Tagged: Persuasive Elements RSS

  • Ben 16:28 on Saturday, February 20, 2010 Permalink | Reply
    Tags: , Persuasive Elements   

    The Incredible Gravitational Pull of Shortcuts 

    It was a beautiful day in Wellington on Friday, so I took a stroll along the waterfront at lunchtime.  As I was returning to town I noticed something interesting between Cable St and Jervois Qy…

    I doubt the goat track is much shorter than the paved alternative, yet there must be some perceived directness about it for a good number of people.  Perhaps it was first formed by those running to catch a green pedestrian light, like the guys in the first shot.  Whatever the case the path now seems to have a life of its own.  Enough pedestrians have taken the dirt route just to get to the waiting point that the entire area next to it has been completely stripped of grass.

    Indeed, I must admit I found the dirt path choice quite compelling even though I wasn’t in a rush and could see the other pedestrian light was already orange.  It was probably the social proof of the well-worn track (“others seem to think it would be quicker, so it probably is”) along with the direct line-of-site to the other crossing that provided the appeal. And the fact that the path was already bare meant there would be no guilt in walking on the grass.

    What’s bizzare is that we’ll choose that route even though it doesn’t really save us any material time.  In fact, even if it did save time, in most cases it would mean we just get to a waiting point quicker!

    This ‘gravitational pull’ of shortcuts is frequently exploited.  Just look at the ads for 30-day weight-loss programs and get-rich quick schemes.  Even when there is little for us to gain we’ll take the short route so as to not miss out on just the potential for a mental, physical, or financial bargain.  It is unfortunate that the designers of this particular pedestrian crossing didn’t take it into account.  It might have made for a little less mud in winter.

    Still, it gave me something to write about!

    Here’s the area in Google Street View if you want to talk a stroll around it yourself…


    View Larger Map

    ________

    ShortURL to this post: http://wp.me/pnqr9-4K

     
    • Scott 9:27 on Monday, March 1, 2010 Permalink

      People will generally do what is right for them at the immediate time. In this case, when crossing in the direction of the two guys in the bottom of your photo. The first crossing is aligned with the exit of the second as you mentioned. As such they continue walking to what they perceive is the correct crossing path for them. It’s not till they get under the cover that they realise that the crossing has been put at a different angle and the timings are not aligned as a single pedestrian crossing. As such, they deviate their path to ensure that the crossing buzzer has been activated. I think you’ll find the deviation is a road safety matter. Not sure it’s the social proof you think it is as it would be quicker had the intersection not been designed to make it not so. Surely it’s a social proof that council walking paths are always the slowest(safest)?

    • Ben 20:20 on Monday, March 1, 2010 Permalink

      Hey Scott.

      I guess we’d have to ask them if they were just looking for a quicker route or whether they actually thought the ped crossing continued over the grass. At least in the beginning (before the grass was destroyed) it should have been clear to people that the ‘official’ route to the next ped crossing was the paved one, and I imagine most people would see that the paved path leads to a ped crossing once they get to the edge of the one they have just finished and look over to the road.

      I’ve also taken to watching people cross from the nearby overbridge every now and then (they don’t let me out much) and people do use the dirt path in both directions. This suggests that at least the folks coming from the cable street side are using what they perceive is a quicker route, since they would take the paved path if they mistakenly thought the ped crossing continued straight ahead (i.e., if they made the same error that you suggest the running guys are making, but in the opposite direction).

      Whatever the case, the original path design has probably led to a less safe environment; the makeshift (‘faster’) grass path is currently attracting people toward the outside edge of the crossing, where they are closer to oncoming/stopped traffic. It’s speculation, but I suspect that if the grass path was properly paved it would direct people to the middle of the crossing more effectively. All the compacting work has even been done already!

  • Ben 16:38 on Saturday, November 7, 2009 Permalink | Reply
    Tags: Cialdini, FOWA, , Persuasive Elements   

    Why You Should Read Some Cialdini 

    Recently, Carsonified posted this video of a Kevin Rose (Digg) speech at the Future of Web Apps conference in London.  The talk, titled “Taking your Site from One to One Million Users”, covers a range of methods for growing web traffic and engaging users.

