Nudge

Oatly, Tony’s, Ecoasia and more all use behavioural science to persuade you. Today, author and founder Chris Baker explains how. You’ll learn about: Tony’s viral advent calendar. Oatly’s tiny change that transformed the coffee industry. Ecoasia’s smart nudge to keep users hooked. And one behavioural science principle Chris used to launch his brand. --- Use code Obsolete25 for 25% off Chris’s book: https://www.bloomsbury.com/uk/obsolete-9781399416658/ Follow Chris on LinkedIn: https://www.linkedin.com/in/cjpbaker/ Oatly’s old and new packaging: https://im.ge/i/image.vcr5tq Sign up to my newsletter: https://www.nudgepodcast.com/mailing-list Connect on LinkedIn: https://www.linkedin.com/in/phill-agnew-22213187/ Watch Nudge on YouTube: https://www.youtube.com/@nudgepodcast/ --- Sources: Baker, C. (2024). Obsolete: How change brands are changing the world. Bloomsbury Business. Ferster, C. B., & Skinner, B. F. (1957). Schedules of reinforcement. New York, NY: Appleton-Century-Crofts. Mohan, B., Buell, R. W., & John, L. K. (2020). Lifting the veil: The benefits of cost transparency. Marketing Science, 39(6), 1048–1062. https://doi.org/10.1287/mksc.2019.1200 Norton, M. I., Mochon, D., & Ariely, D. (2011). The IKEA effect: When labor leads to love. Journal of Consumer Psychology, 22(3), 453–460. https://doi.org/10.1016/j.jcps.2011.08.002 Raghunathan, R., Naylor, R. W., & Hoyer, W. D. (2006). The unhealthy = tasty intuition and its effects on taste inferences, enjoyment, and choice of food products. Journal of Marketing, 70(4), 170–184. https://doi.org/10.1509/jmkg.70.4.170

Why did Charles Darwin, Virginia Woolf, and Henri Poincaré all follow the same four-hour rule? In this episode, bestselling author Oliver Burkeman returns to explain why three to four hours of focused work might be the secret to productivity and peace. Access the bonus episode: https://nudge.kit.com/d4e55ac69d You’ll learn: The 3–4 hour rule: why it worked for Darwin, Trollope, and Dickens and still works today. How to tackle overwhelming tasks with a simple mental trick called “just go to the shed.” Why keeping a “done list” might be more motivating than a to-do list (feat. Marie Curie). How inboxes, perfectionism, and productivity guilt trap us in modern-day Sisyphus cycles. The two-part system Oliver uses to stay focused, without feeling overwhelmed by the chaos of life. --- Access the bonus episode: https://nudge.kit.com/d4e55ac69d Sign up to my newsletter: https://www.nudgepodcast.com/mailing-list Connect on LinkedIn: https://www.linkedin.com/in/phill-agnew-22213187/ Watch Nudge on YouTube: https://www.youtube.com/@nudgepodcast/ Oliver’s book Four Thousand Weeks: https://www.oliverburkeman.com/fourthousandweeks Oliver’s book Meditation for Mortals: https://www.oliverburkeman.com/meditationsformortals --- Sources: Burkeman, O. (2021). Four Thousand Weeks: Time Management for Mortals. Farrar, Straus and Giroux. Burkeman, O. (2024). Meditations for Mortals: Four Weeks to Embrace Your Limitations and Make Time for What Counts. Farrar, Straus and Giroux.

Could staring at a painting for three hours make you more productive? In this episode, I try a strange experiment inspired by bestselling author Oliver Burkeman. Based on lessons from his book Four Thousand Weeks, I stare at Picasso’s Guernica for three hours. No phone, no distractions, just a notepad and mic. Did I go mad? Access the bonus episode: https://nudge.kit.com/d4e55ac69d You’ll learn: Why investing time and effort can increase our appreciation (feat. the Mauritian ritual study). How control impacts happiness, health, and even longevity (feat. nursing home experiment). Why AI and “life-optimising” tools often leave us feeling more stressed, not less. The power of patience (and how to cultivate it in a hyper-distracted world). What happens when you do nothing for three hours… ---- Access the bonus episode: https://nudge.kit.com/d4e55ac69d Watch the 3-hour time lapse: https://www.youtube.com/watch?v=paKup2BuN38 Sign up to my newsletter: https://www.nudgepodcast.com/mailing-list Connect on LinkedIn: https://www.linkedin.com/in/phill-agnew-22213187/ Watch Nudge on YouTube: https://www.youtube.com/@nudgepodcast/ Oliver’s book Four Thousand Weeks: https://www.oliverburkeman.com/fourthousandweeks Oliver’s book Meditation for Mortals: https://www.oliverburkeman.com/meditationsformortals --- Sources: Burkeman, O. (2021). Four Thousand Weeks: Time Management for Mortals. Farrar, Straus and Giroux. Burkeman, O. (2024). Meditations for Mortals: Four Weeks to Embrace Your Limitations and Make Time for What Counts. Farrar, Straus and Giroux. Langer, E. J., & Rodin, J. (1976). The effects of choice and enhanced personal responsibility for the aged: A field experiment in an institutional setting. Journal of Personality and Social Psychology, 34(2), 191–198. Xygalatas, D., Mitkidis, P., Fischer, R., Reddish, P., Skewes, J., Geertz, A. W., Roepstorff, A., & Bulbulia, J. (2013). Extreme rituals promote prosociality. Psychological Science, 24(8), 1602–1605.

