Know Your Nuggets: Endowed Progress

October 2, 2018 Bob Sullivan 0

Want your employees or consumers to finish something? Give them a decent head start. It sounds too simple to be true, but it is. People are more likely to complete a task if they are given a jump start at the beginning. This behavioral phenomenon is called “endowed progress.” We all […]

‘All’s well that ends well’ is good business

August 9, 2018 Bob Sullivan 0

End on a high note! Hit your last shot before leaving the basketball court. Make sure you say good-bye when you leave.  And yes, all’s well that ends well. In my continuing series for PeopleScience.com on cognitive biases, I recently took on the Peak-End rule.  It’s a simple concept that […]

Nerd Nuggets: What is the IKEA Effect?

July 23, 2018 Bob Sullivan 0

When you put your own blood, sweat, and tears into something, you value it more.  You probably know that, but you probably don’t know this tendency has a name — the IKEA Effect — and it has many applications in the workplace and on America’s store shelves. I’ve mentioned this […]

Know Your Nuggets: Social Proof

September 4, 2017 Bob Sullivan 0

  You arrive at a party at an unfamiliar home. As you ring the bell, you rehearse the next few moments — explaining who you know, why you’re there, where you’ll place the bottle of wine you’re holding. Then the door opens, the hellos begin, and suddenly, there’s a powerful […]

Know Your Nuggets: Operational Transparency

September 4, 2017 Bob Sullivan 0

When you were in math class as a child, teachers usually wanted more than the correct answer to a problem. They also wanted you to demonstrate, on paper, how you got the answer. They wanted you to “show your work.” Turns out, adults want that too. In fact, something kind of magical […]

Know Your Nuggets: The Identifiable Victim Effect

September 4, 2017 Bob Sullivan 0

The Syrian refugee crisis had been raging for nearly five years, and millions displaced, when one photograph changed the entire global conversation. The lifeless body of 3-year-old Alan Kurdi, lying face down on a beach after drowning while attempting a dangerous escape to Europe on a flimsy raft, cut through […]

Know Your Nuggets: Choice Overload

September 4, 2017 Bob Sullivan 0

  Beer bars are all the rage. Perhaps you’ve experienced actual rage yourself, the last time you saw someone approach a highly trained beertender and ask this simple question: “What’s good?” Maybe there was even an audible gasp in the bar. Egads! Inevitably, the beertender escalated the situation with a […]