    Although many of his examples are interesting in themselves, it is worth noting that a number draw upon core psychological principles first put together 25 years ago by Robert Cialdini in a book titled Influence.  Cialdini studied how social norms and ingrained behaviours have a massive influence on our responses to the various stimuli we are presented with on a daily basis.  He grouped them into six general categories:

    • Reciprocity
    • Commitment and Consistency
    • Social Proof
    • Authority
    • Liking
    • Scarcity

    You can read a little more about each of these here, but it really is worth taking the time to read the book (most libraries will have it).  It presents both the underlying motivators along with specific examples of their expression in practice, so it is more useful than hearing only the examples themselves, which don’t necessarily lend themselves to application in a range of different domains.

    Cialdini also recently co-authored a book titled Yes!, which presents summaries for over 50 scientific studies relating more-or-less to the six categories above.  It is a fascinating read.  Here are a couple of the findings:

    • Tips increase by up to 23% when waiters give mints to their customers directly, rather than letting them pick the mints up from a bowl at the counter.  [an example of reciprocity]
    • A hotel increased guest towel reuse rates (an environmentally friendly action) by 33% simply by changing the wording of the call-to-action message on a sign in the bathroom.  The most successful message suggested that others who had stayed in the same room recently had reused their towels. [an example of social proof, and also liking - we are influenced more by those who share attributes with us]
    • Asking people to predict whether or not they will go out and vote actually increases the chance they will go out and vote (by about 25% points in the study cited).  [an example of social desirability bias combined with commitment and consistency]

    There are many other examples in Yes! that translate the six general principles into practice, so you are bound to find some inspiration for mixing it up and applying the principles yourself.

    _____

    ShortURL for this post: http://wp.me/pnqr9-2R

     
  • Ben 18:32 on Monday, August 17, 2009 Permalink | Reply
    Tags: , Conversions, , , Persuasive Elements,   

    Not All Conversions are Created Equal 

    Tim Ferris posted a Google Website Optimizer Case Study the other day showing how data-based design tweaks at Gyminee (now Daily Burn) helped them increase conversions by 20% and then another 16% on top of that.  The post presents a really nice example of how simple it is to use free tools along with good landing page design principles to generate improvements in site goal performance.  That said, I’d add a couple of things to round out the article:

    1. The performance improvement was measured in number of free trial sign-ups.  There is nothing wrong with that if Daily Burn has free sign ups as a key goal.  However, it is worth noting that the improvements in free sign-ups may have had the opposite effect on conversions to paid accounts.  One reason for this is that by reducing the possible actions on the page to one (sign up for a free trial) in the second set of changes, Daily Burn may be seeing an increase in sign-ups from tire kickers who just want to see what the ap looks like.  In the past visitors could click the ‘tour’ button to do this; now they have to go via the free trial route.   If the requirement to sign up also puts some other potential purchasers off before they get a chance to see the product, the net effect of the change may be to decrease the proportion of free trialers that go on to paid subscriptions.  One of the sites I read presented an example of exactly this issue a few weeks back; I think it was Marketing Experiments but now I can’t find the article (doh). [Update: here is a different example with a similar finding ]
    2. Here is a link to the Paradox of Choice concept Tim mentioned.  I’m not so sure the original Gyminee page was overwhelming people with choice (causing choice paralysis) as much as providing too much of an opportunity to get distracted before clicking on the sign-up button.  Ultimately it doesn’t matter; the effect of the modification was positive whatever the underlying reason for the change in behaviour!
    3. Tim didn’t specify the ‘conversion marketing best practices’  behind the design changes tested in the second half of the post.  Going by the screenshots presented, these included the use of testimonials (social proof), awards (authority), and specificity (specific facts are more persuasive).  Feel free to posts others if you spot them…

    ____

    Short URL for this post: http://wp.me/pnqr9-13

     
c
compose new post
j
next post/next comment
k
previous post/previous comment
r
reply
e
edit
o
show/hide comments
t
go to top
l
go to login
h
show/hide help
esc
cancel