Posts Tagged ‘Kyle Morich’

June 30th, 2014

The Usage Gap: Addressing a Habit Imbalance in Shopper Behavior

By Kyle Morich

The choice of cleaners... green equals clean, I suppose. Spraying and scrubbing the shower tile is not a chore I relish, and—outside the grout changing color—nothing about the process is reinforcing. I don shabby clothes and smother my face with a dust mask to block out the alkaline fumes of the bleach. I repeatedly smack my knuckles into hard corners and I typically need to use the shower as soon as I’m done cleaning it. Nevertheless, I submit myself to this unpleasant exercise every month because I’m a responsible adult who cares about the cleanliness of his home—also, because my wife tells me to do it.

This past weekend, I was about halfway through my duty when I ran out of cleaner. We use bleach to get rid of mildew buildup, and there were no other bleach-based products in the house to substitute. Were this the bachelor version of myself from five years ago, I would have shrugged, doused the rest of the shower with hot water, and called it a day. But I suppressed my slacker instincts and committed myself to finishing the job. I threw out the bottle, put on respectable clothing, wrote “bleach spray” on our grocery list, and headed out to do the week’s shopping.

As I arrived at the cleaning products aisle in the store, I had the sudden realization that I couldn’t remember which brand of cleaner I was supposed to buy. My mind was briefly awash in the panic that only grocery store shelves can invoke: dozens of products, dozens of price points, dozens of features, all competing to induce me to purchase. I had a vague recollection of the color green being involved on the bottle, so I grabbed a bottle of Lysol “All Purpose Cleaner with Bleach,” thinking that was my brand of choice. Turns out, I was wrong. We actually use Clorox “Cleaner with Bleach,” a product that also has green on the bottle, with some lovely yellow accents. Just like that, I had become the very thing that my marketing brethren fear and detest… a disloyal customer. (more…)

September 11th, 2013

Language Barriers

By Kyle Morich

img-2013-09-106762

 

The map above is a heat map diagram indicating the areas of the country where the English language dialect is most similar to my own. This map makes intuitive sense to me—even though I’ve lived in Georgia for most of my life, my parents are both from New York State and I was born in New Jersey. If you’d like to take the dialect quiz yourself, you can access it at http://spark.rstudio.com/jkatz/DialectQuiz/. The quiz was developed by Joshua Katz, a PhD student at North Carolina State University.

Taking this quiz is a fascinating reminder that even within the US there are many different ways to pronounce a word and understand the concept behind that word. For instance, I never use the word “supper,” but there are people out there who use it interchangeably with the word “dinner,” and some more who actually use both and have a separate definition for each.

In business, we often develop vocabularies for models, metrics, and ideas and assume that others speak the same language as we do. Ask both a media buyer and a financial analyst to define the word “impression” to appreciate how far off this assumption is. As a consultant, I work across multiple industries and one of the biggest struggles beyond having to rapidly become an expert in a new field is learning to speak the language of that industry. One of the reasons Sublime offers introductory training courses on habits and psychology is because we want our clients to understand what we mean when we use words like “context,” “cue,” and “reinforcement.”

I also work with non-native English speaking clients, and language and communication is always something that I have to focus on and remember to factor into our interactions. I find myself pausing before using idioms and colloquial expressions to consider if my meaning is actually coming through.The next time you are writing emails or giving a presentation to people outside your company, industry, or geographic area, pay attention to your language. Don’t always assume everyone knows what you are saying.

March 19th, 2013

Episodic Disruption

By Kyle Morich

House of Cards - a Netflix Original Series

Note: This post was featured in the March 2013 edition of the Force of Habit Newsletter.

In the first two minutes of the Netflix Original Series House of Cards, Kevin Spacey’s character, House Majority Whip Frank Underwood, strangles a dying dog in the street and delivers a powerful but unsettling monologue about “useless pain.” By the end of that opening scene, I was hooked, shackled to a show both wonderful and morbid. This sensation normally produces a frustrating paradox—the more I enjoy a series and want to see what happens next, the more aggravated I am having to wait a week for the next episode and months for the entire story to unfurl. As Congressman Underwood would say, “Useless pain, indeed.”

