Cristina Bicchieri, PhD is the S. J. Patterson Harvie Professor of Social Thought and Comparative Ethics, a Professor of Philosophy and Psychology at the University of Pennsylvania, a Professor of Legal Studies at the Wharton School, the Head of the Behavioral Ethics Lab, the Director of the Philosophy, Politics, and Economics Program, and is the Faculty Director of the Master of Behavioral and Decision Sciences Program at the University of Pennsylvania. She’s one busy woman! We met up with her at the NoBeC (Norms and Behavioral Change) conference that her program sponsored in the Kislak Center at UPenn. Cristina’s program is in its 3rd year and hosts 75 students from 12 different countries. The unique program emphasizes practical applications of behavioral science and cross-disciplinary work. Students come from celebrity restaurants, tech businesses, NGOs, non-profits and global corporations and find the program engaging because of its diversity. If you’re interested, we encourage you to check it out – there are links in the episode notes for how to reach them. We had some recording issues when we were talking to Christina. Some edits were made to accommodate our gaffs and we hope you won’t mind. And, because we recorded it on the sidelines of a conference, you might hear some background noise occasionally.  © 2019 Behavioral Grooves   Links Cristina Bicchieri, PhD: https://philosophy.sas.upenn.edu/people/cristina-bicchieri The Grammar of Society: https://www.cambridge.org/core/books/grammar-of-society/2B063E9C9621C2340DEFB2BE15B3AEA5 Norms in the Wild: https://ndpr.nd.edu/news/norms-in-the-wild-how-to-diagnose-measure-and-change-social-norms/ Master in a Behavioral Decision Science at UPenn: https://www.sas.upenn.edu/lps/graduate/mbds Decision Theory: https://en.wikipedia.org/wiki/Decision_theory Game Theory: https://en.wikipedia.org/wiki/Game_theory Epistemic Foundations of Game Theory: https://plato.stanford.edu/entries/epistemic-game/ Multiple Equilibria: https://www.encyclopedia.com/social-sciences/applied-and-social-sciences-magazines/multiple-equilibria David Kreps, PhD: https://www.gsb.stanford.edu/faculty-research/faculty/david-m-kreps Social Norms: https://plato.stanford.edu/entries/social-norms/ Conditional Preference: https://www.sas.upenn.edu/~cb36/files/2010_norm.pdf UNICEF: https://www.unicef.org/ Gates Foundation: https://www.gatesfoundation.org/ Reference Network: http://www.iit.comillas.edu/technology-offer/rnm Soap Opera: https://en.wikipedia.org/wiki/Soap_opera Well Told Story: https://www.welltoldstory.com/   Musical Links Giuseppe Verdi: https://www.youtube.com/watch?v=e3UAd3d8I6k Wolfgang Mozart: https://www.biography.com/musician/wolfgang-mozart Bruce Springsteen: https://brucespringsteen.net/ U2: https://www.u2.com/index/home Chicago: https://chicagotheband.com/ The Band: https://www.youtube.com/watch?v=sjCw3-YTffo Styx: https://www.youtube.com/watch?v=5XcKBmdfpWs Journey: https://www.youtube.com/watch?v=qMSFsZFFUzo Fleetwood Mac: https://www.youtube.com/watch?v=kBYHwH1Vb-c   Kurt Nelson: kurt@lantergroup.com Tim Houlihan: tim@behavioralchemy.com

