Design Psychology: Motivate Your User

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Intelligent.ly class with behavioral psychologist, Amy Bucher. Learn how to apply principles of self-determination theory to product design, UX and marketing. Learn more from the experts by visiting http://intelligent.ly/learn.

Design Technology Business

Design Psychology:
Motivate Your User
AMY BUCHER, Ph.D.
amy.bucher@gmail.com

• Psychology & motivation
• Fogg behavior model
• Self-determination theory
– Competence
– Autonomy
– Relatedness
• Additional considerations
Amy Bucher, Ph.D. (amy.bucher@gmail.com)
Agenda

Amy Bucher, Ph.D. (amy.bucher@gmail.com)
“It’s
not
that
I’m
lazy,
it’s
that
I
just
don’t
care.”

Amy Bucher, Ph.D. (amy.bucher@gmail.com)
Types of Motivation: Self Determination Theory
AutonomousControlled
Adapted from Segar & Hall (2011) Source: Ryan & Deci (2000)

Amy Bucher, Ph.D. (amy.bucher@gmail.com)
Types of Motivation: Self Determination Theory
AutonomousControlled
More
likely
to
engage
in
and

sustain
behavior
change
Adapted from Segar & Hall (2011) Source: Ryan & Deci (2000)

Amy Bucher, Ph.D. (amy.bucher@gmail.com)
FOGG
BEHAVIOR
MODEL

Amy Bucher, Ph.D. (amy.bucher@gmail.com)
Know Before You Go

Amy Bucher, Ph.D. (amy.bucher@gmail.com)
GREEN
Do a new
behavior
BLUE
Do a familiar
behavior
PURPLE
Increase
duration or
intensity
GRAY
Decrease a
behavior one
time
BLACK
Stop doing a
behavior
Dot
Behavior is done
at one time
GREEN
DOT
Do a new
behavior one
time
BLUE
DOT
Do a familiar
behavior one
time
PURPLE
DOT
Increase a
behavior one
time
GRAY
DOT
Decrease a
behavior one
time
BLACK
DOT
Stop doing a
behavior one
time
Span
Behavior has a
duration
GREEN
SPAN
Do a new
behavior for a
span
BLUE
SPAN
Do a familiar
behavior for a
span
PURPLE
SPAN
Increase a
behavior for a
span
GRAY
SPAN
Decrease a
behavior for a
span
BLACK
SPAN
Stop doing a
behavior for a
span
Path
Behavior is done
from now on
GREEN
PATH
Do a new
behavior from
now on
BLUE
PATH
Do a familiar
behavior from
now on
PURPLE
PATH
Increase a
behavior from
now on
GRAY
PATH
Decrease a
behavior from
now on
BLACK
PATH
Stop doing a
behavior from
now on
Fogg Behavior Grid

Amy Bucher, Ph.D. (amy.bucher@gmail.com)
What does this
explain really well?

Amy Bucher, Ph.D. (amy.bucher@gmail.com)
SELF-‐DETERMINATION
THEORY

Amy Bucher, Ph.D. (amy.bucher@gmail.com)
Self-
Eﬃcacy
Social
Learning
Hierarchy of
Needs

Amy Bucher, Ph.D. (amy.bucher@gmail.com)
Self-Determination Theory (SDT):
Antecedents of Motivation
Motivation

Amy Bucher, Ph.D. (amy.bucher@gmail.com)
Application of SDT
Adapted from Scott Rigby

Amy Bucher, Ph.D. (amy.bucher@gmail.com)
How vs.What

Help people feel they have control
Amy Bucher, Ph.D. (amy.bucher@gmail.com)
PERCEIVED
AUTONOMY

Amy Bucher, Ph.D. (amy.bucher@gmail.com)

Pandora.comAmy Bucher, Ph.D. (amy.bucher@gmail.com)

WeightWatchersAmy Bucher, Ph.D. (amy.bucher@gmail.com)
Lunch Builder
Cheat Sheet

Amy Bucher, Ph.D. (amy.bucher@gmail.com)
PERCEIVED
COMPETENCE

Opower.com
1.4 – 3.3% energy use reduction per household (Alcott, 2011)
Amy Bucher, Ph.D. (amy.bucher@gmail.com)

