Shikake is an embodied trigger for behavior change The trigger is designed to induce a specific behavior The behavior should lead to solutions to personal or societal issues The merits of Shikakeological approach are summarized as four points; low expertise, low cost, wide range of target users, and long term continuous behavior changes. Developing a … Continue reading
CICIPRODE: C – Curiosity (get the buyer’s attention) I – Involvement (get the buyer’s personal involvement) C – Confidence (get the client’s confidence in your ability) I – Issue (uncover needs) P – Problem (get client to state problem explicitly) R – Resolution (identify a solution and get client’s buy-in) O – Obstacles (handle all … Continue reading
1. Build Relationships People buy from people they trust Establish credibility Listen hard, talk little Plant seeds for the future Be a representative 2. Spot Opportunities Opportunities come in many forms Not all problems are opportunities Use questions to raise awareness Earn the right to ask deeper questions Recognize readiness Ensure your firm can help … Continue reading
This book (which I keep calling “the Minkey Mind” after Peter Seller’s character in the Pink Panther) is an illuminating view into the brainwashing and McKinsey-speak that many of America’s CEOs and consultants spout without much forethought. While McKinsey’s “scientific” approach to problem-solving (break it down into pieces, come up with a hypothesis, test your … Continue reading
By Clayton S. Christensen “A Capitalists Dilemma” New York Times, Sunday Nov 4th, 2012 According to Professor Christensen, there are three forms of innovation: Empowering Innovations - That transform complex, costly products only available to a few to simpler, cheaper products available to many. (And that use capital to expand capacity and finance receivables and inventory.) … Continue reading
1. Start each day with expectation. If there’s any big truth about life, it’s that it usually lives up to (or down to) your expectations. Therefore, when you rise from bed, make your first thought: “something wonderful is going to happen today.” Guess what? You’re probably right. 2. Take time to plan and prioritize. The … Continue reading
How We Learn Highlights from David Brooks opus ‘the Social Animal’ 1. Decision Making How does the brain make decisions? e.g. about what to learn and how to learn it. According to research summarized by Brooks, the brain is an ecosystem constantly measuring the social landscape. We subconsciously form goals, ambitions, dreams and desires every … Continue reading
“Why So Many Predictions Fail — but Some Don’t” is a new book by Nate Silver on the science of extracting information from noisy data. Why are we so rarely able to make rational predictions about the future? Partly it is because: We are fooled into thinking that random patterns are meaningful We build mental … Continue reading
Priming – a reminder of a feature tees up behaviors reminiscent of that feature (asking students to read words that vaguely have to do with age causes them to walk slower) Anchoring – behaviors cluster around a comparison to supposed “norms” (showing $149, $30 and $10 bottles of wine cause people to buy $30 bottle … Continue reading
I have been wondering for a while why Economists haven’t made better use of Google keyword search analytics as an economic tool after hearing how Google can predict flu outbreaks with surprising accuracy: http://blogs.wsj.com/health/2010/05/17/google-flu-trends-good-at-suggesting-not-pinpointing-flu-cases/ While Google flu trends is a coarse indicator, I wondered if other Google search terms could be more accurate short-term predictors … Continue reading
