Author: David Greenwood

💎 On how rewards can crowd out intrinsic motivation (encouraging people in relation to tasks they dislike)

To test this theory, a few years ago I ran a study in which two groups of people were asked to take part in an experiment in which they spent an afternoon picking up litter in a London park. Participants were told that they were taking part in an experiment examining how best to persuade people to look after their local parks. One group were paid handsomely for their time, while the others were only given a small amount of cash. After an hour or so of backbreaking and tedious work, everyone rated the degree to which they had enjoyed the afternoon. You might think that those clutching a large amount of well-earned cash would be more positive than those who had given their time for very little money.

In fact, the result was exactly the opposite. The average enjoyment rating of the handsomely paid group was a measly 2 out of 10, while the modestly paid group’s average ratings were a whopping 8.5. It seemed that those who had been paid well had thought, ‘Well, let me see, people usually pay me to do things I don’t enjoy. I was paid a large amount, so I must dislike tidying the park.’

Excerpt from: 59 Seconds: Think a little, change a lot by Richard Wiseman

💎 On smartness not being enough to succeed in the jobs market in a hyper connected world

A hyper-connected world means the talent pool you compete in has gone from hundreds or thousands spanning your town to millions or billions spanning the globe. This is especially true for jobs that rely on working with your head versus your muscles: teaching, marketing, analysis, consulting, accounting, programming, journalism, and even medicine increasingly compete in global talent pools. More fields will fall into this category as digitization erases global boundaries—as “software eats the world,” as venture capitalist Marc Andreesen puts it.

A question you should ask as the range of your competition expands is, “How do I stand out?”

“I’m smart” is increasingly a bad answer to that question, because there are a lot of smart people in the world. Almost 600 people ace the SATs each year. Another 7,000 come within a handful of points. In a winner-take-all and globalized world these kinds of people are increasingly your direct competitors.

Intelligence is not a reliable advantage in a world that’s become as connected as ours has.

But flexibility is.

In a world where intelligence is hyper-competitive and many previous technical skills have become automated, competitive advantages tilt toward nuanced and soft skills—like communication empathy. and, perhaps most of all, flexibility.

Excerpt from: Mind Over Money: The Psychology of Money and How To Use It Better by Claudia Hammond

💎 On why brands need to make the best possible first impression (primacy error)

One of the first experiments on the topic was run in the USA by Solomon Asch. He asked subjects to evaluate a person simply on the basis of a list of six adjectives describing him. They might be told that he was ‘intelligent, industrious, impulsive critic, stubborn and envious’. Other subjects were given exactly the same six words but in the opposite order, ‘envious, stubborn, critical, impulsive, industrious and intelligent’. All subjects were then I asked to fill in a rating sheet in order to evaluate the person. For example, they had to indicate how happy they thought he was, how sociable he was, and so on. The subjects who heard the first list, which began with favourable adjectives evaluated the person considerably more highly than did those given the list beginning with the derogatory words. This effect – being more heavily influenced by early than by late item – is called the ‘primacy error’.

Excerpt from: Irrationality: The enemy within by Stuart Sutherland

💎 On the value of operational transparency in product design

For example, the bright red Powerball in Finish dishwashing tablets, as well as the salient red centre of Anticol’s medicated throat lozenges, illustrates “this is the hardworking bit.” When we see these products there’s no question in our minds where the unique value or effort is. They’re practically radioactive. As Rory Sutherland writes in Alchemy, the same is true of striped toothpaste.’ Psychologically, the red, blue and white coloured stripes give us a clear signal that the toothpaste is performing more than one function, aiding the belief that this single toothpaste can offer the trifecta of strong teeth, fresh breath and …

Excerpt from: Evolutionary Ideas: Unlocking ancient innovation to solve tomorrow’s challenges by Sam Tatam

💎 On Oasis creatively avoiding having to issue refunds

When technical glitches marred their Manchester concert in June 2009, mega-band Oasis turned to the symbolic power of a signature to rescue them. Recognising the gig’s disruptions, the band sent out an eye watering 1m pounds worth of cheques in reimbursement. “People can obviously cash them in,” a spokesperson told the Manchester Evening News after the band offered the crowd a refund. Their genius? Anticipating that fans would never take them to the bank, every cheque was hand signed by Oasis frontmen Liam and Noel Gallagher. With pen and ink alone, the band saved themselves a fortune.

Excerpt from: Evolutionary Ideas: Unlocking ancient innovation to solve tomorrow’s challenges by Sam Tatam

💎 When too much choice backfires (a study into retirement funds)

When researchers from Columbia University analysed more than three-quarters of million individuals associated with a leading investment group, the team found that for every additional ten retirement savings funds available, participation declined by about two percentage points.” In essence, the more options available, the fewer people went on to save for their retirement. “The fact that some choice is good doesn’t necessarily mean that more choice is better,” reinforces psychologist Barry Schwartz. He calls this the paradox of choice.