Kurt and Tim like to read about behavioral science and a variety of related fields. To help those interested in the subject, but unsure how to pick good books to either get started or advance their learning, our 2019 Top 10 Reading List should help. Our Top 10 list is really a Top 9, since both Kurt and Tim already had one of the books on both of their lists. But we also go beyond that list with some honorable mentions (that could have easily been swapped for some of our top choices), as well as a shortlist of fiction and poetry for your review. We hope you enjoy this year’s list and encourage you to let us know your thoughts about it. Did we nail the top picks? Did we miss some? What’s on your reading list for 2020? Who do you think should be a guest on Behavioral Grooves in 2020? Let us know. We’d love to hear from you. Do you need some Christmas or Birthday gifts?  Or maybe you just want to treat yourself?   Here are links to the books we mentioned in the episode!   Kurt’s Best Non-Fiction Books John Bargh, “Before You Know It" https://amzn.to/33PdYJR  Yuval Noah Harari, “Sapiens” https://amzn.to/34YWlZO  Michael Mauboussin, “Think Twice” https://amzn.to/2qtfS5y  Wendy Wood, “Good Habits, Bad Habits” https://amzn.to/2RlCjoc     Tim’s Best Non-Fiction Books Rory Sutherland, “Alchemy” https://amzn.to/2OUfG8J  Franz de Waal, “Mama’s Last Hug” https://amzn.to/2ORrEjg  Francesca Gino, “Rebel Talent” https://amzn.to/36alEIb  Roger Dooley, “Friction” (on Kurt’s AND Tim’s lists) https://amzn.to/2r86Gnx  Alan B. Krueger, “Rockonomics” https://amzn.to/38bMQYU    Honorable Mentions Honorable mentions for really great books that you should be aware of. Virtually any of these could have made our Top 10 list.  Nir Eyal, “Indistractable" https://amzn.to/368qiX8  Daniel Pink, “When” https://amzn.to/33QMrbg       https://www.danpink.com/ Daniel Levitin, “The Organized Mind” https://amzn.to/2qnL7Pf http://www.daniellevitin.com Liliana Mason, “Uncivil Agreement” https://amzn.to/2RtIA1j  Tali Sharot, “The Influential Mind” https://amzn.to/33S8wpN    And since we have had great guests with great books in 2019 (we love them and their work), we want to refer you to these authors and titles: Brian Ahearn, “Influence PEOPLE: Powerful Everyday Opportunities to Persuade that are Lasting and Ethical” https://amzn.to/38bc8q8  Ori Brafman, “The Spider and the Starfish" https://amzn.to/2OUdLAQ  Liz Fosslein, “No Hard Feelings” https://amzn.to/2LpVR6S  Will Leach, “Marketing to Mindstates”  https://amzn.to/34UMwvB    https://www.will-leach.com/book Stephen Martin & Joseph Marks, “Messengers”  https://amzn.to/2PfKU99  Amit Sood, “Guide to Stress-Free Living” https://marketplace.mayoclinic.com/shop/healthy-lifestyle/book/mayo-clinic-guide-to-stress-free-living_294600   Tim’s Non-Fiction List We didn’t speak to these on the podcast, because we were most interested in addressing behavioral science books. However, Tim is also an avid reader of fiction and poetry. Tim wanted to mention some books he’s read (or re-read) this year that were particularly rewarding. Madeline Miller, “Circe” http://madelinemiller.com/circe/ John Updike, “Rabbit is Rich” https://www.penguinrandomhouse.com/books/181928/rabbit-is-rich-by-john-updike/  David Whyte, “Everything is Waiting for You” https://www.davidwhyte.com/english-poetry   Thank you!     © 2019 Behavioral Grooves.  Note that we may receive commissions when you click our links and make purchases. However, this does not impact our suggestions, thoughts or ideas. All recommendations are made by Kurt and Tim based on what they believe.