How did a marketing campaign lead to one of the worst public health disasters in American history? In this episode, I investigate the rise and fall of the Sackler family, the pharmaceutical empire they built, and the marketing tactics that got millions addicted to opioids. You’ll learn: How reframing turned OxyContin from a last resort into a “safe” everyday drug. Why a vague letter (not a study) became the foundation for Purdue’s 1% addiction claim. How the Sacklers used doctors, pain groups, and celebrities to exploit authority bias. Why repeating a false claim makes it more believable (feat. the mere exposure effect). How behavioural science helped sell a deadly drug—and what we can learn from it. --- Shatterproof non-profit: https://shatterproof.org/ Empire of Pain: https://www.penguinrandomhouse.com/books/612861/empire-of-pain-by-patrick-radden-keefe/ Sign up to my newsletter: https://www.nudgepodcast.com/mailing-list Connect on LinkedIn: https://www.linkedin.com/in/phill-agnew-22213187/ Watch Nudge on YouTube: https://www.youtube.com/@nudgepodcast/ --- Sources: ABC News. (2025). Purdue Pharma, Sackler family to pay $7.4 billion opioid settlement [Video]. YouTube. https://www.youtube.com/watch?v=1n2uuX1NaQo LastWeekTonight. (2016). Opioids: Last Week Tonight with John Oliver (HBO) [Video]. YouTube. https://www.youtube.com/watch?v=5pdPrQFjo2o CBS News. (2019). OxyContin maker facing over 2,000 opioid death-related lawsuits [Video]. YouTube. https://www.youtube.com/watch?v=mwGGlEFKrSs ABC News. (2019). Local governments file lawsuit against the family behind OxyContin [Video]. YouTube. https://www.youtube.com/watch?v=AlSDhuhLedg CBS News. (2022). Trump Organization’s accounting firm cuts ties over financial statements [Video]. YouTube. https://www.youtube.com/watch?v=csAS4WLvMao BBC News. (2013). Serpentine Sackler Gallery Opening [Video]. YouTube. https://www.youtube.com/watch?v=YThcpSZIN0c CBS New York. (2021). Metropolitan Museum Of Art Will Remove Sackler Name From Galleries [Video]. YouTube. https://www.youtube.com/watch?v=p_u29BL2CQE CBC News. (2019). Dozens Storm The Guggenheim Museum In Protest Of Donor [Video]. YouTube. https://www.youtube.com/watch?v=ci_yOI3Wyto CBS News. (2019). Protestors stage a “Die In” at the Guggenheim Museum in New York [Video]. YouTube. https://www.youtube.com/watch?v=zYVvIwbxX2I CNBC Television. (2020). Would have done ‘nothing’ differently in opioid crisis: Kathe Sackler says [Video]. YouTube. https://www.youtube.com/watch?v=dRl-Zjyf2UE STAT. (2017). 1998 Purdue Pharma marketing video [Video]. YouTube. https://www.youtube.com/watch?v=LaxlJXpwkzs GoLocal LIVE. (2019). Purdue Pharmaceutical Commercial 1998-Oxycontin [Video]. YouTube. https://www.youtube.com/watch?v=FCOl1exq3IM CBS News. (2017). Behind Purdue Pharma’s marketing of OxyContin [Video]. YouTube. https://www.youtube.com/watch?v=V-jxKPpMvmA LastWeekTonight. (2019). Opioids III: The Sacklers: Last Week Tonight with John Oliver (HBO) [Video]. YouTube. https://www.youtube.com/watch?v=uaCaIhfETsM LastWeekTonight. (2021). McKinsey: Last Week Tonight with John Oliver (HBO) [Video]. YouTube. https://www.youtube.com/watch?v=AiOUojVd6xQ CBS News. (2018). Whistleblower: Purdue Pharma continued deceptive sales practices after guilty plea [Video]. YouTube. https://www.youtube.com/watch?v=o5qQf3Po31M Washington Post. (2019). Inside the opioid industry’s marketing machine [Video]. YouTube. https://www.youtube.com/watch?v=gIlpd40CpT0 CBC News. (2018). How One Man Made The Opioid Crisis Possible [Video]. YouTube. https://www.youtube.com/watch?v=X2AUIBB34nI CBC News. (2019). Nan Goldin ‘Blizzard of Prescriptions’ Sackler Pain Guggenheim Protest & Die-In 2/9/19 [Video]. YouTube. https://www.youtube.com/watch?v=q2A4Tb8cOxE Keefe, P. R. (2021). Empire of Pain: The Secret History of the Sackler Dynasty. Doubleday. Cialdini, R. B. (2006). Influence: The Psychology of Persuasion (Revised ed.). Harper Business.

