Behavioral Grooves Podcast

Rory Sutherland is a British advertising executive who became fascinated with behavioral science. Between his TED talks, books and articles, he has become one of the field’s greatest proponents. Rory is currently the Executive Creative Director of OgilvyOne, after gigs as vice-chairman of Ogilvy Group UK and co-founder of the Behavioural Sciences Practice, part of the Ogilvy & Mather group of companies. He is the author of The Spectator’s The Wiki Man column and his most recent book, which we highly recommend, is Alchemy: The Dark Art and Curious Science of Creating Magic in Brands, Business, and Life. Our discussion with Rory was original published in January 2020, but Rory’s evergreen insights continue to be popular with our listeners so we decided to republish this episode. You can also listen to Rory discuss his latest book Transport for Humans: Are We Nearly There Yet? alongside his co-writer Pete Dyson, in episode 290. We start this discussion with Rory by asking him about his book and some of his insights from it. His approach to advertising, marketing and product design is informed by his ability to look for the things that aren’t there. He once described a solution to improving customer satisfaction on the Chunnel Train between London and Paris by suggesting that a billion dollars would be better spent on supermodel hosts in the cars than on reducing ride time by 15 minutes. He’s a terrifically insightful thinker. Our conversation ran amok down all sorts of rabbit holes, as expected, including ergodicity, Sir Arthur Conan Doyle’s “The Silver Blaze,” high-end audio and the dietary habits of the world-famous runner, Usain Bolt. In Kurt and Tim’s Grooving Session, we discuss some of our favorite takeaways from Rory’s conversation including, “The Opposite of a Good Idea is a Good Idea” and others. And finally, Kurt teed up the Bonus Track with a final reflection and recap of the key points we discussed. As always, we would be grateful if you would write us a quick review. It helps us get noticed by other folks who are interested in podcasts about behavioral science. It will only take 27 seconds. Thank you, and we appreciate your help. © 2022 Behavioral Grooves   Links Rory Sutherland: https://ogilvy.co.uk/people/rorys “Alchemy: The Dark Art and Curious Science of Creating Magic in Brands, Business, and Life”: https://amzn.to/3xbibt3 “Transport for Humans: Are We Nearly There Yet?”: https://amzn.to/3cZPyIy Episode 290, Transport Your Thinking; Why We Need To Reframe Travel | Rory Sutherland & Pete Dyson: https://behavioralgrooves.com/episode/transport-rory-sutherland-pete-dyson/ “Friction”: https://www.rogerdooley.com/books/friction/ Murray Gell-Mann, PhD: https://en.wikipedia.org/wiki/Murray_Gell-Mann Robin Williams “Scottish Golf”: https://www.youtube.com/watch?v=jx8TzR1-n4Q Don Draper: https://en.wikipedia.org/wiki/Don_Draper Ergodicity: https://en.wikipedia.org/wiki/Ergodicity John James Cowperthwaite: https://en.wikipedia.org/wiki/John_James_Cowperthwaite SatNav: https://www.macmillandictionary.com/us/dictionary/american/satnav Daniel Kahneman, PhD: https://en.wikipedia.org/wiki/Daniel_Kahneman What You See is All There Is: https://en.wikipedia.org/wiki/Thinking,_Fast_and_Slow Arthur Conan-Doyle: https://en.wikipedia.org/wiki/Arthur_Conan_Doyle Sherlock Holmes “Silver Blaze”: https://en.wikipedia.org/wiki/The_Adventure_of_Silver_Blaze Tim Houlihan’s Blog on “Silver Blaze”: https://tinyurl.com/ufumkj6 Ben Franklin T-Test: https://tinyurl.com/wocdsdk Volkswagen Fighter: https://tinyurl.com/qpyqh87 David Ogilvy: https://en.wikipedia.org/wiki/David_Ogilvy_(businessman) Jock Elliot: https://www.theguardian.com/news/2005/dec/01/guardianobituaries.media Battle of Leyte Gulf: https://en.wikipedia.org/wiki/Battle_of_Leyte_Gulf Croft Audio: http://www.croftacoustics.co.uk/main.html Mu-So single speaker: https://www.naimaudio.com/mu-so WFMT Chicago: https://www.wfmt.com/ TK Maxx: https://www.tkmaxx.com/uk/en/ Berlin Hotel with Big Lebowski: https://www.michelbergerhotel.com/en/ Shure: https://www.shure.com/en-US/products/microphones?lpf[top][types][]=microphones