The self-disclosure loop is a common occurrence in human interactions where individuals gradually disclose personal information, leading to a sense of connection and validation. When someone starts by sharing small bits of personal information, they may receive positive responses or validation from the listener. This positive feedback triggers the release of dopamine in the brain, creating a sense of pleasure and reinforcing the desire to continue sharing. As a result, the person may feel compelled to disclose more information, hoping for further validation or a deeper connection. I think that in certain instances where the self-disclosure loop reaches a point where the information shared becomes excessive or inappropriate for the context. This can leave the listener feeling uncomfortable or wondering why the person revealed such intimate details. It's crucial to maintain boundaries and respect the comfort levels of others as not everyone may feel comfortable with receiving extensive personal disclosures, especially in initial or casual interactions. Being aware of these dynamics can help individuals navigate conversations more effectively and foster meaningful connections without crossing into the "too much information" zone.
Good judgement
Understanding how to solve the environmental crisis and over consumption is through the knowledge that the human brain itself has quite a large marketing function. Everybody can acknowledge that the brain has an accounting function as it cares about the efficient use of resources. It also has all kinds of algorithms and heuristics that are in many cases innate and built in, but it also has a marketing function. It really cares about image and status, effectively what something you do means to other people. I think it’s very difficult to produce magic in the world of physics or engineering, you can genuinely perform magic with perception. And one of the cleverest reframing’s you can do is make it a choice not to compromise.
Stoic lessons
Five Stoic lessons from Epictetus:
1. Things don't upset us, it’s our judgment about things does.
2. You become what you give your attention to.
3. You can't learn what you think you already knew
4. To improve, be OK to be thought foolish
5. Stop waiting to demand the best for yourself
““People are not disturbed by things, but by the view they take of them.””
Catalyst for further transformations
We live in an ever-evolving world, change is constant. I think the preferences and behaviours of our customers have already changed, and will continue to change and change itself will drive even more change. Sales leaders need clarity on what and how customers are buying so that sales can adapt just as quickly – at every level.
A key question
Yesterday, I was asked a fantastic question: What change are you seeking to make?
I answered: This is a key question when working with clients to help them create personal development plans. If you are going to show up in person in real time, whether at an event or even making a presentation, you are performing. And I think our goal is not only to deliver information but also to deliver emotion with the purpose to cause a change in the people who are listening to you.
““You can’t build a reputation on what you are going to do, but you can build a solid reputation on doing what you say you will do.””
Happy Friday
Make the most of your time by:
Identifying your priorities (PLAN)
Eliminating distractions (FOCUS)
Delegating tasks (EMPOWER)
Taking breaks (REFRESH)
Reflecting on your progress (EVALUATE)
Signals of progress
Here are some skills that are highly sought after in various industries and have the potential to provide long-term financial benefits:
- Accountability
- Consistency
- Empathy
- Honesty
- Integrity
- Passion
- Perseverance
- Positive self-talk
- Self-confidence
I think possessing these skills can greatly enhance your professional life and increase your chances of financial success.
Exploring cognitive processes
In the practice of behavioural science, our goal is to identify the underlying reasons behind certain behaviours. We delve into the areas where economists may have missed the mark, recognising that in the realm of business success, it's not solely about being correct in every aspect. Rather, the key lies in discovering what your competitors have overlooked. I think it holds greater value to identify a commonly held assumption and challenge it, rather than aiming for universal correctness.
Words don't work
Persuasion is all about being able to win someone over to your way of thinking. To change someone’s thought process or behaviour. All stories are about change, yet it’s very difficult to get someone to change their mind as they have a very logical reason that they’ve built up over time. I mean they have valid reasons why they believe, both historical and cultural reasons why they believe what they believe. If I want to persuade you to accept my point of view, my story will have to move your brain away from the logical and towards an imagery and emotional experience. I think that when you temporarily suspend their logic it will create an opening for you to insert your new idea or new concept.
Don't glorify the past
Image c/o The New York Times
The concept of 'the data will tell you what to do' is an appealing notion to many individuals. We all know the old adage, “Nobody ever got fired for choosing IBM”, as the IBM products and services was the safe and conservative choice for companies and organisations. Making decisions based solely on objective information without subjective judgment or imagination may shield one from blame or potential consequences if things go wrong. All big data comes from the same place - the past! Therefore, if you rely excessively on historical data this can lead to dangerous future for yourself. Although this approach may work in the short term when tomorrow resembles yesterday, it becomes highly risky in the long term, especially when significant disruptions occur.
The emotional component of experience
What is value to your end consumers?
I think the value to the end consumers lies in the authentic meaning attached to a product or experience. In other words, rather than simply buying something for what it is, people buy what it means because that’s what generates an emotional response and provides genuine significance. This deep-down authenticity of motivation is particularly good news for smaller companies because it can give them the freedom to do something truly innovative and distinct. Nowadays, consumers are increasingly drawn to the intangible aspects of a transaction, I mean this is beyond the straightforward exchange of goods or services. And what makes meaning particularly valuable is that it doesn’t require substantial resources to produce compared to actual substances, making it a more sustainable and impactful element in business interactions. Contact me via e-mail to arrange “an intangible value” workshop for your organisation.
