selling to humans with computers

Selling to Humans with Computers

Rob Swick, AlphaSearch AIM 2012

Tuesday, June 12, 2012

Psychology & NexialismSocial supremecy Computers are people tooHow to fake authenticityScience can make you rich!= Intrinsic rewards & extrinsic triggers


Thanks, Mort

“The Internet

is a fad.” - Mort Mendelson, circa 1995


Are you a Nexialist?


Are you a Nexialist? ... Grosvenor's application of Nexialism rather than the more narrow-minded approaches of the individual scientific and military minds ... prove more effective against the hostile encounters both from outside and within the Space Beagle.

He is eventually forced to take control of the ship using a combination of hypnotism, psychology, brainwashing, and persuasion, and saving the ship and our galaxy.


We are not Spock :(


He isn’t either


Where do decisions come from?

We think we’re logical, because it’s healthy for us to believe that.

Decisions are emotional - they come from caring.

“What you think of you isn’t the truth” (paraphrasing Kate Inglis: today, across the hall).


Go ahead, push my buttons


People are not logical. They have buttons you can (and should) push

And choose your graduate advisor really carefully.


Computers are people too


Nice to click you


Nice to click you

What did we learn?

✓Reciprocity bypasses normal defences

✓Computers are our friends


Wilson was a real sport


Stop da puck for me eh?


Which one’s Thelma?


We see the world in a personal-social frame


Science can make you rich


Applied behaviorism


Buys his gas here because the pump doesn’t slow to a crawl for the last dollar


Easier? (Google, Amazon, Dell, Kijiji)

More social motivators? (Facebook, Toms Shoes)

More triggers? (Hotmail, Facebook, Farmville)

Better in a small but impactful way? (Instagram)

Small reasons mean big money


Intrinsic and extrinsic motivators


Joe Girard: #1 Salesman...in the world. Ever.


Can we fake authenticy?


Can we fake authenticy?

Character?


Facebook is good... very good...


An animal model of computer addiction?


Why does character matter so much? Or does it?


“people aren’t really engaged unless they’re talking about plot and characters rather than hype and actors”. - Brandintel


Groupon & Gamification

What’s the problem with Groupon?

➡ Extrinsic motivation is fleeting

➡ When the trigger goes away, the customers go away


Some questions...

1.Are my triggers salient and timely?

2.Am I making it incredibly, stupidly easy? What is the greatest obstacle?

3.Is this a motivated audience?


Questions?


selling to humans with computers

Technology

people arent

people tootuesday

combination ofhypnotism

social motivators

extrinsic motivation

extrinsic motivatorstuesday

space beagle

normal defences computers