The Decoy Effect is a simple but powerful trick that marketers use to influence you to buy something that is bigger or more expensive than you need or want. I fall for this every time I go to the movies and think I'm going to buy the medium popcorn but end up getting the large because it costs just a few cents more. The medium popcorn is the decoy that nudges you to buy the large. But social psychologists have also studied the Decoy Effect outside retail environments. From the BBC News:
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The decoy effect might also influence our voting in elections, and recruitment decisions. In these kinds of situations, the “decoy” may appear by accident rather than having been deliberately placed in the selection, but if you do come across two candidates who are similar, but one is slightly superior to the other, it will heighten your regard for them compared to the other competitors...
On a more positive note, scientists in the UK have also started to consider whether the decoy effect might be used to encourage people to make healthier life choices. Christian Von Wagner, a reader in behavioural science and health at University College London, for instance, recently explored people’s intentions to undergo a vital – but unpleasant – screening for colorectal cancer. He found that given the choice between arranging an appointment for the screening or not having the procedure at all, many people chose not to go. But if he also presented them with a third option – an appointment at a less convenient hospital with a longer waiting time, ie, the decoy – the uptake was greater.
Winning an argument is the greatest thing ever. I would argue that having someone change your mind is often a better outcome. Nevertheless, if you are interested in getting someone to agree with you, here are some science-backed tricks (via NeoMam Studios). Read the rest
Tristan Harris was Google's "Design Ethicist" where he studied how design choices directly affect people's behavior in conscious and unconscious ways. He's also a practicing magician! As he says, "Magicians start by looking for blind spots, edges, vulnerabilities and limits of people’s perception, so they can influence what people do without them even realizing it." Over at Medium, Harris wrote a fascinating post about persuasive technology and how design can "exploit our minds’ weaknesses." From Medium:
Western Culture is built around ideals of individual choice and freedom. Millions of us fiercely defend our right to make “free” choices, while we ignore how those choices are manipulated upstream by menus we didn’t question in the first place.
This is exactly what magicians do. They give people the illusion of free choice while architecting the menu so that they win, no matter what you choose. I can’t emphasize enough how deep this insight is.
When people are given a menu of choices, they rarely ask:
• “what’s not on the menu?”
• “why am I being given these options and not others?”
• “do I know the menu provider’s goals?”
• “is this menu empowering for my original need, or are the choices actually a distraction?” (e.g. an overwhelmingly array of toothpastes)
"How Technology Hijacks People’s Minds — from a Magician and Google’s Design Ethicist" (Medium)
Harris's piece supports the essay that my Institute for the Future colleagues Marina Gorbis and Devin Fidler recently posted about the incredibly high stakes of on-demand platform design: "Design It Like Our Livelihoods Depend on It" (WTF?) Read the rest
The documents leaked by Edward Snowden revealed a division of British intelligence focused on the use of psychological science to influence, deceive, and infiltrate suspected terrorist cells, hostile states, criminal gangs, and activist groups. Vaughan "Mind Hacks" Bell investigates, and notes that some of their techniques draw heavily from the work of Robert Cialdini, author of Influence, an absolute must-read classic book about techniques of persuasion. Read the rest
Richard Wiseman is the professor of Public Understanding of Psychology at the UK's University of Hertfordshire. He's the author of several books, including Paranormality: Why We See What Isn't There, was about the psychology of so-called supernatural experiences. His previous book, 59 Seconds: Change Your Life In Under A Minute, draws from the psychology of persuasion to present a series of (oft-counterintuitive) techniques and life hacks to improve memory, negotiate better, reduce stress, etc. It's a self-help book based on entertaining and fascinating scientific research. Above is one of many videos from Wiseman's fun "In 59 Seconds" YouTube channel.
59 Seconds: Change Your Life In Under A Minute (Amazon) Read the rest