Today's episode of Nudge is a little different. The no-nonsense marketing expert Louis Grenier gives his uncensored, uncut, and explicit take on marketing (and life). --- Buy Louis's book: https://book.stfo.io/ Sign up for STFO: https://www.stfo.io/newsletter Sign up for my newsletter: https://www.nudgepodcast.com/mailing-list Connect on LinkedIn: https://www.linkedin.com/in/phill-agnew-22213187/ Watch Nudge on YouTube: https://www.youtube.com/@nudgepodcast/

There is one straightforward trick to help you remember more. Today, Dr. Ranganath reveals why testing yourself (even when you fail) can supercharge your memory. You’ll learn: Why re-reading notes doesn’t work, but testing yourself does. How a study with dental students proved the power of error-driven learning. Why guessing the answer before hearing it makes information stick. The science-backed technique that beats cramming for exams. How I memorised my (embarrassing) best man speech ---- Sign up to my newsletter: https://www.nudgepodcast.com/mailing-list Connect on LinkedIn: https://www.linkedin.com/in/phill-agnew-22213187/ Watch Nudge on YouTube: https://www.youtube.com/@nudgepodcast/ Charan’s book Why We Remember: https://charanranganath.com/ ---- Sources: Ebbinghaus, H. (1885). Über das Gedächtnis: Untersuchungen zur experimentellen Psychologie. Duncker & Humblot. Karpicke, J. D., & Roediger, H. L., III. (2008). The critical importance of retrieval for learning. Science, 319(5865). Liu, X. L., O’Reilly, R. C., & Ranganath, C. (2021). Effects of retrieval practice on tested and untested information: Cortico-hippocampal interactions and error-driven learning. Psychology of Learning and Motivation, 75, 125–155. Ranganath, C. (2024). Why we remember: Unlocking memory’s power to hold on to what matters. Doubleday. Roediger, H. L., III, & Karpicke, J. D. (2006). Test-enhanced learning: Taking memory tests improves long-term retention. Psychological Science, 17(3). Shotton, R. (2023). The illusion of choice: 16 ½ psychological biases that influence what we buy. Harriman House. Varghese, A. S., Sankeshwari, R. M., Ankola, A. V., Santhosh, V. N., Chavan, P., Hampiholi, V., Khot, A. J. P., & Shah, M. A. (2024). Effectiveness of error-based active learning compared to conventional lecture-based method among undergraduate dental students: A randomized controlled trial. Journal of Education and Health Promotion, 13, 268.

Back in 1923, Claude Hopkins wrote the definitive book on advertising. David Ogilvy said the book “changed his life,” and over eight million copies of the book have been sold. But are the 102-year-old tips still accurate today? In this episode of Nudge, I find out. You’ll learn: Why the phrase “Food Shot Through Guns” helped sell more cereal. How a sewing machine manufacturer increased his sales 9-fold. The four predictions Hopkins got wrong. And evidence-backed studies that reveal what he got right. ---- Download the Reading List: https://nudge.kit.com/readinglist Sign up to my newsletter: https://www.nudgepodcast.com/mailing-list Connect on LinkedIn: https://www.linkedin.com/in/phill-agnew-22213187/ Watch Nudge on YouTube: https://www.youtube.com/@nudgepodcast/ ---- Sources: BBC. (2016). Corsodyl: How an unnerving ad campaign works. BBC News. Behavioural Insights Team. (2013). Applying behavioural insights to charitable giving. Government & Society. Berger, J., Moe, W. W., & Schweidel, D. A. (2023). What holds attention? Linguistic drivers of engagement. Journal of Marketing, 87(5). https://doi.org/10.1177/00222429231152880 Berger, J., Sorensen, A. T., & Rasmussen, S. J. (2010). Positive effects of negative publicity: When negative reviews increase sales. Marketing Science, 29(5). https://doi.org/10.1287/mksc.1090.0557 Harris, K. [Kamala Harris]. (2024, March 1). Enemy Within | Harris-Walz 2024 [Video]. YouTube. https://www.youtube.com/watch?v=YQnugO8SEx0 Hopkins, C. (1923). Scientific advertising. Printers’ Ink Publishing Company. Hüttel, B. A., Schumann, J. H., & Wagner, C. J. (2018). How consumers assess free e-services: The role of benefit-inflation and cost-deflation effects. Journal Name, 21(3). Kahneman, D. (2011). Thinking, fast and slow. Farrar, Straus and Giroux. Monnier, A., & Thomas, M. (2022). Experiential and analytical price evaluations: How experiential product description affects prices. Journal of Consumer Research, forthcoming. https://doi.org/10.2139/ssrn.4046802 Pick, D. F., Sweeney, J., & Clay, J. A. (1991). Creative advertising and the von Restorff effect. Psychological Reports, 69(3, Pt 1), 923–926. https://doi.org/10.2466/PR0.69.7.923-926 Rogers, T., & Lasky-Fink, J. (2023). Writing for busy readers: Communicate more effectively in the real world. Schindler, R. M., & Yalch, R. (2006). It seems factual, but is it? Effects of using sharp versus round numbers in advertising claims. Advances in Consumer Research, 33, 586-590. Association for Consumer Research. Sutherland, S. (1992). Irrationality. Pinter Publishers. Trump, D. J. [Donald J Trump]. (2023, September 12). Wolves [Video]. YouTube. https://youtu.be/pxz9sxUqgsE Weiner, M. (Writer), & Draper, M. (Director). (2008). Mad Men (Season 1, Episode 11) [TV series episode]. In M. Weiner (Producer), Mad Men. Lions Gate Television.