This is Behavioral Grooves’ 100th episode! Who would have thought when we started out two years ago without a clue about HOW to produce and publish a podcast that we’d reach this milestone?  Our first podcast recording began with a very willing Dr. James Heyman, a computer with some recording software, and a dinky little microphone before a meetup we were doing that night. But the conversation was terrific, and we launched it with excitement. Today, we are more thoughtful, have better equipment, and continue to have great guests. For our 100th Episode, we traveled to Philadelphia to host Annie Duke, Jeff Kreisler and Dr. Michael Hallsworth in front of a live audience at the Pennsylvania Academy of the Fine Arts. A little about each of them… This episode covers decision making in an uncertain world with these three renowned experts. We talk about biases and hacks to deal with those biases. And we dove into the role that context plays in our decision making. After the live event, Kurt and Tim groove on some of the highlights of the discussion. Following that, Tim shares a recap in the Bonus Track portion of the episode.   Guests Michael Hallsworth, PhD is the Managing Director of the Behavioural Insights Team in North America, based in Brooklyn, New York. He has also worked on health and taxes in the Cabinet Office of the UK government and has authored behavior change frameworks including MINDSPACE and EAST. Annie Duke is the author of Thinking in Bets: Making Smarter Decisions When You Don’t Have All the Facts, which quickly became a national bestseller. At one point in her career, she was a professional card player, where she won millions in tournament poker. And she is the co-founder of The Alliance for Decision Education, a non-profit whose mission is to improve lives by empowering students through decision skills education. Jeff Kreisler is a Princeton-educated lawyer who became a comedian, then an author, and then a total advocate for behavioral science. With his co-author, Dan Ariely, they wrote Dollars and Sense: How We Misthink Money and How to Spend it Smarter.   Sponsors and Recognition It is important to note our sponsors. Podbean, who has been hosting us since the very first episode, supported our endeavor and helped us live stream our event to listeners all over the world. We are very grateful to PeopleScience, an organization that supports the application of behavioral sciences with special emphasis on the world of rewards and recognition. PeopleScience is a terrific resource for job postings and original authorship. And, most importantly, PeopleScience is doing something that we love: they are bringing more science to the world of work. Special thanks go to a few of our peeps, too. Ben Granlund and Raya Parks helped us prepare for and execute the event. Chris Nave and Eugen Dimant at UPenn sent their masters students to the hall after a very long day of lectures. And Trey Altemose managed all of the people and technical issues as our stage manager. Your best friend at any live event is your stage manager and Trey guided us at every turn.  © 2019 Behavioral Grooves    Links Annie Duke: https://www.annieduke.com/ Jeff Kreisler: http://jeffkreisler.com/ Michael Hallsworth, PhD: https://www.bi.team/people/dr-michael-hallsworth/ PeopleScience: https://peoplescience.maritz.com/ Podbean: https://www.podbean.com/about-us 100-Year-Old Scotch: http://www.oldest.org/food/scotch/ Overconfidence bias: https://en.wikipedia.org/wiki/Overconfidence_effect Imposter Syndrome: https://en.wikipedia.org/wiki/Impostor_syndrome Motivated Reasoning: https://en.wikipedia.org/wiki/Motivated_reasoning Blind Spot Bias (The Bias Bias): https://en.wikipedia.org/wiki/Bias_blind_spot Base Rates: https://onlinelibrary.wiley.com/doi/abs/10.1002/9780470479216.corpsy0109 Illusion of Control: