Flanagan / Gregory Selfish, Scared and Stupid

Stop Fighting Human Nature And Increase Your Performance, Engagement And Influence
1. Auflage 2014
ISBN: 978-0-7303-1280-2
Verlag: John Wiley & Sons
Format: PDF
Kopierschutz: Adobe DRM (»Systemvoraussetzungen)

E-Book, Englisch, 248 Seiten, E-Book

Appealing to humans' basic instincts to increase influence,buy-in and results
Survival of the species comes down to three basic instincts, saybehavioural research strategists Dan Gregory and KieranFlanagan--fear, self-interest and simplicity. These basichuman behaviours come into play in all types of relationships,including those between businesses and customers. Selfish,Scared and Stupid: Stop fighting human nature and increase yourperformance, engagement and influence, demystifies thesebehaviours and examines the psychology behind why even the bestideas sometimes fail.
This book helps businesses design their organisations forreality rather than perfection, and also offers strategies to headoff unprecedented levels of disengagement within, and outside, thebusiness. It answers baffling questions around why the publicsometimes fails to engage despite overwhelming data suggestingotherwise, why so many new products end up on clearance shelves andwhy so many great salespeople often fall short of their monthlytargets.
* Learn how the survival of the species plays into business,including delusionary realities and the reasons ideas can fail
* Discover how to offer customers strategic rewards, therebymaking the buying process more attractive to selfish natures
* Examine the link between fear and the unknown, includingstrategies for quelling fears and turning them into action
* Learn to use a simple mindset to create low-involvementproducts, helping appeal to instinct and making products hard toresist
This provocative book is built on the idea that businesses mustreturn to a more human engagement methodology in order to succeed.It is an informative read for anyone interested in improvinginfluence, growing business reach, improving sales figures orunderstanding the complexities of human behaviour.

Autoren/Hrsg.

Flanagan, Kieran

Gregory, Dan

Inhaltsverzeichnis

About the authors xi
Acknowledgements xiii
Introduction xv
Part I: We are all selfish, scared and stupid
1 A matter of survival 3
2 The Happy Delusion 17
3 Why failure happens 31
Part II: Think selfish
4 Tell me WIIFM 51
5 Offer a reward 67
6 Make it enjoyable 81
Part III: Think scared
7 Flip the fear 97
8 Link it to the known 111
9 Show them they're not alone 125
Part IV: Think stupid
10 Make it simple 139
11 Make it easy (lazy) 155
12 Make it hard not to 169
Selfish, scared and stupid in the real world 183
The Impossible Institute(TM) 189
Index 191

Über Autor(innen)

Dan Gregory and Kieran Flanagan are behaviouralresearchers and strategists and the founders of innovation andengagement think-tank, The Impossible Institute(TM). Dan can alsobe seen on ABC TV's Gruen Planet.