In 1980, Michelle Smith published a book that triggered the Satanic Panic, a worldwide fear that Satan worshippers were recruiting millions to embrace satanism. Today, I explore the surprising science of false memories with Dr. Charan Ranganath, author of Why We Remember. Dr. Ranganath reveals how memory is more imagination than recollection, why some people vividly remember things that never happened, and why the Satanic Panic was based on fiction not fact. You’ll learn: How Michelle Remembers sparked the Satanic Panic and shaped public fear. Why memories “recovered” in therapy can feel real but be completely false. How a memory expert misremembered her own mother’s death. The shocking study where 40% of participants believed they committed a crime they never did. ---- Download the Reading List: https://nudge.kit.com/readinglist Sign up to my newsletter: https://www.nudgepodcast.com/mailing-list Connect on LinkedIn: https://www.linkedin.com/in/phill-agnew-22213187/ Watch Nudge on YouTube: https://www.youtube.com/@nudgepodcast/ Charan’s book Why We Remember: https://charanranganath.com/ ---- Sources: 60 Minutes Australia. (1989). Teens cruel ‘sacrificial’ offering to Satan in quiet country town [Video]. YouTube. https://youtu.be/yiN27M0akuY Bartlett, F. C. (1928b). Types of imagination. Philosophy, 3(9), 78–85. Bartlett, F. C. (1932). Remembering: A study in experimental and social psychology. Cambridge University Press. KABC News. (1988). Devil worship: Satanic panic circa 1988 [Video]. YouTube. https://youtu.be/RGxf7G3Xpj4 Kassin, S. M. (2008). False confessions: Causes, consequences, and implications for reform. Current Directions in Psychological Science, 17(4), 249–253. Loftus, E. F. (2005). Planting misinformation in the human mind: A 30-year investigation of the malleability of memory. Learning & Memory, 12(4), 361–366. Loftus, E. F., & Pickrell, J. E. (1995). The formation of false memories. Psychiatric Annals, 25(12), 720–725. Loftus, E. F., Miller, D. G., & Burns, H. J. (1978). Semantic integration of verbal information into a visual memory. Journal of Experimental Psychology: Human Learning and Memory, 4(1), 19–31. https://doi.org/10.1037/0278-7393.4.1.19 Magnetic Memory Museum. (1994). Law enforcement guide to Satanic cults [Video]. YouTube. https://youtu.be/VTJ0_BABexo Ranganath, C. (2024). Why we remember: Unlocking memory’s power to hold on to what matters. Doubleday. Roever, D. (1989). Exposing the Satanic web [Video]. Rcom Productions. YouTube. https://youtu.be/Hgymy7VlhT8 Shaw, J., & Porter, S. (2015). Constructing rich false memories of committing crime. Psychological Science, 26(3), 291–301. Unknown Author. (1990). Satanic cults & ritual crime [Video]. YouTube. https://youtu.be/byUvJDXqxa4 Winfrey, O. (1989). Oprah Winfrey Show 1989: Ritual sacrifice of babies [Video]. YouTube. https://youtu.be/BRninYpnlzM

Elon Musk’s hiring strategy goes against conventional wisdom—he asks just two questions and relies on gut instinct. But does it actually work? Today, Prof. Gerd Gigerenzer reveals why Musk’s method might be smarter than traditional hiring processes and explores the psychology behind better decision-making. You’ll learn: Why Musk’s hiring heuristic could outperform complex selection methods (feat. insights from Gerd Gigerenzer). How experienced managers naturally use heuristics to make better hiring decisions. The surprising downside of having multiple interviewers (feat. findings from a 2014 hiring study). A smarter way to assess job candidates (that goes beyond endless questions). ---- Download the Reading List: https://nudge.kit.com/readinglist Sign up to my newsletter: https://www.nudgepodcast.com/mailing-list Connect on LinkedIn: https://www.linkedin.com/in/phill-agnew-22213187/ Watch Nudge on YouTube: https://www.youtube.com/@nudgepodcast/ Gerd’s book Smart Management: https://mitpress.mit.edu/9780262548014/smart-management/ ---- Sources: Reb, J., Luan, S., & Gigerenzer, G. (2024). Smart management: How simple heuristics help leaders make good decisions in an uncertain world. The MIT Press. Luan, S., Reb, J., & Gigerenzer, G. (2019). Ecological rationality: Fast-and-frugal heuristics for managerial decision making under uncertainty. Academy of Management Journal, 62(6). Fific, M., & Gigerenzer, G. (2014). Are two interviewers better than one? Journal of Business Research, 67(8), 1771–1779.

