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PODCAST

The Brainy Business | Understanding the Psychology of Why People Buy | Behavioral Economics

Consumers are weird. They don"t do what they say they will do and don"t act how we think they "should." Enter Melina Palmer, a sales conversion expert with a personal mission to make your business more effective and brain friendly. In this podcast, Melina will take the complex concepts of behavioral economics (the study and science of why people buy - or not) and provide simple, actionable tips you can apply right away in your business. Whether you"re a small business or thriving corporation,

business marketing

All Episodes

01:00:51

311. Humanizing Rules: Unveiling the Human Side of...

The Brainy Business | Understanding the Psychology of... ·

2023/08/03

Do you want people to be more likely to follow whatever rules, policies, or procedures you create? It's time to make them more human. Understanding and empathizing with the perspectives of others plays a crucial role in effective rule adherence. Comprehending the dynamics of rules can lead to beneficial outcomes in various aspects of life, from lessening conflicts to fostering compliance within organizational settings. Those who understand and communicate the reasons behind their rules are more

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46:54

310. Using Availability Bias to Generate Buzz...

The Brainy Business | Understanding the Psychology of... ·

2023/07/31

Understanding cognitive biases can inform marketing and advertising strategies in businesses. Availability bias causes individuals to rely on immediate information, which is easily accessible, instead of thorough research. If it comes to mind easily, we think it is more true or likely than if it doesn't come to mind as easily. Of course, that isn't always the case. Availability bias can deeply influence decision-making processes both within a company and for its customers. For businesses,

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43:34

309. Empowered Refusal: How Saying No Can...

The Brainy Business | Understanding the Psychology of... ·

2023/07/27

Dr. Vanessa Patrick, a respected marketing professor at the University of Houston's Bauer College of Business, is revered for her notable research on the psychology of saying no. This research acts as the foundation of her book, The Power of Saying No. The seemingly simple act can be a strenuous inner struggle, but Vanessa insists it's an essential skill for preserving personal dignity and establishing a balanced life. Understanding the psychology behind our hesitance to refuse can liberate

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41:39

308. Powerfully Persuasive: Zoe Chance’s Magic...

The Brainy Business | Understanding the Psychology of... ·

2023/07/24

Dr. Zoe Chance emphasizes the importance of examining problems from different perspectives and setting long-term goals for success. Approaching problem-solving differently can result in innovative solutions that others might overlook. By aligning these objectives with Zoe's "magic question," individuals can foster a sense of collaboration and create opportunities for progress. Throughout the podcast, Dr. Chance shares stories of how people have successfully applied the magic question in various

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47:40

307. Unlock Your Potential: The Ultimate Guide to...

The Brainy Business | Understanding the Psychology of... ·

2023/07/20

Mentorship is a critical component of personal and professional growth. A supportive mentor enables mentees to develop critical skills, make better decisions, and achieve their goals faster by providing guidance, perspective, and encouragement along their journey. Furthermore, mentors benefit by expanding their network, reinforcing their knowledge, and deriving satisfaction from contributing to the success of others. Mentorship is a valuable, reciprocal relationship that fosters learning,

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30:00

306. Conquer Imposter Syndrome and Boost Confidence...

The Brainy Business | Understanding the Psychology of... ·

2023/07/17

Self-doubt can be a significant barrier to success in business, holding individuals back from pursuing opportunities or capitalizing on their strengths. Overcoming self-doubt requires anyone in business (especially entrepreneurs) to develop a positive mindset, embrace their expertise, and trust their instincts in decision-making. By actively combating self-doubt and harnessing confidence, entrepreneurs can overcome the obstacles holding them back, paving the way for professional and personal growth

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50:21

305. Finding Your Congregation: Culture as a Catalyst...

The Brainy Business | Understanding the Psychology of... ·

2023/07/13

To build authentic brand connections with customers, it is essential for marketing professionals to understand the unique cultural context within which their target audience exists. This encompasses not only the cultural values and beliefs of the intended market but also the broader societal context within which these individuals reside. By accurately identifying their congregation (NOT target market) and their specific cultural attributes, marketers can create tailored messaging that communicates

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48:45

304. Decoding Group Identity: Insights for Business...

The Brainy Business | Understanding the Psychology of... ·

2023/07/10

Effective leadership involves being aware of and managing one's social identities within the workplace. To foster a sense of teamwork and shared purpose, leaders should focus on building an environment where employees feel heard, understood, and valued. This not only strengthens group dynamics but also reduces the instances of us-versus-them mentalities. Packer shared insights on how leaders can better manage their social identities, emphasizing the need to validate group identities continually

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50:41

303. Transforming Data into Art: A Conversation with...

The Brainy Business | Understanding the Psychology of... ·

2023/07/06

The importance of data visualization cannot be overstated, as it plays a crucial role in making complex data accessible, engaging, and actionable. Presenting data in a way that clearly communicates an underlying narrative or message can lead to more effective decision-making and a deeper understanding of data-driven insights. Additionally, data visualization assists in conveying these messages to different audiences, ensuring that the information is received and interpreted accurately. In her

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37:31

302. Beyond Physical Contact: The Science of Visual...

The Brainy Business | Understanding the Psychology of... ·

2023/07/03

In the context of business, the sense of touch plays a crucial role in building emotional connections with consumers and driving their purchasing behavior. Understanding and harnessing the power of touch can significantly improve the perceived quality of products and services, strengthening the brand image and fostering customer loyalty. By integrating touch into marketing and branding efforts, entrepreneurs can create a multisensory experience that has a lasting impact on their target audience.

