about and the way you get attention. Because I can get attention by running down the street streaking, but I'm not going to get the kind of attention I want and not from the people I want. And this podcast would be done from a jail cell!”

Ben loves to discover new music which opens up a great conversation about his playlist and even though he is a saxophonist, Ben never set his aspirations on emulating one of the great saxophonists like Kenny G. But instead, always strives to be the best possible version of himself. 

Next, you can listen to our follow-on episode (#236); our Grooving Session with Kurt and Tim where we discuss how to apply Ben’s insights to improve our lives, relationships and work environments.

Behavioral Grooves strives to bring you insight and research from world-leading experts. And we do this without the use of paid advertising. If you would like to support our continued ad-free work, please consider becoming a Behavioral Grooves Patreon by visiting https://www.patreon.com/behavioralgrooves. Thank you!

Topics

(2:28) Welcome and Ben’s new suggestion for our speed round!

(10:30) Why Ben wrote Captivology?

(12:59) Goldfish vs. humans - who has a longer attention span?

(15:47) Why capturing attention is like building a bonfire 

(18:43) How musicians Joshua Bell and Susan Geiser orchestrate your attention

(22:15) Why David Copperfield is the master of keeping your attention

(24:07) Curating the most important information

(31:05) Techniques for curating information and how to tell a captivating story

(35:40) Ben’s favorite trigger for capturing attention 

(39:26) How Ben discovers new music

(41:34) Why Ben ultimately strives to just be a better version of himself

© 2021 Behavioral Grooves

Links

Ben Parr “Captivology: The Science of Capturing People's Attention” https://amzn.to/3ejByXB 

Captivology http://captivology.com/ 

Octane AI https://www.octaneai.com/ 

Dessa:  On Being Deeply Human https://behavioralgrooves.com/episode/dessa-being-deeply-human/

Inside the Backlash Against Facebook http://content.time.com/time/nation/article/0,8599,1532225,00.html 

Joshua Bell https://www.youtube.com/watch?v=BJhZ0J3bIYc 

David Copperfield https://en.wikipedia.org/wiki/David_Copperfield 

Episode 226: The Power Of Unity: Robert Cialdini Expands His Best Selling Book Influence https://behavioralgrooves.com/episode/cialdini-unity-in-influence/

Episode 155: John Bargh: Dante, Coffee and the Unconscious Mind https://behavioralgrooves.com/episode/john-bargh-dante-coffee-and-the-unconscious-mind/

Dr. Michael Posner https://ion.uoregon.edu/content/michael-posner 

Michael Gazzaley https://neuroscape.ucsf.edu/profile/adam-gazzaley/ 

Episode 220: How Do You Become Influential? Jon Levy Reveals His Surprising Secrets https://behavioralgrooves.com/episode/how-to-be-influential-jon-levy/

Episode 212: Scrutinizing Hype: Powerful lessons from The Hype Handbook with Michael F. Schein https://behavioralgrooves.com/episode/scrutinizing-hype-with-michael-f-schein/

Discover Weekly Spotify https://www.spotify.com/us/discoverweekly/ 

Musical Links 

John Legend “All Of Me” https://www.youtube.com/watch?v=450p7goxZqg 

OAR “Hey Girl” https://www.youtube.com/watch?v=fb17JzKSiVA 

Bube Fiasco “The Show Goes On” https://www.youtube.com/watch?v=Rmp6zIr5y4U 

Afro Jack DJ “Rock The House” https://www.youtube.com/watch?v=q6h0_9Zv7aM 

Imogen Heap “Hide and Seek” https://www.youtube.com/watch?v=UYIAfiVGluk 

Led Zeppelin “Stairway to Heaven” https://www.youtube.com/watch?v=QkF3oxziUI4 

Queen “Bohemian Rhapsody” https://www.youtube.com/watch?v=fJ9rUzIMcZQ  

Guns n’ Roses “Welcome to the Jungle” https://www.youtube.com/watch?v=o1tj2zJ2Wvg 

Kid Cudi “The Void” https://www.youtube.com/watch?v=GKDY5YMpyUc 

Cosmo Sheldrake “Cuckoo Song” https://www.youtube.com/watch?v=cbQyFZmuA58 

Kenny G “Songbird” https://www.youtube.com/watch?v=QN2RnjFHmNY 

Stan Getz “Misty” https://www.youtube.com/watch?v=P3qS363m7-w 

Branford Marsalis “Cianna” https://www.youtube.com/watch?v=unRHCRsbJM0 

Continuing our series on Marketing and Employee Engagement this month, we were joined on our latest interview episode (#237) by Ben Parr, author of “Captivology: The Science of Capturing People's Attention” https://amzn.to/3ejByXB. His insights and research have valuable applications in marketing and entrepreneurship.

We’re also doing things a little differently this month on Behavioral Grooves. Instead of discussing Ben Parr’s interview in our Grooving Session at the end of the episode, we’ve decided to make it a separate episode. We suggest you listen to Ben’s interview first (#237), and then join us on this episode where we discuss the practical applications of his fascinating work:

• How to gain and maintain attention.
• The importance of intentionality and context.
• Why synthesizing and curating is vital in maintaining attention.
• And, mostly importantly, how to be yourself.

© 2021 Behavioral Grooves

Welcome to our series of episodes on Marketing and Employee Engagement. We'll be sharing insights into how to apply behavioral science in business. And we’ve started the series off with award-winning marketer, Matthew Willcox. He understands the fundamental importance of using behavioral insights to help organizations align with how people choose. He is one of the pioneers of applying behavioral science in marketing.