https://en.wikipedia.org/wiki/Illusion_of_control Human Operating Systems: https://www.youtube.com/watch?v=40QCCMVZDO8 Choice Architecture: https://en.wikipedia.org/wiki/Choice_architecture Tribalism: https://en.wikipedia.org/wiki/Tribalism Paternalism: https://en.wikipedia.org/wiki/Paternalism Backfire Effect: https://rationalwiki.org/wiki/Backfire_effect Jay Van Bavel: http://as.nyu.edu/content/nyu-as/as/faculty/jay-van-bavel.html Chris Nave, PhD: https://www.sas.upenn.edu/lps/graduate/mbds/contact/christopher-nave Eugen Dimant, PhD: https://www.sas.upenn.edu/lps/graduate/mbds/faculty/eugen-dimant Cristina Bicchieri, PhD: https://en.wikipedia.org/wiki/Cristina_Bicchieri Jim Guszcza, PhD: https://www2.deloitte.com/us/en/profiles/jguszcza.html Alex Blau: https://www.linkedin.com/in/alexander-blau-2271788/ Alex Imas, PhD: https://www.cmu.edu/dietrich/sds/people/faculty/alex-imas.html Koen Smets: https://www.linkedin.com/in/koensmets/ Motown Records: https://en.wikipedia.org/wiki/Motown Soul Train: https://en.wikipedia.org/wiki/Soul_Train     Musical Links: The Five Stairsteps, “Ooh, Child, Things Are Gonna Get Easier”: https://www.youtube.com/watch?v=_DHRGrIqmb0 Big Thief: https://bigthief.net/ Yo La Tengo: https://www.pastemagazine.com/blogs/lists/2014/12/the-20-best-yo-la-tengo-songs.html Bon Iver: https://boniver.org/ Joni Mitchell: https://en.wikipedia.org/wiki/Joni_Mitchell Queen, “Bohemian Rhapsody”: https://www.youtube.com/watch?v=vsl3gBVO2k4 Violent Femmes: https://en.wikipedia.org/wiki/Violent_Femmes White Stripes: https://en.wikipedia.org/wiki/The_White_Stripes Cake, “I Will Survive”: https://www.youtube.com/watch?v=7KJjVMqNIgA Gloria Gaynor, “I Will Survive”: https://www.youtube.com/watch?v=_OaEnA4diCI Eagles, “Hotel California”: https://en.wikipedia.org/wiki/Hotel_California Berry Gordy: https://en.wikipedia.org/wiki/Berry_Gordy Supremes: https://en.wikipedia.org/wiki/The_Supremes Temptations: https://en.wikipedia.org/wiki/The_Temptations O’Jays, “Love Train”: https://www.youtube.com/watch?v=Sv0f4hd3UHo Masonboro Sound, “Love Train”: https://www.youtube.com/watch?v=tjMthJZT3rA The Spinners: https://en.wikipedia.org/wiki/The_Spinners_(American_R%26B_group) Hall & Oats: https://en.wikipedia.org/wiki/Hall_%26_Oates

Katy Milkman is no ordinary behavioral scientist. She’s a Professor of Operations, Information and Decisions at Wharton and has a secondary faculty appointment in the University of Pennsylvania’s Medical School in the Department of Medical Ethics and Health Policy. She’s Co-Director, with Angela Duckworth, at the non-profit Behavior Change for Good Initiative. She’s the host of one of our favorite podcasts, called Choiceology, she is in the middle of writing a book, and she’s a Mom and Partner all at the same time. We are grateful to her for taking time to record a conversation with us about her work on temptation bundling, the sorts of projects she’s getting at the Behavior Change for Good organization, and a few tidbits about what her book, coming out in 2021, will have in store for the readers. Most importantly, Katy shared three important pieces of wisdom about behavior change during our conversation: Behavior change is hard – cut yourself some slack. We humans are not built to do the right thing all the time.  