I explore the surprising science of memory with Dr. Charan Ranganath, author of Why We Remember. Today, Dr. Ranganath reveals why forgetting isn’t a flaw but a feature of our brains and how simple strategies can dramatically improve recall. You’ll learn: Why forgetting is normal (feat. Ebbinghaus’s forgetting curve). How multitasking physically changes your brain and worsens memory. Why filming concerts on your phone makes the experience less memorable. Proven techniques from memory athletes to help you remember more. ---- Sign up to my newsletter: https://www.nudgepodcast.com/mailing-list Connect on LinkedIn: https://www.linkedin.com/in/phill-agnew-22213187/ Watch Nudge on YouTube: https://www.youtube.com/@nudgepodcast/ Charan’s book Why We Remember: https://charanranganath.com/ ---- Sources: Ebbinghaus, H. (1885). Über das Gedächtnis: Untersuchungen zur experimentellen Psychologie. Berlin: Duncker & Humblot. ESPN. (2018). LeBron James recalling play with photographic memory [Video]. YouTube. https://www.youtube.com/watch?v=SkHAsh-i6WQ Miller, G. A. (1956). The magic number seven, plus or minus two: Some limits on our capacity for processing information. Psychological Review, 63(2), 81–97. Ranganath, C. (2024). Why we remember: Unlocking memory’s power to hold on to what matters. Doubleday. Tulving, E., & Schacter, D. L. (1990). Priming and human memory systems. Science, 247(4940), 301–306. https://doi.org/10.1126/science.2296719 White, R. (2018). How to memorize a deck of cards (fastest way taught by memory champion) [Video]. YouTube. https://youtu.be/yevxvTbUa4s?si=x447uhmpm9-z--SD

Golf players, investors and CEOs perform better if they take their time. Or do they? Today, Prof. Gerd Gigerenzer reveals why intuition often outperforms complex analysis and how shortcuts can lead to smarter decisions in business, sports, and investing. You’ll learn: Why gut instinct can beat data-driven decisions (feat. insights from Gerd Gigerenzer). How firefighters, CEOs, and handball players make better choices under pressure. The dangers of overthinking—why too much time can worsen decisions (feat. 2004 golf study). Why simple rules predict outcomes better than complex models (feat. Wimbledon & NFL studies). --- Sign up to my newsletter: https://www.nudgepodcast.com/mailing-list Connect on LinkedIn: https://www.linkedin.com/in/phill-agnew-22213187/ Watch Nudge on YouTube: https://www.youtube.com/@nudgepodcast/ Gerd’s book Smart Management: https://mitpress.mit.edu/9780262548014/smart-management/ --- Sources: Baum, J. R., & Wally, S. (2003). Strategic decision speed and firm performance. Strategic Management Journal, 24(11), 1107–1129. Beilock, S. L., Bertenthal, B. I., McCoy, A. M., & Carr, T. H. (2004). Haste does not always make waste: Expertise, direction of attention, and speed versus accuracy in performing sensorimotor skills. Psychonomic Bulletin & Review, 11(2), 373–379. DeMiguel, V., Garlappi, L., & Uppal, R. (2009). Optimal versus naive diversification: How inefficient is the 1/N portfolio strategy? The Review of Financial Studies, 22(5), 1915–1953. Dörfler, V., & Eden, C. (2017). Becoming a Nobel Laureate: Patterns of a journey to the highest level of expertise. AoM 2017: 77th Annual Meeting of the Academy of Management, Atlanta, GA, August 4-8. Easterbrook, G. (2010). TMQ’s annual bad predictions review. ESPN. Eslam sdt Henry. (2018). Best football trick world cup 2006 Jens Lehmann [Video]. YouTube. https://youtu.be/LRAOEWAbO00 Johnson, J., & Raab, M. (2003). Take the first: Option-generation and resulting choices. Organizational Behavior and Human Decision Processes, 91(2), 215–229. Klein, G. A. (1999). Sources of power: How people make decisions. MIT Press. Reb, J., Luan, S., & Gigerenzer, G. (2024). Smart management: How simple heuristics help leaders make good decisions in an uncertain world. The MIT Press. Serwe, S., & Frings, C. (2006). Who will win Wimbledon? The recognition heuristic in predicting sports events. Journal of Behavioral Decision Making, 19(4), 321–332. https://doi.org/10.1002/bdm.530 West, D. C., Acar, O. A., & Caruana, A. (2020). Choosing among alternative new product development projects: The role of heuristics. Psychology & Marketing, 37(12), 1719–1736. https://doi.org/10.1002/mar.21397

