How accessible are you? Over the last few weeks we have been talking about making things as easy as possible to do.  Our brains like things to be easy and we tend to do what is easiest or most convenient.  One of the keys to this is accessibility.  The more accessible an option is, the […]

Are you avoiding the bumps in the road for your product? How often do you choose the easy option? Don’t worry, we’re not going to ask you to look deep into your psyche and think about all the big choices you’ve made. You can relax.  Just think about some of the simple choices you make […]

Are you getting shoppers to buy without thinking? Humans are often called creatures of habit.  We like to do the same things, at the same times, in the same way.  When you say it like that, it sounds a bit boring.  But, habits are important – without them life would be incredibly complicated. Just think […]

Are you overthinking things? Have you ever gone to a new restaurant, been given the menu and then spent the next few minutes looking up and down unable to make a decision?  Each time you look up and down the choice becomes a little harder.  Then when you think you have finally made a choice, […]

Are you framing value in the most compelling way? Let us start by giving you 2 situations.  Firstly, you are in a store looking to buy a new DVD.  The DVD costs £15.  You get a text from a friend telling you that a store 5 minutes drive away is selling that DVD for £10.  […]

How well are you priming shoppers? Let’s start this week with a little test.  In your head, quickly complete the 5 letter word that follows : G_ _ _ _ . There are over 400 words that have 5 letters and start with a ‘G’.  You could have thought of ‘glare’ or ‘grass’ or ‘globe’.  […]

What is your environment signalling to shoppers? In 1982 two social scientists developed a concept called ‘Broken Windows Theory’. Consider a building with a few broken windows. If the windows are not repaired, the tendency is for vandals to break a few more windows. Then, next time, they may break into the building. A week […]

How well are you managing shopper energy? Many of you will have heard of Moore’s Law.  It refers to an observation made by Gordon Moore, co founder of Intel, who said that computer processing power doubles approximately every 2 years.  This is why the smartphone in your pocket is far more powerful than the PC […]

Are you presenting choices in a System 1 way? We think much less than we think we think. You might want to read that again. Slowly. That is a one sentence summary of the book ‘Thinking Fast & Slow’ by a guy called Daniel Kahneman. He is often described as the Godfather of Behavioural Economics. […]

Is shopper behaviour working for you or against you? In 2013 a Kenyan, Wilson Kipsang, won the Berlin marathon in 2:03:23 – an average of 4.42 minutes per mile.  At the time it was the fastest marathon time ever recorded, a pretty remarkable effort. What was perhaps more remarkable, was that his fellow Kenyans came […]