Just keep trying. Stay tuned for our BONUS TRACK at the end where we review key takeaways and offer up a Groove idea for the week! NOTE: This podcast was recorded before Katy Milkman became a podcast phenom of her own and the audio quality in this episode, to put it diplomatically, lacks sparkle. However, we talked to Katy again in episode 232 and we think you’ll the conversation and audio much better there: Katy Milkman: How to Make Healthy Habits that Actually Last: https://behavioralgrooves.com/episode/katy-milkman-habits-that-last/   (C) 2019 Behavioral Grooves Links Katy Milkman, PhD: http://www.katherinemilkman.com/ Katy Milkman – Twitter: @katy_milkman Behavior Change for Good: https://bcfg.wharton.upenn.edu/ Choiceology podcast: https://www.schwab.com/resource-center/insights/podcast Temptation Bundling: https://mayooshin.com/temptation-bundling/ Fresh Start Effect: https://faculty.wharton.upenn.edu/wp-content/uploads/2014/06/Dai_Fresh_Start_2014_Mgmt_Sci.pdf Charles Duhigg: https://charlesduhigg.com/ BJ Fogg Maui Habit: https://www.youtube.com/watch?v=2L1R7OtJhWs Robert Cialdini, PhD: https://www.robertcialdinibf.com/ Francesca Gino, PhD: https://francescagino.com/ Angela Duckworth, PhD: https://angeladuckworth.com/   Kurt Nelson: kurt@lanterngroup.com Tim Houlihan: tim@behavioralchemy.com   Musical Links Michael Jackson: https://en.wikipedia.org/wiki/Michael_Jackson Taylor Swift: https://en.wikipedia.org/wiki/Taylor_Swift

Chris Nave, PhD is the Associate Director of the Master of Behavioral and Decision Sciences Program at the University of Pennsylvania. We caught up with Chris at the NoBeC conference (Norms and Behavioral Change Conference) at UPenn. NoBeC brought together some of the brightest researchers in the field and we got to attend! The Master of Behavioral and Decision Sciences program is in its 3rd year with 75 students from 12 countries. The students come from jobs in restaurants, fire stations, small businesses, and global corporations and they intend to leave UPenn with an understanding of what it means to be a behavioral scientist, but not actually BE one. We met Chris through our friend, Jeff Kreisler, and we instantly connected as members of the same tribe. But it was even cooler when Chris invited us to attend the conference and to record conversations with some of the researchers. This episode is the cornerstone of the series we recorded at the University of Pennsylvania and we are excited to share an over of the master’s program from Chris Nave.   Links Chris Nave: cnave@upenn.edu UPenn Masters of Behavioral Change Program: https://www.sas.upenn.edu/lps/graduate/mbds/contact Piyush Tantia: https://www.linkedin.com/in/piyush-tantia-4727b74/   Musical Links Baby Shark: https://www.youtube.com/watch?v=KrplOhMSoDU The Cure: https://www.youtube.com/watch?v=hXCKLJGLENs Red Hot Chili Peppers “Dark Necessity”: https://www.youtube.com/watch?v=fWioV5tO1lk Miley Cyrus “Party in the USA”: https://www.youtube.com/watch?v=M11SvDtPBhA AFI: https://www.youtube.com/watch?v=1Yzu-4kJg6g Vivaldi “Four Seasons”: https://www.youtube.com/watch?v=YnDLlajMxyo

Chris Brown is in human risk management and practice is set in backcountry snow. He grew up outside of Philadelphia and after graduating with a degree in Urban Design/Architecture, he moved to Utah to pursue certification with the AMGA (American Mountain Guides Association) in avalanche training.  Chris works as a ski guide and avalanche/snow science professional, but his real job is helping skiers overcome their biases. He incorporates the work of Kahneman and Tversky, Richard Thaler and other great researchers into his classes and we found his intentionality in decision making noteworthy. We had a great conversation with Chris and we also want to express our gratitude to friend and colleague, Ben Granlund, for connecting us with Chris. Ben attended one of Chris’ classes and found it so engaging that he referred us to Chris. Ben was also delighted that Chris relies heavily on behavioral science and reminds us that the biggest threat to your life in avalanche country is your own decision making. After our recording stopped, we discussed Guide Services for training. If you are interested, check out AMGA (amga.com) and the American Avalanche Association: https://www.americanavalancheassociation.org/   Links Chris Brown Email: chrisbr862@gmail.com  