Learn why so many ads today are ineffective and what marketers are getting wrong. Today, Tom Goodwin reveals the four simple truths about advertising, the surprising power of “wasted” marketing, and why aesthetics alone can make an ad more persuasive. You’ll learn: Why most digital ads fail and how short-term thinking is to blame. The hidden power of repeated exposure (feat. Moreland & Beach’s 1992 study). How slow-motion, jingles, and branding signals can make products feel more premium. Why targeting is overrated. The one thing marketers should focus on to create better campaigns without breaking the bank. This episode contains strong language. ---- Access the bonus episode: https://nudge.kit.com/07a850cbb7 Sign up to my newsletter: https://www.nudgepodcast.com/mailing-list Connect on LinkedIn: https://www.linkedin.com/in/phill-agnew-22213187/ Watch Nudge on YouTube: https://www.youtube.com/@nudgepodcast/ Tom’s book: https://www.koganpage.com/digital-technology/digital-darwinism-9781398601925 Follow Tom on LinkedIn: https://www.linkedin.com/in/tomfgoodwin/ Follow Tom on Twitter/X: https://twitter.com/tomfgoodwin ---- Sources: Cialdini, R. B. (2021). Influence: The psychology of persuasion (New and expanded ed.). Harper Business. Goodwin, T. (2018). Digital Darwinism: Survival of the fittest in the age of business disruption. Kogan Page. Innes, M. (2023, May 5). CMO tenure falls to lowest level in more than a decade. MarketingWeek. https://www.marketingweek.com/cmo-tenure-falls/ Moreland, R. L., & Beach, S. R. (1992). Exposure effects in the classroom: The development of affinity among students. Journal of Experimental Social Psychology, 28(3), 255–276. https://doi.org/10.1016/0022-1031(92)90055-O SungJin, J. & Dubois, D. (2022). When and how slow motion makes products more luxurious. Journal of Marketing Research.

Join the Nudge Unit: https://maven.com/nudge-unit/course-cohort Why does a $5 Uber voucher turn angry customers into loyal fans? In this episode, Eva van den Broek and Tim den Heijer share actionable insights from their book The Housefly Effect, revealing seven marketing psychology tips you can use to grow your business. You’ll learn: How scarcity drives demand, from pineapple rentals to volume-limited products. Why a $5 apology voucher boosted Uber’s revenue (feat. reciprocity principle). How Tropicana’s rebrand taught marketers a costly lesson about habits. Why "95% fat-free" yoghurt sells better than "5% fat" (feat. framing effect). The clever way airlines manage flight-time expectations to keep customers happy. ---- Get the book: https://bedfordsquarepublishers.co.uk/book/the-housefly-effect Sign up to my newsletter: https://www.nudgepodcast.com/mailing-list Connect on LinkedIn: https://www.linkedin.com/in/phill-agnew-22213187/ Watch Nudge on YouTube: https://www.youtube.com/@nudgepodcast/ ---- Sources: van den Broek, E., & den Heijer, T. (2024). The Housefly Effect. Bedford Square Publishers. Bundesliga study | Brandes, L., & Franck, E. (2012). Social preferences or personal career concerns? Field evidence on positive and negative reciprocity in the workplace. Journal of Economic Psychology, 33(5), 925–939 McFlurry sales boosted by 55% | Walsh, N. (2024). Tune in: How to make smarter decisions in a noisy world. Bedford Square Publishers. Uber $5 apology | Halperin, B., Ho, B., List, J. A., & Muir, I. (2019). Toward an understanding of the economics of apologies: Evidence from a large-scale natural field experiment (No. w25676). National Bureau of Economic Research. https://doi.org/10.3386/w25676 Berger, J. (2013). Contagious: Why things catch on. Simon & Schuster. Gu, Y., Botti, S., & Faro, D. (2013). Turning the page: The impact of choice closure on satisfaction. Journal of Consumer Research, 40(2), 268–283. Martin, S. J. (2024). Influence at work: Capture attention, connect with others, convince people to act. [Paperback]. Economist Edge. Yuan, Y., Liu, T. X., Tan, C., Chen, Q., Pentland, A., & Tang, J. (2020). Gift contagion in online groups: Evidence from WeChat red packets.

Join the Nudge Unit: https://maven.com/nudge-unit/course-cohort Can tiny nudges dramatically change our behaviour? In this episode, Eva van den Broek and Tim Houwerzijl explore the subtle yet powerful psychological tools that influence daily decisions, often without us realising it. You’ll learn: Why doubling the size of a plate made kids eat 41% more (feat. the Delboeuf illusion). Why Schiphol Airport painted a fly in the urinals (“The Housefly Effect”). The role of defaults in organ donation, student loans, and fast food orders. How loss aversion turned teachers into top performers, improving student grades by 10%. Why IKEA sell cheap ice cream (feat. the peak-end rule). ---- Get the book: https://bedfordsquarepublishers.co.uk/book/the-housefly-effect Sign up to my newsletter: https://www.nudgepodcast.com/mailing-list Connect on LinkedIn: https://www.linkedin.com/in/phill-agnew-22213187/ Watch Nudge on YouTube: https://www.youtube.com/@nudgepodcast/ ---- Sources: Carmon, Z., & Kahneman, D. (1996). The experienced utility of queuing: Experience profiles and retrospective evaluations of simulated queues. Dai, H., Milkman, K. L., Hofmann, D. A., & Staats, B. R. (2015). The impact of time at work and time off from work on rule compliance: The case of hand hygiene in health care. Journal of Applied Psychology, 100(3). Holden, S. S., Zlatevska, N., & Dubelaar, C. (2016). Whether smaller plates reduce consumption depends on who’s serving and who’s looking: A meta-analysis. Journal of the Association for Consumer Research, 1(1), 134. Kahneman, D., Fredrickson, B. L., Schreiber, C. A., & Redelmeier, D. A. (1993). When more pain is preferred to less: Adding a better end. Psychological Science, 4(6), 401–405. https://doi.org/10.1111/j.1467-9280.1993.tb00589.x Kaur, S., Kremer, M., & Mullainathan, S. (2015). Self-control at work. Journal of Political Economy, 123(6), 1227–1277. Levitt, S. D., List, J. A., Neckermann, S., & Sadoff, S. (2016). The behavioralist goes to school: Leveraging behavioral economics to improve educational performance. American Economic Journal: Economic Policy, 8(4), 183–219. van den Broek, E., & den Heijer, T. (2024). The Housefly Effect. Bedford Square Publishers.