Zoom: https://zoom.us/ Satisficing: https://en.wikipedia.org/wiki/Satisficing Usain Bolt: https://en.wikipedia.org/wiki/Usain_Bolt Sheena Iyengar, PhD: https://www.sheenaiyengar.com/ Jelly Jar Study: https://tinyurl.com/oo6g6eb Big Band Music: https://en.wikipedia.org/wiki/Big_band   Musical Links Aretha Franklin: https://en.wikipedia.org/wiki/Aretha_Franklin Southern California Community Choir: https://en.wikipedia.org/wiki/Southern_California_Community_Choir Abba: https://en.wikipedia.org/wiki/ABBA Felix Mendelssohn: https://en.wikipedia.org/wiki/Felix_Mendelssohn George Frideric Handel: https://en.wikipedia.org/wiki/George_Frideric_Handel Johann Sebastian Bach: https://en.wikipedia.org/wiki/Johann_Sebastian_Bach Johann Christian Bach: https://en.wikipedia.org/wiki/Johann_Christian_Bach

Psychology and neuroscience have proven that our minds do things on autopilot. These shortcuts (or heuristics) are laden with unconscious biases, which are juxtaposed to our self identity as a “good” person; one that isn’t racist, sexist or homophobic. Dolly Chugh believes we should set a higher standard for ourselves by being good-ish people. By implementing a Growth Mindset, a concept pioneered by Carol Dweck, we don’t hang on too tightly to our identity. We learn to change, and to be taught and to grow.   Dolly Chugh is an award-winning associate professor and social psychologist at the Stern School of Business at New York University. Her research focuses on the “psychology of good people”. How and why most of us, however well-intended, are still prone to race and gender bias, as well as what she calls “bounded ethicality.”     Kurt and Tim sat down with Dolly for this episode in Spring 2021 to talk about the concept of “good-ish” which is a central theme to her book The Person You Mean to Be: How Good People Fight Bias. In subsequent episodes we have referenced Dolly's interview and work many times, so we wanted to republish her episode so you can enjoy listening to her insights again.   In our conversation with Dolly we learn about her beautiful analogy of headwinds and tailwinds that describe the invisible biases and systemic issues that many people in our world face. She explains the “Hmmm Framework” that she came up with after the January 6th Attack on the Capitol. And, of course, we discuss music and how Dolly incorporates it into her teaching and her writing.   In our focused Grooving Session, Tim and Kurt extract the meaningful ways that we can apply Dolly’s work into our everyday lives. We summarize the key parts of our interview with her and how we can each challenge ourselves to find our good-ish groove!   What You Will Learn from Dolly Chugh  (2:41) Speed round questions (4:12) What is the difference between good and good-ish?  (9:09) Why is a growth mindset so difficult? (12:28) Why we should integrate psychology more into our educational and political systems (15:48) How systemic racism and unconscious bias are related (29:12) Hmmm Framework and thought experiments (34:04) How do we discover our own blind spots? (38:58) How Dolly incorporates music into her teaching and writing (43:21) Applications from our interview with Dolly in our Grooving Session: Step back and be intentional, use “when...then…” statements. Don’t hold on so tightly to our identity and the status quo. Thought experiments to unveil our own ignorance.  The Harvard Implicit Association Test (IAT). Self audit - look at our library, our magazines, our TV shows, what we talk about with friends. How are we showing up in the world? Are we being intentional with where we put our effort? © 2022 Behavioral Grooves   Links Dolly Chugh: http://www.dollychugh.com/about-dolly  Dolly Chugh, The Person You Mean to Be: How Good People Fight Bias https://amzn.to/35tGwMe  Carol Dweck, Mindset, The New Psychology of Success https://amzn.to/3wDv10I  Episode 196: Living Happier By Making the World Better with Max Bazerman https://behavioralgrooves.com/episode/living-happier-by-making-the-world-better-with-max-bazerman/ Mahzarin Banaji https://psychology.fas.harvard.edu/people/mahzarin-r-banaji  