5min chapter

Marketing Week cover image

Marketing Week Meets: Rory Sutherland

Marketing Week

CHAPTER

The Importance of Logic in Decision Making

Humans didn't evolve a sense of logic to make different decisions. The first requirement of getting other people to buy into your idea is that it meets those constraints of logic. There's a huge creative opportunity cost if you require that every solution makes complete sense. Red Bull works because it claims to have medicinal or psychoactive powers, the product has to taste weird. And there's an instinctive thing where the human is going, my belief in the potency of this product is actually inversely correlated with how delicious it tastes. I discovered that Diet Coke has to be made deliberately slightly more bitter than ordinary Coke, which is why it's slightly less sweet than conventional Coke. That's more of a

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