Only this show was different, because the next episode had already arrived—in fact, they all had. In a bold move bucking the traditional week-by-week broadcasting model, Netflix made the entire first season available at the same time. Though it was a successful ploy for this viewer (I binge-watched all thirteen chapters in three days), was it really a bold move, or just a belated acknowledgement that our media consumption habits are changing?
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July 31st, 2012

Going Negative: Using Negative Reinforcement to Shape Consumer Behavior

By Kyle Morich

*BEEP BEEP BEEP BEEP BEEP…*

We all know the obnoxious klaxon call of the morning alarm clock.

*BEEP BEEP BEEP BEEP BEEP…*

Even before our brains can draw back the heavy drapes of sleep and form a coherent thought, we throw our bodies from underneath the covers and hurl our limbs toward the infernal contraption.

*BEEP BEEP BEEP BEE—click.*

The sweet silence that follows turning off the alarm (or hitting the snooze button) is soothing and peaceful. It is also what we call negative reinforcement, and your company could benefit a great deal by incorporating it into your customer training plans.

In our habit-based model of behavior, the brain learns from feedback following a contextual behavior. If the feedback is punishing, it makes that behavior less likely to occur in the future. If the feedback is reinforcing, it makes the behavior more likely to occur. When you add something pleasant after the behavior, we call that positive reinforcement, such as giving a child a cookie after they make clean their room. When you take away something aversive, we call that negative reinforcement, as in the alarm clock scenario—getting out of bed is reinforced by the removal of the irksome alarm sound. 

The various forms of feedback

Companies often shy away from negative reinforcement except in task-oriented user interface interactions, like an ATM chiming until you remove your card or the ringing of a phone to get you to answer it (although with smartphones increasingly offering pleasant melodies or even popular songs as ringtones, the negative reinforcement dynamic of a phone call is becoming a historical artifact). One area we often see negative reinforcement shape behavior is in consumers who do not have routinized habits for “chore” activities, such as mowing the lawn, cleaning the house, or maintaining a vehicle. The chore going undone creates a negative emotional reaction in the consumer. This reaction, usually anxiety or frustration, builds and builds until the customer performs the behavior to remove that uncomfortable feeling: cutting the long and unkempt grass, vacuuming the living room rug, or getting the car’s tires rotated. This relief from anxiety reinforces that behavior, and makes it more likely to occur in the future. Even consumers who are highly habitual in their chores (e.g., mow the lawn each and every Saturday morning) will feel some measure of emotional relief from the task completion.

One variable in this negative reinforcement equation is the consumer’s personal emotional threshold, or the point at which the anxiety or frustration becomes too much to bear and the behavior must occur. One discovery I have found with my fiancée-soon-to-be-wife is that we have vastly different emotional thresholds for cleaning the house. I can let dust and dinge accumulate for days or weeks before I feel compelled to clean, whereas she can feel a single dog hair shed upon the carpet mocking her very existence. It’s not that I don’t care about cleaning our home—it just takes me longer to build up a motivating emotional response than she does. A cleaning products company whose revenue depends on how much I clean my home (such as Swiffer, Windex, or whatever brand makes my vacuum bags) could try to aim its advertising at heightening my awareness to the uncleanliness of my home or intensifying the emotions I feel about it.

The next time you have a behavior problem and want to use feedback to shape and change what your customers do, consider how negative reinforcement can help you accomplish your training goals. It’s always a good plan to offer a cookie when a customer does something right, but sometimes helping them remove something sour can be just as sweet.

1. Image by xJason.Rogersx on flickr.

June 30th, 2011

Conscious Intent vs. Actual Behavior: On Meth, Cigarettes, and Not Trusting What People Say

By Kyle Morich

The girl, barely 16, studies herself in the bathroom mirror as she confirms plans with her best friend. “Yeah, my parents think I’m sleeping at your house,” she confirms, “Okay, bye.”  She hangs up and gets into the shower.  As she begins to bathe, something catches her eye in the tub below her.  She glances down and a gasp escapes her lips—there’s blood and dirt pooling in the bathtub around her feet.  She looks around in shock, trying to find the source.  Her eyes discover the culprit, a skinny and broken girl her same age, curled into a ball at the end of the tub, face and arms are covered in fresh cuts and bruises, eyes are sunken in, and entire body laboring with each wheezy breath.  The girl’s horror becomes fully realized when she recognizes this spectral creature: it is herself.  She screams in terror.  The ghastly version of herself shakes her head and rasps, “Don’t do it.  Don’t do it.”  The screen goes to black and the slogan appears: Meth.  Not Even Once.