Molly Kern https://www.molly-kern.com/  Happy Days https://www.youtube.com/watch?v=Ee0gziqT2Yk&ab_channel=ChiefScheiderChiefScheider  Grey’s Anatomy https://youtu.be/dSGLObjyFvA  Steve Martin and Nuala Walsh, Episode 209: GAABS and Improving the Future for Every Applied Behavioral Scientist https://behavioralgrooves.com/episode/improving-the-future-for-every-applied-behavioral-scientist/ Katy Milkman, How to Change https://amzn.to/3wDZHzc  Confronting the legacy of housing discrimination https://www.cbs.com/shows/cbs_this_morning/video/vLnaRgBIed_ph_NxZa2ZaivfdC_FeD1f/white-americans-confront-legacy-of-housing-discrimination/  Harvard Implicit Association Test https://implicit.harvard.edu/implicit/  Alec Lacamoire https://en.wikipedia.org/wiki/Alex_Lacamoire  Lake Wobegon Effect https://en.wikipedia.org/wiki/Lake_Wobegon  Episode 214: Observing the Non-Obvious: How to Spot Trends Around You with Rohit Bhargava https://behavioralgrooves.com/episode/the-non-obvious-rohit-bhargava/   Musical Links Hamilton “Alexander Hamilton” https://youtu.be/VhinPd5RRJw  In the Heights “Blackout” https://youtu.be/T0V2cCjf1Tk  Something Rotten! “A Musical” https://youtu.be/1KFNcy9VjQI  Bruno Mars “The Lazy Song” https://youtu.be/fLexgOxsZu0  38 Special “Hold On Loosely” https://www.youtube.com/watch?v=vJtf7R_oVaw  Buffalo Springfield “For What It’s Worth” https://youtu.be/80_39eAx3z8 

For many years, the general consensus by many researchers and practitioners was that providing people with short-term extrinsic rewards sapped their long-term motivation. This led to some organizations reducing or not using short-term rewards at all. However, this perspective has always had some detractors and now even more research shows that this belief is misleading. In this episode, Kurt and Tim explore the research paper by Indranil Goswami and Oleg Urmisky with the lovely title of “The Dynamic Effect of Incentives on Post-Reward Task Engagement” that shows that while short-term incentives drive an immediate reduction in task engagement, this only lasts for a short time and that engagement rebounds to the baseline relatively quickly.   We examine some of the backstory to this belief, what the study showed, and review the implications of this.       Links The Dynamic Effect of Incentives on Post-Reward Task Engagement: https://www.researchgate.net/publication/312100138_The_dynamic_effect_of_incentives_on_postreward_task_engagement    © 2022 Behavioral Grooves

The GodFather of Influence, Robert Cialdini joins us on Behavioral Grooves to share his motivation for expanding his bestselling book Influence: The Psychology of Persuasion which now includes a completely new Seventh Principle of Influence: Unity. This additional principle can help explain our political loyalties, vaccine hesitancy and why media headlines can be so inflammatory. Another motivation for the revised edition to the book is to include more application to the Principles of Influence. So our conversation highlights some of Bob’s advice for start-up businesses and how they can harness the principle of Social Proof. And as general advice, Bob recounts how he recently advised a teenager to be generous to others – this in turn stimulates the Rule of Reciprocity, nurturing a relationship which is mutually beneficial. No episode of Behavioral Grooves would be complete without discussing music, even with guests we’ve interviewed before! But the theme of unity has a special significance with music and Bob highlights how music and dance bring people together and help them feel unified. Plus we get an interesting story of an experiment in France, and how a guitar case played a crucial part in one man’s luck. We hope you enjoy our discussion with The Godfather of Influence, Robert Cialdini. Since we generously share our great content with you, perhaps you feel influenced by the Rule of Reciprocity and will become a Behavioral Grooves Patreon Member! [This episode was originally published in May 2021 and you can also listen to our first interview with Robert Cialdini in Episode 50]. © 2022 Behavioral Grooves Topics we Discuss