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30:15

301. Magic Words: What To Say To Get Your Way, with...

The Brainy Business | Understanding the Psychology of... ·

2023/06/29

The power of language is paramount in any form of communication. How one utilizes language can significantly impact the outcome of conversations and the ability to persuade others. By understanding the intricacies of language and the psychology behind it, communicators can craft more effective messages that resonate with their target audience. With a focus on desired identities, motivations, and subtle shifts in language that can encourage or discourage behavior, communicators can directly influence

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30:59

300. Jingles, Rhythm, and Beats: The Neuroscience of...

The Brainy Business | Understanding the Psychology of... ·

2023/06/26

The ability to identify and interpret sounds is a vital aspect of human existence, shaping how individuals interact with the world around them. Sound can be both comforting and distracting, encompassing a wide spectrum of experiences. For this reason, understanding the impact of sound in marketing can be a game-changer, as it allows businesses to create more immersive experiences for customers and foster an emotional connection. Moreover, sound can help guide consumer behavior, enhancing their

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37:15

299. 5 Years, 299 Episodes: Here Are Your Favorites

The Brainy Business | Understanding the Psychology of... ·

2023/06/22

On the eve of the 300th episode of The Brainy Business, it felt like the perfect time to do a “best of” episode from the first five years of the show (another milestone we are just a couple of weeks away from!). How do we find out the “top” content around here? Thankfully, I don’t have to choose (each episode is like one of my babies), and, we don’t even have to ask. You have been voting every day for the last five years as you have chosen which episodes to listen to. And, in these five years, you

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33:40

298. The Science of Smell: Creating Emotional...

The Brainy Business | Understanding the Psychology of... ·

2023/06/19

Incorporating the sense of smell in branding is an effective way to create emotional connections with customers. By utilizing scents that evoke positive memories and emotions, businesses can foster a sense of familiarity and trust, directly influencing consumers' perception of a brand's value. The appropriate application of scent marketing can significantly impact customer behavior and sales performance. Melina Palmer delves into the strategic use of scent in branding and shares examples of

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45:57

297. Unlock Your Non-Obvious Thinking with Rohit...

The Brainy Business | Understanding the Psychology of... ·

2023/06/15

Non-obvious thinking is an essential skill for marketers who want to innovate and stay ahead in their respective industries. By being open to new ideas, recognizing patterns between seemingly unrelated things, and fostering a curiosity-driven mindset, marketers can unlock significant opportunities that others may overlook. Non-obvious thinking enables individuals to explore new territories and challenge conventional wisdom, leading to breakthroughs in marketing strategies and business growth.

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49:10

296. Framing: The Secret Weapon for Business...

The Brainy Business | Understanding the Psychology of... ·

2023/06/12

In the context of business messaging, frames play a crucial role in shaping the way potential customers perceive products and services. Different frames can evoke distinct emotions or reactions, as well as influence the customers' decision-making process. When applied effectively, framing can make a product or service more appealing, inspiring curiosity and generating positive associations in the minds of potential buyers. Framing can also demonstrate the benefits and value provided by a particular

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37:56

295. Unlocking Employee Motivation: The Science...

The Brainy Business | Understanding the Psychology of... ·

2023/06/09

Dr. Kurt Nelson is a behavioral scientist and founder of the Lantern Group. His expertise involves helping businesses align incentives and motivation to improve sales, productivity, and employee happiness. With a strong focus on incorporating behavioral science principles into goal-setting and motivation strategies, Kurt offers valuable insights for individuals and organizations seeking to enhance their overall success. During the podcast, Melina and Kurt discuss the Great Resignation, Quiet

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50:48

294. Understand Mapping: Mastering Choice...

The Brainy Business | Understanding the Psychology of... ·

2023/06/06

In the context of choice architecture, mapping involves organizing options to make them easily comprehensible and help customers make better decisions. By presenting choices in a simple and quick-to-understand manner, customers can avoid getting overwhelmed and make choices they are confident about. It is important, however, to carefully consider how options are presented, as offering too many choices can lead to confusion and regret. For the best results, businesses should strive to make options

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49:39

293. How Brands like Nike and Apple Master...

The Brainy Business | Understanding the Psychology of... ·

2023/06/02

The core idea of multi-narrative storytelling involves identifying a central message or concept that resonates with the audience and then expanding on it through a series of complementary stories. While each narrative can stand alone, together they create a comprehensive and compelling representation of the brand's identity and message. Two major brands that have successfully utilized multi-narrative storytelling in their marketing campaigns are Nike and Apple. Both brands have managed to create a

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36:45

292. Disney's Magic: Nostalgia & Novelty in a World...

The Brainy Business | Understanding the Psychology of... ·

2023/05/30

Creating brain-friendly experiences involves understanding how human psychology and behavioral principles can be integrated into the design of products and services. By recognizing and leveraging these concepts, brands can establish a stronger emotional connection with their customers and create experiences that resonate long after the interaction has ended. In the podcast, Melina Palmer advocates for infusing behavioral economics concepts into business practices and learning from Disney's approach

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