Titles at the end of the Meth Project “Bathtub” ad

Georgia has a meth problem.  The state of Georgia is a national center for the production, sale, and use of methamphetamine, costing the state $1.3 billion annually.  The drug is so powerful that only a fraction of those who use are successfully treated, so the Georgia Meth Project was launched to target those who have never tried meth and keep it that way. The hard-hitting ads, like the 30-second “Bathtub” spot above, are broadcast on television and radio throughout the state. Recently, the non-profit released study results that they believe demonstrate that these scare tactics are working.  Of teens participating in a “Methamphetamine Use & Attitudes” survey, 78% said the ads made them less likely to try or use meth, and 85% said the ads showed them that the drug is more dangerous than they had originally believed.

True, it is a great endeavor to ensure that Georgia teens know about the harmful effects of meth and are decreasing their intentions to use, but are these harrowing ads actually translating those intentions into behavior? Nowhere in the study were references to any changes in actual meth use, so I looked into the 2009 CDC Youth Risk Behavior Surveillance System, a bi-annual monitoring of health-risk behaviors that contribute to the leading causes of death and disability among youth and adults, to see how methamphetamine use has changed.  The YRBS showed no statistical difference in meth usage for Georgia 9th through 12th graders from 2007 (when the Georgia Meth Project began) to 2009.  My first assumption was that perhaps meth use remained flat while usage increased for other illegal drugs, but the YRBS shows statistically unchanged numbers for cocaine, marijuana, inhalants, and heroin over the same time period.

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March 17th, 2011

Metaphorically Speaking

By Kyle Morich

Metaphor is recurrent in human language.  We use them to decorate our poetry (“My love is like a red, red rose…”) and for emphasis (“That stock is a gold mine…”). We use metaphors to reduce complex and abstract ideas into comparable terms (“The mind is computer…”). We also use them without thinking much at all.  A 1989 study of television dialogue found characters employing one unique metaphor for every 25 words.

How should we deal with a rising crime rate in a large city?  As it turns out, depending on the metaphors employed to describe the issue, drastically different approaches will be suggested.  Paul Thibodeau and Lera Boroditsky of Stanford University noticed our dialogue on crime is rife with metaphor.  From their recent paper Metaphors We Think With: The Role of Metaphor in Reasoning:

Public discourse about crime is saturated with metaphor. Increases in the prevalence of crime are described as crime waves, surges or sprees. A spreading crime problem is a crime epidemic, plaguing a city or infecting a community. Crimes themselves are attacks in which criminals prey on unsuspecting victims. And criminal investigations are hunts where criminals are tracked and caught. Such metaphorical language pervades not only discourse about crime, but nearly all talk about the abstract and complex.  Are such metaphors just fancy ways of talking, or do they have real consequences for how people reason about complex social problems like crime?

Thibodeau and Boroditsky crafted a clever experiment in which they presented two groups with a statement about rising crime in a fictional city and asked to provide suggestions on how to fix the crime issue.  Providing detailed statistics on crime incidences and the rate at which the crime had been growing year over year, the statements were identical except for the first sentence in the passage.  This sentence described the problem of crime in Addison with a metaphor, either referring to the crime as a beast or a virus (“Crime is a beast/virus ravaging the city of Addison.”)

Depending on how crime was presented metaphorically, respondents gravitated to certain types of responses.  The virus metaphor resulted in suggestions very similar to how we would deal with a real disease epidemic.  Group members wanted to investigate the root causes of the crime and “treat” it with social reforms that would help inoculate the community (such as improving education and eradicating poverty).  When crime was a beast, participants wanted to hunt down and catch the criminals and put them in jail, and went on to propose harsher enforcement laws.

Marketers use metaphors to access latent consumer emotions and attitudes, such as in the Zaltman Metaphor Elicitation Technique (ZMET). In the ZMET study, researchers ask consumers to use pictures to describe their feelings about a situation.  These images are supposed to provide access to the non-verbal unconscious mind and provide researchers with a view into the fundamental structures that guide consumer thought.

 

Sources:

Thibodeau PH, Boroditsky L (2011) Metaphors We Think With: The Role of Metaphor in Reasoning. PLoS ONE 6(2): e16782. doi:10.1371/journal.
pone.0016782

Image by Erin Schell