on Influence with Robert Cialdini (3:55) Speed round (6:50) Ideal number of stars on your online review (9:00) Why Cialdini wrote a new edition of Influence (12:13) The new Seventh Principle: Unity (15:10) How to harness social proof as a start-up (20:02) A new color of lies (22:22) Principle of Unity with politics (24:42) Tribalism and vaccine hesitancy (28:35) Why Trump getting vaccinated hasn’t influenced his voters (30:50) How framing of media headlines influences our perception of the news (33:24) The Petrified Forest Wood Principle (36:56) Where will the next generation of research go with Cialdini’s work? (40:52) What advice would Cialdini give your teenager? (48:23) Music and influence (53:05) Grooving session Robert Cialdini’s Books Influence, New and Expanded: The Psychology of Persuasion https://amzn.to/3tyCpZ6 Pre-Suasion: A Revolutionary Way to Influence and Persuade https://amzn.to/3eGdyOW   Links Episode 50: Robert Cialdini, PhD: Littering, Egoism and Aretha Franklin:  https://behavioralgrooves.com/episode/robert-cialdini-phd-littering-egoism-and-aretha-franklin/ Increase Your Influence: https://www.influenceatwork.com/  Godfather 2 Movie: https://en.wikipedia.org/wiki/The_Godfather_Part_II  Richard Thaler: https://en.wikipedia.org/wiki/Richard_Thaler  Daniel Kahneman: https://en.wikipedia.org/wiki/Daniel_Kahneman  Episode 222: How Delusions Can Actually Be Useful: Shankar Vedantam Reveals How: https://behavioralgrooves.com/episode/shankar-vedantam-useful-delusions/ Donald Trump vaccine: https://www.forbes.com/sites/jackbrewster/2021/04/20/trump-i-dont-know-why-republicans-are-vaccine-hesitant-again-floats-pfizer-conspiracy-theory/  Mike Pence: https://www.nbcnews.com/politics/white-house/pence-set-receive-covid-vaccine-televised-appearance-n1251655  Petrified Forest Wood Principle: https://www.psychologytoday.com/gb/blog/the-shaping-us/201909/the-petrified-wood-principle  Stanley Schachter: https://en.wikipedia.org/wiki/Stanley_Schachter  Jerome Singer: https://en.wikipedia.org/wiki/Jerome_E._Singer  Episode 220: How Do You Become Influential? Jon Levy Reveals His Surprising Secrets: https://behavioralgrooves.com/episode/how-to-be-influential-jon-levy/ The psychology of misinformation: Why it’s so hard to correct: https://firstdraftnews.org/latest/the-psychology-of-misinformation-why-its-so-hard-to-correct/  How to combat fake news and  misinformation: https://www.brookings.edu/research/how-to-combat-fake-news-and-disinformation/  Teaching skills to combat fake news and misinformation: https://www.washington.edu/trends/teaching-skills-to-combat-fake-news-and-misinformation/  Episode 102: Cristina Bicchieri: Social Norms are Bundles of Expectations: https://behavioralgrooves.com/episode/cristina-bicchieri-social-norms-are-bundles-of-expectations/ Episode 214: Observing the Non-Obvious: How to Spot Trends Around You with Rohit Bhargava: https://behavioralgrooves.com/episode/the-non-obvious-rohit-bhargava/ Behavioral Grooves Patreon: https://www.patreon.com/behavioralgrooves  

Priming studies have had some negative press over the past ten years - some of it justified, some of it not. In this groove track, Kurt and Tim examine a 2018 study done by Alexander Stajkovic, Kayla Sergent, Gary Latham, and Suzanne Peterson called “Prime and Performance: Can a CEO Motivate Employees Without Their Awareness?”  This field study, with real-world implications, demonstrated that the choice of words had an impact on company performance. The impact was not just statistically significant, but it had real-world significance as well. The researchers replaced 12 words in a company President’s e-mail message to his employees. The impact that those 12 words had on performance was wild.   Kurt and Tim examine how the study was set up, the type of priming used, how performance was measured, and explore some of the key findings. We try to peel back the reasons why the interventions worked as it did, and discuss both the positive implications of this study, as well as things we should be wary of.   Listen now or find out more about this paper in our blog post. Enjoy! 