Chris Brown Instagram: https://www.instagram.com/cbskiclimb/  Ian McCammon: https://www.youtube.com/watch?v=xKeoF53syKw Phil Tetlock “Super Forecasters”: https://www.youtube.com/watch?v=rV5Gicb66WA Familiarity Bias: https://en.wikipedia.org/wiki/Familiarity_heuristic Expert Halo: https://en.wikipedia.org/wiki/Halo_effect System 1 / System 2: https://en.wikipedia.org/wiki/Thinking,_Fast_and_Slow Premortem: https://en.wikipedia.org/wiki/Pre-mortem Bruce Tremper: https://backcountrymagazine.com/stories/video-avalanche-expert-bruce-tremper-risk/ Bayesian Decision Making: https://wiki.lesswrong.com/wiki/Bayesian_decision_theory First Tracks: https://www.boston.com/culture/ski-guru/2012/01/31/its_all_about_f Laurence Gonzales “Deep Survival”: https://www.youtube.com/watch?v=QTyfvOrEm1w Wicked Learning Environments: https://pdfs.semanticscholar.org/5c5d/33b858eaf38f6a14b3f042202f1f44e04326.pdf Daniel Kahneman: https://en.wikipedia.org/wiki/Daniel_Kahneman The Tao of Wu: https://en.wikipedia.org/wiki/The_Tao_of_Wu   Kurt Nelson: @motivationguru Tim Houlihan: @THoulihan   Musical Links Hip Hop: https://en.wikipedia.org/wiki/Hip_hop Reggae: https://en.wikipedia.org/wiki/Reggae Classical Music: https://en.wikipedia.org/wiki/Classical_music Death Metal: https://en.wikipedia.org/wiki/Death_metal Steel Pulse: https://steelpulse.com/ Wu Tang Clan: https://www.youtube.com/watch?v=PBwAxmrE194 MadLib: https://www.stonesthrow.com/madlib Gang Starr: https://www.rollingstone.com/music/music-news/gang-starr-guru-bad-name-video-909996/ John Coltrane: https://www.youtube.com/watch?v=EH3mb3oXCpw Marcus Miller: https://www.youtube.com/watch?v=1kCi-SsYD5s Stanley Clarke: https://www.youtube.com/watch?v=mcuigwtdzS4 Bela Fleck: https://www.youtube.com/watch?v=WWIfFIEeZjw Victor Wooten: https://www.youtube.com/watch?v=EzL4BkqmzDQ Herbie Hancock: https://www.youtube.com/watch?v=GHhD4PD75zY

Sometimes things just go better in twos and that was the case regarding our guests for this episode. Zarak Kahn is the Behavioral Innovation Director at Maritz and Erik Johnson is an independent Behavioral Science Consultant. They are the co-hosts of Action Design Radio and board members at Action Design Network. Kurt and Tim have known them as coaches and colleagues and wanted to talk to them about all of that. We discussed how the application of behavioral science continues to grow in both the corporate and policy words. Today, there are more jobs, more workshops, more bachelor's programs, more masters programs, more PhD programs, more meetups and more bootcamps than ever before. We expressed our collective desires to make behavioral science so easy to do it will be ingrained into every job from UX to Marketing to HR, and how we’d like to see people applying a behavioral lens in all of their decision-making. In our grooving session, Kurt and Tim emphasized the importance of expanding the community of people applying behavioral science and we are grateful to share the mantle with very bright and fine folk like Erik and Zarak.    Links Erik Johnson Twitter: https://twitter.com/erikleejohnson  Erik Johnson LinkedIn: https://www.linkedin.com/in/erikleejohnson/  Erik Johnson Website: erikj.net  Zarak Kahn LinkedIn: https://www.linkedin.com/in/khanzarak/ Action Design Network: http://www.action-design.org/ Action Design Radio (podcast): https://actiondesignradio.libsyn.com/ Robert Cialdini: https://en.wikipedia.org/wiki/Robert_Cialdini Dan Kahneman: https://en.wikipedia.org/wiki/Daniel_Kahneman Richard Thaler: https://en.wikipedia.org/wiki/Richard_Thaler Cass Sunstein: https://en.wikipedia.org/wiki/Cass_Sunstein    Musical Links Idles: https://www.youtube.com/watch?v=BuQG6_evFc8 Local Natives: https://en.wikipedia.org/wiki/Local_Natives Lana Del Rey: https://lanadelrey.com/ Carley Rae Jepson: https://www.youtube.com/watch?v=fWNaR-rxAic Wye Oak “The Louder I Call the Faster it Runs”: https://www.youtube.com/watch?v=kO7ffikJOE4 Sylvan Esso: http://www.sylvanesso.com/ Johnny Flynn: https://en.wikipedia.org/wiki/Johnny_Flynn_%26_The_Sussex_Wit Sharon Van Etten: https://www.youtube.com/watch?v=j7sTHoeH0eA Gillian Welch: https://www.youtube.com/watch?v=sJ_nWPxrzmE M Ward: https://mwardmusic.com/ The National: https://www.youtube.com/watch?v=yIWmRbHDhGw