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Business books are everywhere, offering seemingly simple solutions to complex problems—but are they truly helpful? In this episode, Alex Edmans explores the biases that make us fall for oversimplified advice and why many popular business books fail to deliver. You’ll learn: How black-and-white thinking fuels the success of books like Dr. Atkins’ Diet Revolution and Start With Why. Why confirmation bias leads us to believe unproven claims (feat. Simon Sinek’s “Why” theory). The dangers of ignoring nuance, such as in Angela Duckworth’s Grit and Malcolm Gladwell’s 10,000-hour rule. Real-world examples of flawed reasoning, from the London Marathon tragedy to corporate missteps. How to critically evaluate the advice offered in bestsellers and avoid falling for universal “truths.” ---- Download the Reading List: https://nudge.kit.com/readinglist Sign up to my newsletter: https://www.nudgepodcast.com/mailing-list Connect on LinkedIn: https://www.linkedin.com/in/phill-agnew-22213187/ Watch Nudge on YouTube: https://www.youtube.com/@nudgepodcast/ Alex’s book May Contain Lies: https://maycontainlies.com/ ---- Sources: Edmans, A. (2024). May contain lies: How stories, statistics, and studies exploit our biases—and what we can do about it. University of California Press. Atkins, R. C. (1972). Dr. Atkins' diet revolution: The high calorie way to stay thin forever. New York: Bantam Books. Seidelmann, Sara B. et al. (2018): ‘Dietary carbohydrate intake and mortality: a prospective cohort study and meta-analysis’, Lancet Public Health 3, E419–E428 DeLosh, Edward L., Jerome R. Busemeyer and Mark A. McDaniel (1997): ‘Extrapolation: the sine qua non for abstraction in function learning’, Journal of Experimental Psychology: Learning, Memory, and Cognition 23, 968–86. Fisher, Matthew and Frank Kiel (2018): ‘The binary bias: a systematic distortion in the integration of information’. Psychological Science 29, 1846–58 Sinek, S. (2009). Start with why: How great leaders inspire everyone to take action. Portfolio. Gladwell, M. (2008). Outliers: The story of success. Little, Brown and Company. Duckworth, A. (2016). Grit: The power of passion and perseverance. Scribner.

I explore the truth behind the famous 10,000-hour rule, popularized by Malcolm Gladwell. Today, Prof Alex Edmans uncovers why the rule persists despite its flaws and dives into the psychological biases that make misinformation so believable. You’ll learn: Why the 10,000-hour rule isn’t as universal as it seems (feat. insights from Alex Edmans). How confirmation bias shapes beliefs—from the Atkins diet to Deepwater Horizon. The dangers of narrative fallacy in explaining success (feat. 1975 Barry Staw study). Real-world examples of misinformation, from Belle Gibson’s cancer cure claims to Volkswagen’s diesel scandal. A simple mental trick to fight confirmation bias and save yourself from misleading ideas. ---- Download the Reading List: https://nudge.kit.com/readinglist Sign up to my newsletter: https://www.nudgepodcast.com/mailing-list Connect on LinkedIn: https://www.linkedin.com/in/phill-agnew-22213187/ Watch Nudge on YouTube: https://www.youtube.com/@nudgepodcast/ Alex’s book May Contain Lies: https://maycontainlies.com/ ---- Sources: Gladwell, M. (2008). Outliers: The story of success. Little, Brown, and Company. Edmans, A. (2024). May contain lies: How stories, statistics, and studies exploit our biases—and what we can do about it. University of California Press. Kaplan, Jonas T., Sarah I. Gimbel and Sam Harris (2016): ‘Neural correlates of maintaining one’s political beliefs in the face of counterevidence’, Scientific Reports 6, 39589. Wong, Nathan Colin (2015): ‘The 10,000-hour rule’, Canadian Urological Journal 9, 299. Staw, Barry M. (1975): ‘Attribution of the “causes” of performance: a general alternative interpretation of cross-sectional research on organizations’, Organizational Behavior and Human Performance 13, 414–32.