Shankar Vedantam is the host of the wildly popular podcast, Hidden Brain and esteemed author of the book Useful Delusions: The Power and Paradox of the Self-Deceiving Brain. We initially interviewed Shankar in mid 2021 but want to highlight this discussion for you again as it is one we still discuss in more recent episodes. Before reading Shankar’s book and interviewing him for this podcast we were, as Shankar describes himself, card-carrying rationalists. We were firmly in the camp of believing rational, scientific findings and believing that lies and deception are harmful to ourselves and to our communities. However, Shankar walks us through a compelling argument, that paradoxically, self-deception actually plays a pivotal role in our happiness and well-being. In our discussion with Shankar we cover: (6:38) Speed round questions. (11:04) The difference between self delusions being useful and being harmful. (16:23) How nations are a delusional construct. (23:00) Awareness of self-delusions and how daily gratitudes can shift our perspective of the world.  (25:56) Shankar’s personal story of delusional thinking.  (29:58) The role emotions play in our mood and delusions. (35:23) How avoidance of delusional thinking is a sign of privilege. (37:30) Why our perceptions play an important role in understanding delusions. (44:36) Shankar’s unique approach to conspiracy theories. (52:28) What music Shankar has been listening to during COVID. (52:15) Grooving Session and Bonus Track with Kurt and Tim. We really hope you find Shankar’s unique insight on how delusions are useful as compelling as we did. If you’re a regular Behavioral Grooves listener, please consider supporting us through Patreon. Thank you!  © 2022 Behavioral Grooves   Books  Useful Delusions: The Power and Paradox of the Self-Deceiving Brain https://amzn.to/2PUkzlv  The Hidden Brain: How Our Unconscious Minds Elect Presidents, Control Markets, Wage Wars and Save Our Lives https://amzn.to/3e1qgWY Links Noise: A Flaw in Human Judgment by Kahneman, Sibony and Sunstein, 2021 https://amzn.to/3heyr5r  Richard Dawkins https://richarddawkins.net/  Mahabharata https://en.wikipedia.org/wiki/Mahabharata  Lake Wobegon Effect https://en.wikipedia.org/wiki/Lake_Wobegon    Other Episodes We Talk About The Myth of the “Relationship Spark” with Logan Ury (featuring a guest appearance by Christina Gravert, PhD): https://behavioralgrooves.com/episode/the-myth-of-the-relationship-spark-with-logan-ury-featuring-a-guest-appearance-by-christina-gravert-phd/ Robert Cialdini, PhD: Littering, Egoism and Aretha Franklin: https://behavioralgrooves.com/episode/robert-cialdini-phd-littering-egoism-and-aretha-franklin/  Self Control, Belonging, and Why Your Most Dedicated Employees Are the Ones To Watch Out For with Roy Baumeister: https://behavioralgrooves.com/episode/self-control-belonging-and-why-your-most-dedicated-employees-are-the-ones-to-watch-out-for-with-roy-baumeister/ George Loewenstein: On a Functional Theory of Boredom: https://behavioralgrooves.com/episode/george-loewenstein-on-a-functional-theory-of-boredom/ Gary Latham, PhD: Goal Setting, Prompts, Priming, and Skepticism: https://behavioralgrooves.com/episode/gary-latham-phd-goal-setting-prompts-priming-and-skepticism/ John Bargh: Dante, Coffee and the Unconscious Mind: https://behavioralgrooves.com/episode/john-bargh-dante-coffee-and-the-unconscious-mind/ Linda Thunstrom: Are Thoughts and Prayers Empty Gestures to Suffering Disaster Victims? https://behavioralgrooves.com/episode/linda-thunstrom-are-thoughts-and-prayers-empty-gestures-to-suffering-disaster-victims/ 

Three things generate a sense of meaning IN life; Coherence - can you make sense of the world? Purpose - do you feel a sense of purpose with what you do? And Significance - does your life matter? Having meaning in your life is correlated with a sense of self certainty. Knowing who you are and having a sense of self, gives you structure and a stable way of seeing the world.   But how do you answer the question “who am I?” Our guest, Dr Brian Lowery PhD says the answer isn’t as individualistic as we may have been led to believe. Not only do those around us; our friends, co-workers and parents contribute to who we are, Brian claims they actually create who we are. Putting it bluntly, there is no way of separating “you” from your relationships.   