🧠 The Psychology of Motivation and AI, Anxiety and Curiosity
Welcome to our latest newsletter.
In this email, we look at how AI responds differently according to users' underlying motivations.
At why curiosity doesn't always mean we want fast answers.
How anxiety drives wishful thinking and how to get customers to think more realistically.
And how transparency makes people more altruistic.
Don't forget we're here to help:
Don't forget we're here to help:
🧠 Improve your marketing with psychology and data
❤️ Make your communications more persuasive.
👉 Shift your audiences' behaviour
Tell us what you're trying to do and we'll show you how we can help.
Every so often we use our Monkey Business newsletter to share useful nuggets, opinions, and findings as food for thought. Sign up here.
Curiosity: Beyond the Rush for Answers
While conventional wisdom casts curiosity as a relentless pursuit of knowledge, a recent article in Scientific American unveils a surprising wrinkle in this narrative. Curiosity, it turns out, can also be a patient virtue. The article explores this concept through a study where participants watched videos of drawings being made. Those who were more curious about the final image were demonstrably more patient, exhibiting a greater willingness to endure the suspense.
This challenges the notion of curiosity as solely driven by a need for immediate gratification. Businesses can capitalise on this by understanding the allure of the unrevealed. For instance, drip marketing campaigns that slowly unveil product features can cultivate a sense of anticipation, keeping the audience engaged for a longer period.
The article goes further to suggest that curiosity evolves throughout the learning process. Initially, it might be driven by a thirst for knowledge. But as we delve deeper, the joy of discovery itself takes center stage. This translates to business communication strategies that prioritise fostering a sense of exploration and discovery alongside conveying information.
Using curiosity, businesses can not only pique interest but also keep that attention through the power of anticipation and the inherent pleasure of discovery.
Photo by Ketut Subiyanto
Wishful Thinking: A Cognitive Trap of the Anxious Mind?
Ever feel like you're in denial about a looming deadline or project setback? Blame your amygdala! A study by the University of Amsterdam suggests that wishful thinking isn't just about optimism, but rather a complex interplay between anxiety and cognitive processes.
The study found that people facing uncertain or potentially negative situations were more likely to engage in wishful thinking. This rose-tinted thinking, fueled by the amygdala's fear response, impaired their ability to identify negative patterns and make objective assessments. The researchers found that interventions that reduced anxiety or made the task at hand seem easier led to more realistic thinking.
Taming Customer Anxiety for Clearer Decisions
Wishful thinking can cloud customer judgment. Imagine a prospect anxious about a complex purchase. Their emotional state might make them overlook potential drawbacks or overestimate the benefits. By recognizing these cognitive biases, businesses can craft messaging that eases anxieties and promotes realistic expectations.
This could involve highlighting product guarantees, providing transparent information, or framing challenges as opportunities for growth. A calm and informed customer can be more likely to make a confident and sustainable decision.
Photo by Olya Prutskova
Transparency Breeds Charity: How Shining a Light on Decisions Boosts Altruism
This article explores the fascinating link between transparency and altruism. A key takeaway is that when people clearly understand the impact of their choices, they're more likely to act generously. Researchers conducted a study where participants made decisions about sharing money with a partner.
The results were striking: in transparent settings, where participants were fully informed about the consequences of their actions, a whopping 55% opted for the altruistic option. Conversely, in ambiguous situations, where the impact of their decisions was unclear, participants were more inclined to make selfish choices.
It seems transparency can have a powerful role in nudging people towards prosocial behaviour.
Photo by Karolina Grabowska
Want to change minds? AI can sniff out resistance!
This study by Michelle Bak and Jessie Chin investigated how large language models (LLMs) respond to users with different motivations. They tested generative conversational agents (fancy AI chatbots) and found that LLMs excelled at identifying users with clear goals and providing relevant information. However, LLMs floundered when users were hesitant or ambivalent about changing their behaviour. Imagine an LLM recommending intense exercise to a sugar-loving couch potato – not likely to be very effective.
LLMs can be a persuasive tool, but only if we understand their limitations. By incorporating strategies to address user hesitancy, businesses can better leverage LLMs to deliver targeted interventions and nudge users towards positive behaviour changes.
Photo by Min An
As ever, if there's anything we can help with, do get in touch.
James, Patrick and Dan
We practically apply the science of the human mind for hard, commercial results
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