Comfortable decisions
There are only two ways you can make meaningfully make money. You can either find out what people want and work out a really clever way to make it or you can work out what you can make and find out a really clever way to make people want it. I think the most successful goods are a combination of the two, for example, (something totally unwanted becomes desirable due to the workings of marketing) - at the other extreme you have commodity goods that people want at the beginning and your job is simply to provide them as cheaply and efficiently as possible. Very few things lie at those extremes, most things are a combination of essentially understanding human needs and also understanding how you can present what you make in a way that makes it likeable. I think most really successful inventors and entrepreneurs are also great showmen and salesmen. For example, Steve Jobs, Elon Musk, Thomas Edison, they are people who not only know how to make clever things, but they also know how to sell them.
““There are only two things that add value, marketing and innovation, everything else is a cost.” ”
Use numbers for support
Nobody questions you when you use numbers and data to back things up. In the business world, if you present any information in numerical form everyone will nod along and it usually is verified. For example, during a sales presentation, when you showcase statistics highlighting the market share your product has gained, the audience becomes more receptive and inclined to believe in the success of your offering. The data-driven approach helps to instills confidence and encourages potential clients to make purchasing decisions.
Know it all
We are all aware that there is a difference between wisdom and intelligence even though it’s quite difficult to pin down. You must always be willing to truly consider evidence that contradicts your beliefs, and admit the possibility that you may be wrong. I think that intelligence isn’t knowing everything, it’s the ability to challenge everything you know.
““Sell your cleverness and buy bewilderment.””
It all depends
Game theory is a mathematical framework to understand how decision-makers make choices and interact strategically in situations where the outcomes of their decisions depend not only on their own actions but also on the actions of others. I have used game theory to study and analyse strategic interactions between decision-makers and competitors. Markets are not perfectly efficient they are discovery mechanisms, and through this discovery process it will clarify what people will willing to pay for. Therefore, price reduction is not a strategy as there is an appropriate level of costs for your business and for the market niche you seek to fill.
I think you can’t really understand human behaviour unless you understand game theory because we are social species and most of our mental evolution has evolved by developing how to second guess other people.
Juneteenth
c/o Adobe
Yesterday, our American friends celebrated Juneteenth, which is a new federal holiday to mark the official end of slavery in the United States, symbolising the triumph of freedom over oppression. Understanding this history is crucial to fully comprehend the legacy of slavery and its impact on American society, it’s also a reminder of the ongoing struggle for racial equality and social justice. We must remember that the whole discussion around diversity and inclusion is not unique to America. I look forward to the day when embracing cultural understanding and the respect for diverse experiences becomes a norm in society.
Personal, unique and dynamic
My approach is a circular and holistic research approach that combines both qualitative and quantitative methods. On the qualitative side, I focus on identifying the softer, emotional qualities that underpin why customers behave in certain ways, and this involves delving into their motivations and understanding the reasons behind their actions. On the quantitative side, I aim to communicate with business leaders using a language they can easily understand, relying on undisputed facts and evidence to prove or disprove hypotheses. To achieve this, I utilise quantitative data and research findings to inform and enrich the qualitative investigations, employing methods such as ethnology and anthropology. By integrating the insights gained from qualitative research back into the quantitative analysis, I can provide a comprehensive understanding of customer behaviour and its underlying factors. Contact me via e-mail to arrange a meeting.
Preparing for change
Our brain has to use shortcuts to make sense of the world, and any form of behavioural change whether positive or negative requires communication. In many real-life situations, we lack complete knowledge, face an uncertain future, and must depend on instinctive heuristics. A heuristic is a simple rule of thumb which is not perfect but offers quick and dependable results for most intents and purposes. I think that many of our beliefs are formed to prevent cognitive dissonance; we seek to maintain a positive self-image and often engage in constructing narratives to support those beliefs.
The result is the same
There are two different perspectives on finding satisfaction and solving problems.
1. Diminish your wants by finding contentment within oneself rather than seeking external material possessions. Here one would focus on gratitude, mindfulness, and personal growth.
2. By increasing your means or resources one can improve their quality of life and find contentment. This approach aligns with the pursuit of material possessions, wealth, and external achievements.
There’s a psychological solution to happiness or the materialistic economic version. Both perspectives have their merits, and the choice between them ultimately depends on personal values, beliefs, and circumstances. I think it's important to note that these perspectives are not mutually exclusive, and individuals may incorporate elements from both approaches to find their own unique path to fulfillment.
Material vs. psychological value
Is economic value material or can it be psychological?
Economic value can be both material and psychological, depending on the context and perspective. In the traditional sense, economic value is often associated with tangible and measurable factors such as physical assets, goods, services, or resources. The psychological aspects of economic value are driven by individual or collective beliefs, preferences, and emotions. I think the next burst in economic growth will be driven by improvements in marketing efficiency, specifically resulting from in academic research in psychology, human behaviour, anthropology, and behavioural economics.