We’ve waited a long time to talk to Brian, who is the Walter Kenneth Kilpatrick Professor of Organizational Behavior at the Stanford Graduate School of Business. He is a social psychologist by training, but Brian’s work is by no means traditional in that field. He studies how individuals perceive inequality, and his research explores individuals' experiences of inequality and fairness in a way that sheds light on intergroup conflict and the nature of social justice. Brian is also a fellow podcaster, hosting the show Know What You See which is definitely worth checking out.   Listeners can become a Behavioral Grooves supporter by donating to our work through Patreon. Or please consider writing us a podcast review on your app. Thanks!   Topics (5:21) Welcome to Brian Lowery and speed round questions. (7:34) The meaning IN life vs. the meaning OF life. (9:23) How meaning in life is linked to a sense of self certainty. (13:30) Context matters: those around us create who we are. (17:13) What are you referring to when you talk about you? (19:23) The responsibility we have when interacting with others.  (21:27) Does authenticity assume a stability of self? (26:17) Our relationships define us while also limiting our freedom. (30:59) The myth of rugged individualism. (36:35) Do we really have freewill? (42:06) What Brian talks about on his podcast, Know What You See. (43:42) What role does music play in the identity of self? (51:43) Grooving Session with Kurt and Tim discussing the meaning in life.   © 2022 Behavioral Grooves   Links Know What You See Podcast: https://podcasts.apple.com/us/podcast/know-what-you-see-with-brian-lowery/id1580636076  Monty Python’s The Meaning Of Life: https://www.youtube.com/watch?v=LAwDWZoETk4&ab_channel=MontyPython  Episode 67, George Loewenstein: On a Functional Theory of Boredom: https://behavioralgrooves.com/episode/george-loewenstein-on-a-functional-theory-of-boredom/  Episode 248, John Bargh: Do We Control Situations or Do Situations Control Us? https://behavioralgrooves.com/episode/control-situations-with-john-bargh/  Kimberle Crenshaw: https://www.law.columbia.edu/faculty/kimberle-w-crenshaw  Episode 307, Groove Track | Mind Over Milkshakes: Why Expectations Matter A Lot: https://behavioralgrooves.com/episode/mind-over-milkshakes-groove-track/  Behavioral Grooves Patreon:  https://www.patreon.com/behavioralgrooves   Musical Links Killer Mike “Untitled”: https://www.youtube.com/watch?v=lNsAfGDkUtk   

Incentives can improve motivation. But what actually happens when the incentive is removed? An influential body of research previously suggested that extrinsic rewards have a negative impact on intrinsic motivation. However, more recent studies show this not to be the case over the long term. Our guest, Dr Indranil Goswami PhD, talks us through the longer term effects of temporary incentives and the implications for motivating behavior change. Indranil is an Assistant Professor of Marketing at the University at Buffalo.  The research that we focus on in this episode is the paper he co-wrote with Dr Oleg Urminsky PhD, called  “The Dynamic Effect of Incentives on Post-Reward Task Engagement”. While there may be a dose of confirmation bias with this conversation, Kurt and Tim are excited to hear more about Indranil’s research which backs up what they have been telling companies for years: “Incentives are useful for improving people's behavior, engagement and performance.” Managers, academics and even parents have bought into the widely held belief that extrinsic motivators are not a useful tool for initiating behavior change. But Indranil’s work may help you reevaluate the tools you use to motivate those around you. Listen in and let us know if it encourages you to rethink your incentive program. Regular listeners to Behavioral Grooves may enjoy being part of our exclusive group of Patreon members by supporting our work. You can also write a review of our podcast on whatever platform you listen on, and we often read these out on the show. Thank you!   Topics (2:49) Welcome and speed round questions. (4:00) Do extrinsic incentives always suppress intrinsic motivation? (9:41) Does post incentive disengagement actually happen? (16:59) The surprising effect of big incentives. (22:42) Real world experiences of incentives. (25:03) Can we design incentives that improve post reward performance? (31:40) What is more motivating - flat fee payment schemes or rate based payment scheme? (38:57) Does Indranil use music as motivation? (43:18) Grooving Session with Kurt and Tim on rewards and motivation.   © 2022 Behavioral Grooves Links Goswami I, Urminsky O (2017) The dynamic effect of incentives on postreward task engagement: https://pubmed.ncbi.nlm.nih.gov/28054810/  Daniel Kahneman: https://en.wikipedia.org/wiki/Daniel_Kahneman  Dan Ariely: https://danariely.com/  Eisenberger, R., & Cameron, J. (1996) Detrimental effects of reward: Reality or myth? https://doi.org/10.1037/0003-066X.51.11.1153 Dan Ariely, Uri Gneezy, George Loewenstein, Nina Mazar (2009) Large Stakes and Big Mistakes: https://doi.org/10.1111/j.1467-937X.2009.00534.x Episode 106, Jana Gallus: The Role of Precision in Incentives: https://behavioralgrooves.com/episode/jana-gallus-the-role-of-precision-in-incentives/  Goswami, Indranil and Urminsky, Oleg (2018). Don't Fear the Meter: How Longer Time Limits Yield Biased Preferences for Flat Fee Contracts: http://dx.doi.org/10.2139/ssrn.3448174 Episode 71, Alex Imas: Clawback Incentives and Tom Waits: https://behavioralgrooves.com/episode/alex-imas-clawback-incentives-and-tom-waits/  Behavioral Grooves Patreon:  https://www.patreon.com/behavioralgrooves   Musical Links Ravi Shankar “The Spirit of India”: https://www.youtube.com/watch?v=gMk2eTqPLWk 

Groove Track | Why can’t you find a cab in the rain?  We take a deep dive exploring the 1997 study “LABOR SUPPLY OF NEW YORK CITY CAB DRIVERS: ONE DAY AT A TIME,” by  Colin Camerer, Linda Babcock, George Loewenstein, and Richard Thaler.   This paper shifts through piles of data to look at how NY city cab drivers behaved - and what they found was an economic anomaly - the cab drivers did not behave as classical economists predicted.  The data showed that the drivers worked shorter hours on days when they earned faster (e.g., when it's raining) which goes against what economists would have predicted (i.e., that they maximize those opportunities).     Kurt and Tim run through how the study came to be, what they measured, and the implications of the paper's findings.  This is a quick and fun dive into one of behavioral science classic studies.   Find out more about this paper in our blog post

Love connects us to things in a deep way. But when we say we love our car, or we love our favorite beach, or we love our children, the love we express for each of those things is very different. So can we really love things as much as we love people?  Our guest is Dr. Aaron Ahuvia, the world’s leading expert on brand love, a topic he pioneered and has worked on since 1990. He is a Professor of Marketing at the University of Michigan Ann Arbor’s Ross School of Business. Among the many books and papers he has authored, our favorite is the paper titled “Dr. Seuss, Felicitator”. For those of you who are unfamiliar with the term “felicitator,” it is someone who brings happiness to others.  With Aaron, we discuss the very interesting and important topic of loving the things in our lives, why we love them, and how that love can change over time. This is especially true with brands and products and sporting teams and neighborhoods. One of the big takeaways from our conversation with Aaron is just to let go of this notion that it might be bad to love something. If you love Behavioral Grooves, and it brings you a little happiness, please consider becoming one of our special Patreon members. Or you can tell us, and others, how much you love the show by leaving us a podcast review on whatever platform you use to listen. Thanks!   Topics (4:45) Welcome and speed round questions. (7:09) Can you really love a thing like you love a person? (9:39) The difference between liking and loving. (13:13) Why do we love sports teams? (18:05) Why do we love something that can’t reciprocate? (20:18) Is there an evolutionary basis to our love of objects? (23:44) Do we love the things we use more often? (27:44) Loving the music vs. the equipment that plays the music. (34:29) The social aspect of the objects we buy. (36:46) How Aaron loves music. (42:46) Grooving Session with Kurt and Tim on what we love. © 2022 Behavioral Grooves Links Aaron Ahuvia’s book “The Things We Love: How Our Passions Connect Us and Make Us Who We Are”: https://amzn.to/3IW0Jxj  Broadbent, Sarah (2012) Brand love in sport: antecedents and consequences: https://www.researchgate.net/publication/305330187_Brand_love_in_sport_antecedents_and_consequences  Seth Stephens-Davidowitz, Episode 306, “Trust Your Gut? Only If The Data Supports It”: https://behavioralgrooves.com/episode/trust-your-gut/  Rory Sutherland & Pete Dyson, Episode 290 “Transport Your Thinking; Why We Need To Reframe Travel”: https://behavioralgrooves.com/episode/transport-rory-sutherland-pete-dyson/  Behavioral Grooves Patreon:  https://www.patreon.com/behavioralgrooves.    Musical Links Cory Wong “Power Station”: https://www.youtube.com/watch?v=V1loN5mhRkI  Brian Eno “Desert Island Music”: https://www.youtube.com/watch?v=6rQBi692Dw8