Author Archives: salftp

Barnum effect

“Forer” redirects here. For people with the surname, see Forer (surname). The Barnum effect, also called the Forer effect, or less commonly, the Barnum-Forer effect, is a common psychological phenomenon whereby individuals give high accuracy ratings to descriptions of their personality that supposedly are tailored specifically to them, that are in fact vague and general enough to apply toContinue reading “Barnum effect”

Self-generation affect effect

“If we figured it out ourselves, we like it better” The self-generation affect effect (or the ‘not invented here – bias’ as people like Dan Ariely phrase it) is the cognitive version of the physical labor-love effect (also termed the IKEA effect). Not only does physical effort increase liking, but it also works just as well for cognitiveContinue reading “Self-generation affect effect”

How I like to think about Fogg Behavior Model (FBM)

Motivation: I use FBM to decide how much information people need before asking them to take action. I assess the motivation that I’ve built with the copy that came before I ask them to buy/sign up/click, and the button copy itself – is this motivating or not? Ability: Is the form easy to fill out?Continue reading “How I like to think about Fogg Behavior Model (FBM)”

Desired behavior happens when motivation, ability, and trigger converge

In order to boost conversions, you need to help people do what they already want to do, tap into the right motivators, understand the types of motivation, make taking action as easy as possible, focus on simplification, put hot triggers on the path of motivated people, and generally obsess about triggers like your business dependedContinue reading “Desired behavior happens when motivation, ability, and trigger converge”