Rob s family has been telling him to take his medicine. But he only listens when the doctor told him to do so.

Transcription

1 COMPARTMENTS S2 Messenger img: totalhealth.co.uk Rob s family has been telling him to take his medicine. But he only listens when the doctor told him to do so. Adapted by 2014 DIC from 2010 IIT Institute of Design

2 EXTERNAL CUES S2 Messenger People react differently to messages delivered by various people. Different messengers affect the strength of the same message.

3 MENTAL MODELS S3 Actions & Beliefs Conflict img: Psychpage Sam wants to live a long life but he still smokes. He rationalizes that not everyone who smokes get lung cancer. Adapted by 2014 DIC from 2010 IIT Institute of Design

4 MENTAL MODELS S3 Actions & Beliefs Conflict People tend to rationalise their conflicting thoughts so they will be consistent with their behaviour.

5 OWNERSHIP Endowment Effect F4 When it s not mine When it s mine Value: $ Value: $$ I will sell this cup for $10 because it s mine. But if I were to buy someone else s cup, I think it s only worth $2. Adapted by 2014 DIC from 2010 IIT Institute of Design

6 OWNERSHIP F4 Endowment Effect People tend to value things they own more than others value them.

7 LOSS F3 Meaningless img: galleryhip What s the point of trying anymore? I ve cut down on my meals yet I haven t lost any weight. I give up. Adapted by 2014 DIC from 2010 IIT Institute of Design

8 LOSS F3 Meaningless People tend to lose motivation when their work feels meaningless & futile. Sisyphus Condition

9 QUICK INDICATORS S4 Quick Choosing img: vikendplaner We tend to eat whatever is placed in front of us or easily within our grasp. (Thaler and Sustein) DIC 2014

10 QUICK INDICATORS S4 Quick Choosing People tend to make decisions in automatic pilot mode, often choosing the least complex option.

11 MENTAL MODELS S3 Information Avoidance img: dreamstime I don t want to hear anything about cancer. I don t need a check up. Adapted by 2014 DIC from 2010 IIT Institute of Design

12 MENTAL MODELS S3 Information Avoidance People tend to avoid information of negative things and behave as if they can avoid by ignoring them.

13 LOSS F3 Loss Aversion img: mylot Money we cannot earn is ok. Money we lose is not ok. Adapted by 2014 DIC from 2010 IIT Institute of Design

14 LOSS F3 Loss Aversion People tend to focus on losses more than gains. A loss is more painful to people than an equivalent gain is rewarding to them.

15 COMPARTMENTS S2 Image Motivation img: hybridcars.com Look at my hybrid car! I am a good steward of the environment! 2014 DIC

16 EXTERNAL CUES S2 Image Motivation People tend to be concerned with their own self-image and will work to burnish this self-image.

17 LOSS F3 What-The-Hell Effect img: Desiree Campbell Oops! I didn t mean to eat that big piece of pie. There goes my diet. Oh, What the hell. I might as well have another piece. (Selig) 2014 DIC

18 LOSS F3 What-The-Hell Effect People tend to lose their self-control to achieve their goals once they slip up.

19 EXTERNAL CUES S1 I m Being Watched img: Wikipedia You better slow down, there is a police car at the road shoulder DIC

20 EXTERNAL CUES S1 I m Being Watched People tend to behave differently when they know they are being watched.

21 EXTERNAL CUES S1 It s Not My Problem The printer is spoilt. Oh well, someone else in the office will fix it. It s not my problem DIC

22 EXTERNAL CUES S1 It s Not My Problem People tend to assume someone else will take responsibility for a problem, and will not step up to solve it. Diffusion Of Responsibility

23 EXTERNAL CUES S1 Bandwagon Effect img: novotel Guests who received signs saying 75% of guests who stayed in this room reused their towels reused their towels more than rooms that just say help save the environment. (Mindlin) Adapted by 2014 DIC from 2010 IIT Institute of Design

24 EXTERNAL CUES S1 Bandwagon Effect People tend to do or believe things because many other people do or believe the same. Sheep Effect, Herd Mentality

25 EXTERNAL CUES S1 Status Quo Bias img: 123rf In Germany s opt-in organ donation program, only 12% of citizens consented to donate. But in Austria s opt-out program, 99% consented. (Thaler and Sunstein) Adapted by 2014 DIC from 2010 IIT Institute of Design

26 EXTERNAL CUES S1 Status Quo Bias People tend to choose not to make decisions. They prefer to keep things the way they are.

27 QUICK INDICATORS S4 Availability img: Mylilventure I should go for a mammogram soon! My friend of the same age just got diagnosed with breast cancer recently. Adapted by 2014 DIC from 2010 IIT Institute of Design

28 QUICK INDICATORS S4 Availability People tend to rely on easyto-access examples when making decisions. These examples are most often recent, vivid, and personal stories.