Victoria Shaffer is a researcher and professor at the University of Missouri. Victoria focuses on applying decision psychology and behavioral economics to medical decision making. In particular, she is researching judgment and decision making and how they impact the design of patient decision support tools. Tim and Victoria met working on a field research project with Dan Ariely, PhD because of her work on non-monetary rewards with Scott Jeffrey, PhD. She was pushing back on common sense preferences, such as money is the best motivator, just as she is today with her work in the medical field. Our conversation with Victoria began on familiar ground: the preference for cash as a reward and how it’s actually less effective than non-monetary rewards in incentive schemes. But we soon turned to the very personal journey of how she and her mother dealt with decisions surrounding her father’s diagnosis with cancer. Her personal journey became the foundation for important research to help patients, their loved ones and the caregivers communicate more effectively through stories.  It’s a fascinating discussion and we hope you enjoy it.    Links Victoria Shaffer: https://psychology.missouri.edu/people/shaffer Shelly Taylor on Biases and Mental Health: http://humancond.org/_media/papers/taylor_brown_88_illusion_and_well_being.pdf Hal Arkes: https://psychology.osu.edu/people/arkes.1 Decision Support Tools: https://www.healthit.gov/topic/safety/clinical-decision-support “Being Mortal” by Atul Gawande: http://atulgawande.com/book/being-mortal/ MD Anderson Cancer Center: https://www.mdanderson.org/ Advance Directives: https://www.nia.nih.gov/health/advance-care-planning-healthcare-directives Palliative Care: https://getpalliativecare.org/whatis/ Peter Ubel – Duke: https://www.fuqua.duke.edu/faculty/peter-ubel Affective Forecasting Errors: https://en.wikipedia.org/wiki/Affective_forecasting Columbia Records: https://en.wikipedia.org/wiki/Columbia_Records Dan Gilbert: https://en.wikipedia.org/wiki/Daniel_Gilbert_(psychologist)   Kurt Nelson, PhD: https://www.linkedin.com/in/kurtwnelson/ Tim Houlihan: https://www.linkedin.com/in/tim-houlihan-b-e/   Music Van Halen: https://www.youtube.com/watch?v=9X6e7uctAww Black Sabbath: https://www.youtube.com/watch?v=5s7_WbiR79E Ozzy Osbourne: https://www.youtube.com/watch?v=wtHEN518VCM Styx:  https://www.youtube.com/watch?v=5XcKBmdfpWs Depeche Mode: https://www.youtube.com/watch?v=diT3FvDHMyo The Cure: https://www.youtube.com/watch?v=hXCKLJGLENs Crosby, Stills, Nash & Young: https://www.youtube.com/watch?v=UQ9NaqjeDGU James Taylor: https://www.youtube.com/watch?v=sWGK_fWKb4U

Kurt and Tim were invited to attend the Norms and Behavioral Change (NoBeC) workshop at the University of Pennsylvania on October 17 and 18, 2019, and what we experienced blew us away. We were impressed with a terrific diversity of academic fields studying social norms, the great work they are doing, and the generosity of the community (at UPenn as well as the behavioral science researchers from around the world). This gathering was very different from industry assemblies we’ve attended, which in and of itself was not a surprise. However, there were three noteworthy differences. First, the lineup of speakers was heavily weighted toward researchers with findings on projects involving social norms. Second, academic audience members held speakers