Leverage instinct – automatic ‘thinking’

90% of decisions are emotional If you believe that human decision making is largely rational, you are living ...

Behaviour management – understand the brain

2 types of decision-making impact on purchases In his book, Thinking Fast and Slow, Nobel prize-winning psychologist Daniel ...

Make decision making easier – categorise

400 delivers more choice than 600 Choices involved decisions and decisions create uncertainty. When there is uncertainty, human ...

Make decision making easier – set a deadline

4 reasons consumers procrastinate The literature suggests that there are four common reasons why consumers procrastinate before taking ...

Make decision making easier – make it concrete

US$185 billion market capitalisation for Tesla It is most instructive to consider the extraordinary growth and success of ...

Behaviour management – decision making

60,000 choices - overwhelming An average supermarket has 60,000 products or SKUs (stock keeping units). Larger supermarkets have ...

Behaviour change 3 – give people control

20% reduction through home displays A study by Energy Economics reported in 2018 found that providing domestic electricity ...

Behaviour change 2 – think short term

30% in 30 seconds I now famous Stanford University research completed between 1965 and 1969, children were asked ...

Behaviour change 1 – stop threatening

20% increase alcohol consumption during COVID 19 An ANU study found that 20% of adult Australians drank more ...

Behaviour management – think differently

1997 – 2002 flashback In the seventh blog in this series, I wrote about the power of social ...

leverage bias 3 – create an authority

54% of consumers use social media for product research It is common knowledge that consumers are increasingly turning ...

Leverage bias 2 – create a decoy

16% chose the cheaper option, and 84% chose the better option In a famous study, completed in conjunction ...