Neil Rackham’s groundbreaking research uncovered what separates skilled negotiators from the average. Drawing insights from real-world negotiation sessions involving union disputes, management decisions, and high-stakes contracts, this episode unpacks the actual behaviour of skilled negotiations. You’ll learn: The specific ways skilled negotiators prepare differently from average negotiators (feat. 48 skilled negotiators). Why immediate counterproposals can ruin a negotiation (feat. insight from 102 negotiations). The critical role of long-term thinking in effective negotiations. Key behaviours that skilled negotiators use to foster collaboration and transparency. Practical tips you can use. ---- Sign up to my newsletter: https://www.nudgepodcast.com/mailing-list Connect on LinkedIn: https://www.linkedin.com/in/phill-agnew-22213187/ Watch Nudge on YouTube: https://www.youtube.com/@nudgepodcast/ ---- Sources: Rackham, N. (2003). The behavior of successful negotiators. McGraw Hill/Irwin, New York. Reb, J., Luan, S., & Gigerenzer, G. (2024). Smart management: Why successful leaders must embrace simple strategies in an increasingly uncertain and complex world. MIT Press. https://mitpress.mit.edu/9780262548014/smart-management/

75% of us expect to spot the unexpected. But we’re wrong. Today on Nudge, Dan Simons shares his results from perhaps the world’s best-known psychology experiment: the Invisible Gorilla. Listen, and you’ll take part in our own audio version of his experiment, and I'll dig into research papers to learn how Dan’s findings apply to marketing. Dan’s book Invisible Gorilla: https://www.theinvisiblegorilla.com/ Dan’s book Nobody’s Fool: https://dansimons.com/NobodysFool.html Outdoor Advertising Recall study: https://tinyurl.com/5e8s5nwv Subscribe to the (free) Nudge Newsletter: https://nudge.ck.page/profile

The Francesca Gino scandal shook the academic world, exposing fraudulent research practices at one of the world’s most prestigious institutions, Harvard Business School. This episode unpacks the details of the case, from the initial discoveries to the implications for science. You’ll learn: How a PhD student uncovered data manipulation in a high-profile study (feat. Zoe Xani’s investigation). The critical role of whistleblowers in exposing fraud (feat. Data Colada’s analysis). Key findings from Harvard’s 1,300-page report on research misconduct. Which studies were faked and what they claimed to find. How self-correcting mechanisms can strengthen trust despite scandals. ---- Sign up to my newsletter: https://www.nudgepodcast.com/mailing-list Connect on LinkedIn: https://www.linkedin.com/in/phill-agnew-22213187/ Watch Nudge on YouTube: https://www.youtube.com/@nudgepodcast/ ---- Sources: Data Colada. (2023). [109] Data falsificada (Part 1): “Clusterfake”. https://datacolada.org/109 Data Colada. (2023). Data falsificada (Part 1): Evidence that Francesca Gino fabricated data. Data Colada. Retrieved from https://datacolada.org/110 Data Colada. (2023). Data falsificada (Part 3): The cheaters are out of order. Data Colada. Retrieved from https://datacolada.org/111 Data Colada. (2023). Data falsificada (Part 4): Forgetting the words. Data Colada. Retrieved from https://datacolada.org/112 Data Colada. (2024). [116] Our (first?) day in court. https://datacolada.org/116 Data Colada. (2024). [118] Harvard’s Gino Report Reveals How A Dataset Was Altered, Data Colada. https://datacolada.org/118 Dalton, R. (2023, October 18). Embattled Harvard honesty professor accused of plagiarism. Science. Retrieved January 6, 2025, from https://www.science.org/content/article/embattled-harvard-honesty-professor-accused-plagiarism Dubner, S. J. (2024). Why is there so much fraud in academia? (Update) [Audio podcast episode]. In Freakonomics Radio. Freakonomics, LLC. https://freakonomics.com/podcast/why-is-there-so-much-fraud-in-academia-update/ Dubner, S. J. (2025). Can academic fraud be stopped? (Update) [Audio podcast episode]. In Freakonomics Radio. Freakonomics, LLC. https://freakonomics.com/podcast/can-academic-fraud-be-stopped-update/ Gino, F., Kouchaki, M., & Galinsky, A. D. (2015). The moral virtue of authenticity: How inauthenticity produces feelings of immorality and impurity. Psychological Science, 26(7), 983–996. https://doi.org/10.1177/0956797615575277 Gino, F., & Wiltermuth, S. S. (2014). Evil genius? How dishonesty can lead to greater creativity. Psychological Science, 25(4), 973–981. https://doi.org/10.1177/0956797614520714 Gino, F., Kouchaki, M., & Casciaro, T. (2020). Why connect? Moral consequences of networking with a promotion or prevention focus. Journal of Personality and Social Psychology, https://psycnet.apa.org/doiLanding?doi=10.1037%2Fpspa0000226 Harari, Y. N. (2024). Nexus: A brief history of information networks from the Stone Age to AI. Fern Press. Judo, P. (2024). It’s over – Gino vs Harvard fake data scandal [Video]. YouTube. https://youtu.be/Q9tgyVPytBk Konnikova, M. (2023). They studied dishonesty. Was their work a lie? The New Yorker. https://www.newyorker.com/magazine/2023/10/09/they-studied-dishonesty-was-their-work-a-lie Lewis-Karus. (2024). How a scientific dispute spiraled into a defamation lawsuit. The New Yorker. https://www.newyorker.com/news/news-desk/how-a-scientific-dispute-spiralled-into-a-defamation-lawsuit Shu, L. L., Mazar, N., Gino, F., Ariely, D., & Bazerman, M. H. (2012). Signing at the beginning makes ethics salient and decreases dishonest self-reports in comparison to signing at the end. Proceedings of the National Academy of Sciences, 109(38), 15197–15200. https://doi.org/10.1073/pnas.1209746109