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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

34:11

280. Memory Biases: Don’t Forget To Listen!...

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

2023/04/18

Memory is a funny thing. We like to think we have these perfect pictures of what really happened in our minds waiting to be retrieved in pristine condition, but that’s not at all how it works. It turns out we have all sorts of biases that, well, bias our memories. And that is important to know in our interactions with other people in life and business. The truth is: you can remember something completely different from someone else, and neither of you has to be wrong. Let me say that again, even if

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59:08

279. Creating an Irrational Loyalty Program at...

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

2023/04/14

In today's conversation, I am joined by McDonald’s Lauren Kemp and Stephen Springfield from the Aspen Center for Consumer Science. Last fall I saw them give a talk at IIEX Behavior on how they used behavioral science to create an "irrational" loyalty program at Mcdonald's. It was instantly clear they had to be on the show to talk about this project, its insights, and what you can learn from it. It is such a great case study showing how real people inside organizations (and in this case, working with

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40:01

278. How Starbucks Leverages Behavioral Economics...

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

2023/04/11

As a Seattle girl, I love me some Starbucks so it is fun to refresh this episode which was one of the first (and most popular) behavioral economics analysis episodes I’ve ever done. It is currently the 11th most downloaded episode of the show of all time, and with 277 episodes to date, that is a pretty big deal! If you aren’t familiar with this format, it is an episode where I talk about a well-known company and their practices to share what concepts from behavioral economics and behavioral science

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54:16

277.The Human Experience with John Sills

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

2023/04/07

In today's conversation, I am joined by John Sills. John is Managing Partner at the customer-led growth company, The Foundation. He’s been in front-line teams delivering the experience, innovation teams designing the propositions, and global HQ teams creating the strategy. He's been a bank manager during the financial crisis (which he says was not fun), launched a mobile app to millions of people (very fun), and regularly visits strangers’ houses to ask very personal questions (incredible fun). He

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45:22

276. Surprise! It’s Delightful (And Drives Loyalty)...

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

2023/04/04

Today’s episode is all about surprise and delight. Hopefully, the title concept of this episode already has you in a happy and delightful mood (that’s priming for you!) and you are ready for some fun. I love thinking about experiences and incorporating fun, delightful moments. It can be with customers or employees and in totally unexpected places (that is the best strategy) like an error page of a website or the legaleze people agree to. Little moments of thoughtfulness are my favorite, and they

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46:46

275.The Illusion of Choice with Richard Shotton

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

2023/03/31

In today's conversation, I am joined by Richard Shotton. His first book, The Choice Factory, is a best-selling book on how to apply findings from behavioral science to advertising. His new book, The Illusion of Choice: 16 ½ Psychological Biases that Influence Why We Buy, is a phenomenal add to what he has already contributed to the field of behavioral science. This book (and conversation!) are both full of great examples from traditional academic research and from practical application. And, one of

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54:39

274. Reducing Business Friction: Understanding The...

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

2023/03/28

Today I welcome Roger Dooley to The Brainy Business podcast for a refresh of our conversation about his book Friction. Featuring this discussion was inspired by Richard Shotton's new book The Illusion of Choice, which has one chapter about “making it easy” and then another on “making it difficult” (and you’ll hear all about it on Friday). This perfectly aligns with Roger’s book, Friction, which is all about understanding the psychology of friction and how it can be used to optimize customer

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54:06

273. Mixed Signals: How Incentives Really Work, with...

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

2023/03/24

In today's conversation, I am joined by Dr. Uri Gneezy. Uri's research focus is on putting behavioral economics to work in the real world, where theory can meet application. He is looking for basic research as well as more applied approaches to topics like incentives-based interventions to increase good habits and decrease bad ones, Pay-What-You-Want pricing, and the detrimental effects of small and large incentives. In addition to the traditional laboratory and field studies, he currently works

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48:41

272. iNcentives: The “N” in Behavioral NUDGES...

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

2023/03/21

Today’s episode is all about iNcentives, specifically as they pertain to the concept of NUDGES. This episode first aired as part of a 7-part series I did on NUDGES back in 2019. Why seven parts? Well, “NUDGES” is an acronym for the six types of nudges as introduced by Thaler and Sunstein: iNcentives (which is a bit of a fudge to make it work, but we all forgive them), Understand Mapping, Defaults, Give Feedback, Expect Error and Structuring Complex Choices. That original series included one episode

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47:04

271. The Power of Scarcity with Mindy Weinstein

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

2023/03/17

Today, I am joined by Dr. Mindy Weinstein. Mindy is the founder and CEO of Market MindShift and was named one of the top women in digital marketing globally by her peers. She is also a global speaker, trainer, and digital marketing strategist who has worked with and trained companies of all sizes, including Facebook, The Weather Channel, Rosetta Stone, World Fuel Services, Investor’s Business Daily, HBO, Fandango, Telemundo, LL Bean, Cisco, Transamerica, and Sportsman’s Guide. Other digital

