Susan Weinschenk - How to get people to do stuff
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Presented by Susan Weinschenk, PhD, on September 26, 2013 at the fourth annual Center for Health Literacy Conference: Plain Talk in Complex Times.
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Susan Weinschenk - How to get people to do stuff
- 1. How To Get People To Do Stuff Susan Weinschenk, Ph.D. @thebrainlady susan@theteamw.co m
- 2. 1. The Power of Stories
- 11. 2. Tricks of the Mind
- 12. 17 x 24 = ?
- 16. In a lake there is a patch of lily pads. Every day the patch doubles in size. If it takes 48 days for the patch to cover the entire lake, how long would it take for the patch to cover half of the lake? 24 days or 47 days?
- 17. In a lake there is a patch of lily pads. Every day the patch doubles in size. If it takes 48 days for the patch to cover the entire lake, how long would it take for the patch to cover half of the lake? 24 days or 47 days?
- 18. Sale on Soup Limit of 10 cans per person
- 19. Sale on Soup No limit per person
- 20. Sale on Soup Limit of 10 cans per person
- 21. Sale on Soup No limit per person
- 22. Platinum: $55.95 Gold: $35.95 Silver: $15.95 Silver: $15.95 Gold: $35.95 Platinum: $55.95
- 24. 3. Instincts
- 30. 60% stopped to taste 40% stopped to taste
- 31. 40% stopped to taste 30% of them purchased 100 people = 12 sales 60% stopped to taste 3% of them purchased 100 people = 2 sales
- 32. 40% stopped to taste 30% of them purchased 100 people = 12 sales 60% stopped to taste 3% of them purchased 100 people = 2 sales Iyengar, Sheena S. and Mark R. Lepper. 2000. When choice is demotivating: Can one desire too much of a good thing? Journal of Personality and Social Psychology. 79: 995-1006.
- 34. 7 + or - 2
- 35. 7 + or - 2 is a MYTH
- 36. Baddeley, A. D. (1994). The magical number seven: Still magic after all these years? Psychological Review, 101, 353-356. Broadbent, D. (1975). The magic number seven after fifteen years. In: Studies in long-term memory, ed. A. Kennedy & A. Wilkes. Wiley. Cowan, N. (2001). The magical number 4 in short-term memory: A reconsideration of mental storage capacity. Behavioral and Brain Sciences, 24, 87-185. People Can Remember/Deal with 3-4 Things at a Time
- 37. Choice = Control = Survival
- 38. We are more motivated by fear of loss than by anticipation of gain
- 39. 4. Carrots and Sticks
- 41. Behavior Reinforcement More behavior Skinner’s Operant Conditioning
- 42. “A” on report card $5 More “A’s” Skinner’s Operant Conditioning Behavior Reinforcement More behavior
- 43. “A” on report card $5 More “A’s” Skinner’s Operant Conditioning Behavior Reinforcement More behavior Push button Win money Push button Report on time Praise More reports on time
- 44. 5. The Need to Belong
- 46. 6. Habits
- 47. Pavlov’s Classical Conditioning Stimulus Respons e
- 48. Pavlov’s Classical Conditioning Stimulus Respons eMeat Salivate
- 49. Pavlov’s Classical Conditioning Stimulus Respons e Meat + Bell Salivate Meat Salivate
- 50. Pavlov’s Classical Conditioning Stimulus Respons e Meat + Bell Salivate Bell Salivate Meat Salivate
- 52. Habits Stimulus Respons eCue Respons eWake up Brush teeth
- 53. To Create a NEW Habit Cue Respons eWake up Brush teeth Existing response becomes the new cue: Brush teeth Take vitamins B.J. Fogg: tinyhabits.com
- 54. 7. The Desire for Mastery
- 55. How To Get People To Do Stuff 1. The Power of Stories 2. Tricks of the Mind 3. Instincts 4. Carrots and Sticks 5. The Need to Belong 6. Habits 7. The Desire for Mastery
- 56. “Motivation is the art of getting people to do what you want them to do because they want to do it.” ...Dwight D. Eisenhower
- 57. THANK YOU! Susan Weinschenk, Ph.D. @thebrainlady susan@theteamw.com www.theteamw.com