accountable for rigorous processes and the descriptions of their results. Lastly, the Q&A at the end of each presentation was filled with animated questions from economists, behavioral economists, sociologists, political scientists, philosophers, strategists, law professors, and of course, psychologists. The cross-disciplinary aspect of this group reinforced the need for more diverse thinking in the business world. We came away with a greater appreciation of the role that social norms play in our behaviors and decision making as well as the tremendous research that’s being conducted on related topics. We will be publishing our series of interviews with researchers from the workshop in the coming weeks, and we hope you enjoy them as much as we did.   Links University of Pennsylvania Master of Behavioral and Decision Sciences: https://www.sas.upenn.edu/lps/graduate/mbds

Paul Hebert knows incentives. He is the Vice President of Individual Performance Strategy at Creative Group, Inc. and a writer, speaker and consultant and is widely considered an expert on motivation and incentives focused on influencing behaviors that drive business results. Paul has been interviewed by the BBC and USA TODAY because of his work applying solid psychological theory to sales motivation. Paul, Kurt and Tim recently co-authored an eBook called “The 7 Deadly Sins to Avoid in Your Next Sales Incentive.” The purpose was to help sales managers who are struggling to maximize their effort and results when they use sales incentives. In the podcast, we recap the most common sins committed by sales managers and discuss ways of avoiding them. Spread goals evenly Give a huge prize to the top performer Must be above quota to earn We’ll figure it out behind the scenes Under-quota performers can’t be winners It’s all about the Benjamins  We hope you enjoy the discussion and recommend you download the eBook for reference. Links Paul Hebert: https://www.linkedin.com/in/paulhebert/ 7 Deadly Sins Ebook: https://hubs.ly/H0kR8g60 Paul Hebert’s Blog: http://wphebert.com Fistful of Talent Blog: http://fistfuloftalent.com/author/paulhebert   Elliot Aronson, PhD: https://en.wikipedia.org/wiki/Elliot_Aronson Zeno of Citium: https://en.wikipedia.org/wiki/Zeno_of_Citium Steenburgh and Ahearne “Motivating Salespeople”: https://hbr.org/2012/07/motivating-salespeople-what-really-works Ariely and Heyman “A Tale of Two Markets”: https://journals.sagepub.com/doi/abs/10.1111/j.0956-7976.2004.00757.x?journalCode=pssa Jeffrey and Shaffer “The Effects of Tangible Rewards”: https://theirf.org/research/the-effects-of-tangible-rewards-versus-cash-rewards-in-a-sales-tournament-a-field-experiment/1638/ The guy who traded a paper clip for a house: https://en.wikipedia.org/wiki/One_red_paperclip The Price is Right: https://en.wikipedia.org/wiki/The_Price_Is_Right Estonia: https://en.wikipedia.org/wiki/Estonia   Musical Links “Eve of Destruction” by Barry McGuire: https://www.youtube.com/watch?v=qfZVu0alU0I “Timothy” by The Bouys: https://www.youtube.com/watch?v=DGNdvKvbxYQ “DOA” by Bloodrock: https://www.youtube.com/watch?v=6WQptxygSM8 First Avenue: https://first-avenue.com/ Trip Shakespeare: https://www.youtube.com/watch?v=7PvyrRupOf0 Trip Shakespeare “The Slacks” https://www.youtube.com/watch?v=wkOepnPJS3o Dan Wilson: https://en.wikipedia.org/wiki/Dan_Wilson_(musician) Tragically Hip: https://www.youtube.com/watch?v=XN25TcN--I8 Morphine: https://en.wikipedia.org/wiki/Morphine_(band) Lucius: https://www.youtube.com/watch?v=4QSF8bgqgC4 Semisonic: https://www.youtube.com/watch?v=xGytDsqkQY8 Trampled by Turtles: https://www.youtube.com/watch?v=PcoPedyXJVc And the Professors: https://www.youtube.com/watch?v=0kxiVQI3XeA The Mighty Pines: https://www.youtube.com/watch?v=yHrR8LhTKfo Ewert & the 2 Dragons: https://www.youtube.com/watch?v=ddCsOTWz7gI