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30:17

270. Scarcity: Why Does Less Available Feel More...

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

2023/03/14

Today’s episode is all about scarcity. This is a term you are familiar with, but I am willing to bet you aren’t using it in all the ways it can be leveraged in your life and business. The term gets thrown around a lot and people know some of how it works, but the nuance is so so so much more than you can imagine. This refreshed episode, which originally aired in the fall of 2018, will introduce you to the depth that this topic can have to set you up for this Friday’s episode with Mindy Weinstein,

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56:08

269. Getting Along: How to Work with Anyone,...

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

2023/03/10

In today's conversation, I am joined by Amy Gallo. Amy is an expert in conflict, communication, and workplace dynamics. She combines the latest management research with practical advice to deliver evidence-based ideas on how to improve relationships and excel at work. She has written two books: The HBR Guide to Dealing with Conflict, and her newest which we are discussing today: Getting Along: How to Work with Anyone (Even Difficult People). In her role as a contributing editor at Harvard Business

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28:44

268: You Are Many Peoples’ “Them” – Fundamental...

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

2023/03/07

Today’s episode is all about fundamental attribution error. Why is this the Tuesday Refresh? Well, when contributing editor to the Harvard Business Review, Amy Gallo, is on the show this coming Friday to discuss her book Getting Along: How to Work With Anyone (Even Difficult People) we specifically talk about this concept in detail. Also, upon review, this episode first aired on March 20, 2020…something tells me it hasn’t gotten as many listens as it deserves - ha! It is so prevalent in every

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54:48

267. I, Human: Behavior and our Complicated...

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

2023/03/03

In today's conversation, I am joined by Dr. Tomas Chamorro-Premuzic, an international authority in psychological profiling, talent management, leadership development, and people analytics. His commercial work focuses on the creation of science-based tools that improve organizations' ability to predict performance, and people's ability to understand themselves. He is currently the Chief Innovation Officer at Manpower Group, co-founder of Deeper Signals and Metaprofiling, and Professor of Business

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26:19

266. Dunning-Kruger Effect: Are you on the Peak of...

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

2023/02/28

Today’s episode is all about the Dunning Kruger Effect, which was the second most downloaded episode of the year in 2022, so in case you missed it I wanted to be sure you had a chance to listen to it like so many of your peers did. :) If you DID hear this episode last year when it came out, I highly recommend you still tune in now because I can guarantee it will hit you differently today than it did back then. You are a different person and you will glean different insights from the episode, I

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51:53

265. Why You SHOULD Talk To Strangers with Dr. Nick...

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

2023/02/24

In today's conversation, I am joined by Dr. Nick Epley, Director of the Center for Decision Research at the University of Chicago Booth School of Business. I was introduced to Nick by the amazing Ayelet Fishbach, who has been on The Brainy Business twice before. Nick studies social cognition—how thinking people think about other thinking people—to understand why smart people so routinely misunderstand each other. He teaches an ethics and well-being course to MBA students called Designing a Good Life

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44:38

264. Herding: Are You a Guppy? (Refreshed Episode)

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

2023/02/21

Today’s episode is all about herding. We humans are a herding species, just like cows and sheep and guppies, and this has a big impact on our behavior. We are tribal and we look to others to help us stay safe and make good decisions. Or, at least, what our subconscious tells us is a good decision. :) This is why things like testimonials are so important. Herding has a dedicated chapter in my first book, What Your Customer Wants and Can’t Tell You because they are so important for businesses to

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47:08

263. Purpose: Design a Community and Change Your Life...

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

2023/02/17

In today's conversation, I am joined by Gina Bianchini, author of the book Purpose: Design a Community and Change Your Life. She’s also the CEO and Founder of Mighty, where creators, entrepreneurs, and brands build digital communities and courses with cultural software. Myself included -- the BE Thoughtful Revolution moved to Mighty Networks in 2021. In 2019, Gina launched the Community Design™ Masterclass, where over 8,000 people have learned how to build a community so valuable you can charge for

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39:30

262. Network Effect: What Twitter, AirBNB & the...

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

2023/02/14

Today’s episode is all about the network effect. This is something I don’t talk about all that often as it isn’t purely behavioral economics related, but I did the original episode because a listener requested it and it was really timely as at that time early on in the pandemic. This episode first aired in June of 2020 at a time where people were really looking to shift into a virtual presence. And not surprisingly, there is always a bit of a “field of dreams” mentality with these things, so I

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47:24

261. Both/And Thinking with Dr. Wendy Smith

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

2023/02/10

In today's conversation, I am joined by Dr. Wendy Smith, coauthor of Both/And Thinking: Embracing Creative Tensions to Solve Your Toughest Problems. I don't think we realize it all that much, but our lives are full of paradoxes. Questions like: How can we each express our individuality and be a team player? How do we balance work and life? How can we take care of ourselves while supporting others? How can we manage the core business while innovating for the future? Believe it or not, these are some

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560 results

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