In this episode, Tim and Kurt speak to Matthew about his book The Business of Choice – Marketing to Consumers Instincts (https://amzn.to/3qSYB0q). It was named the "Marketing Book Of The Year” and is the winner of the American Marketing Association’s prestigious Berry Book Prize. This book is full of practical tips for marketers. But what we truly love about Matthew’s work is that it lays out some fundamental insights into human behavior. 

Matthew is also the Behavioral Insights Lead at The Curious Company, which focuses on social impact and uses anthropology, behavioral economics and human centered design to make beneficial behaviors easy and natural. And over the years, Matthew has worked with Levi Strauss, Electronic Arts, Unilever, Nestlé, Shell and GlaxoSmithKline to help them craft their brand strategies. He has also acted as an expert on behavior change for the US Food and Drug Administration anti-smoking programs. 

“Make the behavior you need people to adopt an easy, natural and rewarding choice.” Our discussion with Matthew explores the idea of why marketing is more about choice, than consumption. Matthew describes the LENS model (Loss, Ease, Now, Social) that he uses as a framework to understand the behavior of choices. And a subject close to our heart; why context matters! And we learn more about Matthew through the list of music that he would take to a desert island.

As we continue to adapt our podcast to our listeners' choices, we are publishing our interviews as a separate episode to our Grooving Session where we discuss how you can apply insights from our guest. Please tune in to the accompanying episode of Behavioral Grooves to listen to the practical applications of Matthew’s work.

Topics we Discuss with Matthew Willcox

(3:35) Welcome and speed round questions

(9:05) When do we actually read product reviews; before or after a purchase?

(11:19) Why marketing is about choice, not consumption

(19:14) The LENS Model

(28:52) Why context matters 

(33:30) What music would Matthew take to a desert island?

© 2021 Behavioral Grooves

Links

The Business of Choice https://thebusinessofchoice.com/ 

The Business of Choice – Marketing to Consumers Instincts https://amzn.to/3qSYB0q

José Mourinho https://en.wikipedia.org/wiki/Jos%C3%A9_Mourinho 

Sandpiper bird https://www.birds-of-north-america.net/sandpipers.html 

Availability Heuristic https://behavioralgrooves.com/behavioral-science-glossary-of-terms/ 

Dos Equis Mexican Beer https://dosequis.com/ 

Laphroaig https://www.laphroaig.com/en/ 

Vlad Griskevicius https://carlsonschool.umn.edu/faculty/vlad-griskevicius 

BBC Desert Island Discs - Daniel Kahneman  https://www.bbc.co.uk/programmes/b0381l2v 

Musical Links

Bach, Cantata 37  https://www.youtube.com/watch?v=im1ZVQdB-TY 

Neil Diamond “Sweet Caroline” https://www.youtube.com/watch?v=1vhFnTjia_I 

Carolan “Fanny Power” https://www.youtube.com/watch?v=ZRv3rLNP8pE 

Gary Moore “Parisienne Walkways” https://www.youtube.com/watch?v=vkUpfw4Hf3w 

Rita Ora “Anywhere” https://www.youtube.com/watch?v=ksdAs4LBRq8 

Baby Rexha “I’m Going To Show You Crazy” https://www.youtube.com/watch?v=kEDZZin4_eM 

Bach “Goldberg Variations” https://www.youtube.com/watch?v=15ezpwCHtJs 

Bach “The Art of Fugue” https://www.youtube.com/watch?v=Y9OUfBDIGhw 

Beethoven “The Emperor Concerto”  https://www.youtube.com/watch?v=hDXWK3W477w 

We’re doing things a little differently this month on Behavioral Grooves. Instead of discussing Matthew Willcox’s interview in our Grooving Session at the end of the episode, we’ve decided to make it a separate episode. We suggest you listen to Matthew’s interview first (episode #235), and then join us on this episode where we discuss practical applications of Matthew Willcox’s fascinating work.

At the start of our series on Marketing and Employee Engagement, Kurt and Tim discuss how we can apply Matthew Willcox’s techniques and research to improve our lives and our organization. 

Does reframing "consumers" to "choosers" change how we think about marketing? What the LENS model can teach us about human behavior. How do cognitive biases influence our decisions?

These are the applications of Behavioral Science that we talk about in our Grooving Session:

• Marketing is About Choice
• The LENS Model
• Cognitive Biases as Design Features

© 2021 Behavioral Grooves

We’re doing things a little differently this week. Instead of discussing Katy Milkman’s research at the end of our interview (Episode 232), we’ve decided to make our Grooving Session a separate episode. We suggest you listen to Katy’s interview first in the previous episode, and then join us here where we discuss how Katy's work will help you find your behavior-changing groove!

In this Grooving Session we will learn to:

1. Look for the obstacles that are preventing you from adopting new behaviors.
2. Use the appropriate change technique based on the obstacles that are preventing you from changing.
3. Give junior people a chance to lead, expect the best, and don’t punish them for failure. 
4. Work on becoming a Flexible Fernando so you don’t give in to the What-The-Hell Effect.

Links

Katy Milkman, How to Change: The Science of Getting from Where You Are to Where You Want to Be https://amzn.to/3wTSxH7 

Kurt Lewin Behavior https://www.change-management-coach.com/kurt_lewin.html 

Force Analysis https://creately.com/blog/business/force-field-analysis/