Amy Bucher, Ph.D. (amy.bucher@gmail.com)
Yelp
Untappd
Fitocracy

Amy Bucher, Ph.D. (amy.bucher@gmail.com)
$26
Million
in ﬁrst year1
1. http://news.starbucks.com/article_display.cfm?article_id=598, retrived October 1, 2012

Amy Bucher, Ph.D. (amy.bucher@gmail.com)
J&J Digital Health Scorecard http://www.digitalhealthscorecard.com/?sf7635864=1

Amy Bucher, Ph.D. (amy.bucher@gmail.com)
http://duolingo.com/#/effectiveness-study
34 Hours of Duolingo 1 University Semester

Amy Bucher, Ph.D. (amy.bucher@gmail.com)
PERCEIVED
RELATEDNESS

Amy Bucher, Ph.D. (amy.bucher@gmail.com)
Weizenbaum, J. (1966). ELIZA—A computer program for the study of natural
language communication between man and machine. Communications of the
ACM, 9(1), 36-45.
ELIZA

Human: My boyfriend made me come here.
Amy Bucher, Ph.D. (amy.bucher@gmail.com)
Weizenbaum, J. (1966). ELIZA—A computer program for the study of natural
language communication between man and machine. Communications of the
ACM, 9(1), 36-45.
ELIZA

Human: My boyfriend made me come here.
ELIZA: Your boyfriend made you come here?
Amy Bucher, Ph.D. (amy.bucher@gmail.com)
Weizenbaum, J. (1966). ELIZA—A computer program for the study of natural
language communication between man and machine. Communications of the
ACM, 9(1), 36-45.
ELIZA

Human: My boyfriend made me come here.
ELIZA: Your boyfriend made you come here?
Human: He says I’m depressed.
Amy Bucher, Ph.D. (amy.bucher@gmail.com)
Weizenbaum, J. (1966). ELIZA—A computer program for the study of natural
language communication between man and machine. Communications of the
ACM, 9(1), 36-45.
ELIZA

Human: My boyfriend made me come here.
ELIZA: Your boyfriend made you come here?
Human: He says I’m depressed.
ELIZA: I’m sorry to hear you are depressed.
Amy Bucher, Ph.D. (amy.bucher@gmail.com)
Weizenbaum, J. (1966). ELIZA—A computer program for the study of natural
language communication between man and machine. Communications of the
ACM, 9(1), 36-45.
ELIZA

Human: My boyfriend made me come here.
ELIZA: Your boyfriend made you come here?
Human: He says I’m depressed.
ELIZA: I’m sorry to hear you are depressed.
Human: It’s true. I’m unhappy.
Amy Bucher, Ph.D. (amy.bucher@gmail.com)
Weizenbaum, J. (1966). ELIZA—A computer program for the study of natural
language communication between man and machine. Communications of the
ACM, 9(1), 36-45.
ELIZA

Amy Bucher, Ph.D. (amy.bucher@gmail.com)
ALSO
CONSIDER
.
.
.

The basic principles of Self-
Determination Theory
operate universally . . .With
some unique cultural twists
Amy Bucher, Ph.D. (amy.bucher@gmail.com)

Failure is learning.
Make it safe.
Amy Bucher, Ph.D. (amy.bucher@gmail.com)

Beautiful Design Matters!
Despite the success of Pong,

Amy Bucher, Ph.D. (amy.bucher@gmail.com)
Glued to Games, by Scott Rigby and Richard Ryan
selfdeterminationtheory.org > links to
academic papers, research
Stanford University Persuasive
Technology Lab (http://
captology.stanford.edu/)
I also like:
•Inﬂuence: The Psychology of Persuasion, by Robert Cialdini
•Willpower, by Roy Baumeister and John Tierney
•The Power of Habit: Why We Do What We Do in Life and in
Business, by Charles Duhigg
From this presentation:
Additional Resources

Course Title
Course Title
INSTRUCTOR NAME

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