Excerpt from: Evolutionary Ideas: Unlocking ancient innovation to solve tomorrow’s challenges by Sam Tatam

💎 On the importance of timely feedback

For example, the clever people from Dulux paint recognised that an absence of visual feedback also wreaks havoc for exhausted DIYers looking to decorate white ceilings with white paint (it’s near impossible to know where you have already painted!).

Addressing this issue, Dulux created NeverMiss, a ceiling paint that goes on pink (providing clear feedback against white ceilings) and dries white, helping painters create a uniform finish. Likewise, to prevent ‘creepers’ edging over the speed limit, radar-enabled speed displays providing real-time feedback now reduce speeding by up to 10%. There are nappies that signal when they’re soiled, tissues that change colour when you’re nearing the end of the box, razorblades that turn green when it’s time to change the blades, and even tyres that wear away to reveal the message “change tyre” when your tread becomes dangerously thin.

Excerpt from: Evolutionary Ideas: Unlocking ancient innovation to solve tomorrow’s challenges by Sam Tatam

💎 On how putting numbers in perspective makes them more memorable

Two scientists at Microsoft Research, Jake Hofman and Dan Goldstein, believe in this idea so strongly that they’ve spent the better part of a decade spearheading a project known as the Perspectives Engine with a simple goal: develop tools that make numbers easier for humans to understand.

Microsoft’s search engine, Bing, delivers millions of facts a day in response to queries. The Perspectives team wondered whether some simple contextual phrases would help people understand and remember their numerical search results.

So they did something basic: Instead of just reporting that Pakistan has an area of 340,000 square miles, they added a brief “perspective phrase,” something like “that’s about the size of 2 Californias.” And then, at time scales ranging from a few minutes later to a few weeks later, they tested people to see if they remembered the fact they had been shown.

Some perspective phrases were better than others. Simpler comparisons from more familiar states or countries led to better memory for the facts. But ALL phrases were better than nothing. Even a slightly unwieldy comparison was more effective than a number alone.

Excerpt from: Making Numbers Count: The art and science of communicating numbers by Chip Heath and Karla Starr

💎 On copywriting as a form of poetry

And why not? Indeed, I think the best copywriting is a form of poetry. We fuss and fret about the way things sound just as much as poets do. So study their techniques, see how they use language, rhythm and imagery to achieve their effects. Anyway, it’s good for you. What do they know of copywriting that only copywriting know?

Excerpt from: D&Ad Copy Book by D&AD

💎 Before starting your copy, work out where it’ll end

To me, the process of writing a clear, logically-argued piece of copy is a bit like erecting a telephone line from A to B. The first thing you do is to establish the route your poles are going to take, and then put them up in a nice orderly line. Only then do you actually string the wire between them. In other words, get your basic structure right before you’re tempted to start writing. If I don’t observe this discipline, I usually end up in a hopeless tangle of wire.

Excerpt from: D&Ad Copy Book by D&AD

💎 On reframing pressure as a privilege as a way to deal with anxiety

King soon began to see that the same principle — that pressure privilege — applied to all kinds of situations and that her anxiety was sign of her motivation to succeed. ‘Great moments carry great weight — that is what pressure to perform is all about. And though it can be tough to face that kind of pressure, very few people get the chance to experience it.’ With that realisation, she saw that she should embrace rather than suppress feelings of stress — a mindset that allowed her to get through her first Grand Slam wins and the enormous media hype around the Battle of the Sexes match against Bobby Riggs in 1973. As she wrote in her memoir, ‘At first, I felt obligated to play Riggs, but I chose to embrace as a privilege the pressure that threatened to over’ whelm me. This changed my entire mindset and allowed me to deal with the situation more calmly. And as time went on, I began to see the match as something I got to do instead of something I had to do. The shy fifth-grader who feared that she would die from her nerves at public speaking became one of our greatest athletes and one of sports most prominent spokespeople.

Excerpt from: The Expectation Effect: How Your Mindset Can Transform Your Life by David Robson

💎 John Stingley on Copywriting

  • Pay careful attention to your first ideas. They are formed with the same innocence, naiveté and lack of jadedness that consumers have when first exposed to your advertising. There is value in that innocence and simplicity.
  • On the other hand, don’t stop too soon. Even if the essence of your first ideas is correct, explore every possible expression of that essence. Write every headline 100 different ways. Advertising is art, and like poetry, every comma will affect the balance of meaning.
  • Understand what the perceptions of your product are no. The current attitude of the consumer is the starting-point and the desired attitude is the finish line. Often, clients are reticent to admit what the current attitude towards them is. You have to make them understand. You can’t start a race in the middle.
  • Once you have placed yourself in the mind-set of the consumer, relax and be human. Don’t be afraid to think cynical thoughts or joke about the product as you work. I’ve found that a lot of great ideas started as jokes which, when explored, could be turned around to make a powerful, positive statement. Ideas that start this way have an honesty the consumer appreciates.

Excerpt from: D&Ad Copy Book by D&AD