Selling to Humans with Computers            Rob Swick, AlphaSearch   AIM 2012Tuesday, June 12, 2012
Psychology & Nexialism         Social supremecy         Computers are people too         How to fake authenticity         ...
Thanks, Mort               “The Internet                         is a fad.”                - Mort Mendelson,              ...
Are you a Nexialist?Tuesday, June 12, 2012
Are you a Nexialist?                ... Grosvenors application of                Nexialism rather than the more           ...
Are you a Nexialist?                ... Grosvenors application of                Nexialism rather than the more           ...
Tuesday, June 12, 2012
We are not Spock :(Tuesday, June 12, 2012
He isn’t eitherTuesday, June 12, 2012
Where do decisions come         from?               We think we’re logical, because it’s healthy for us to               b...
Go ahead, push my buttonsTuesday, June 12, 2012
People are not logical. They have buttons                    you can (and should) push          And choose your graduate a...
Computers are people tooTuesday, June 12, 2012
Nice to click youTuesday, June 12, 2012
Nice to click you               What did we learn?         ✓Reciprocity bypasses               normal defences         ✓Co...
Wilson was a real sportTuesday, June 12, 2012
Stop da puck for me eh?Tuesday, June 12, 2012
Which one’s Thelma?Tuesday, June 12, 2012
Tuesday, June 12, 2012
We see the world in a         personal-social frameTuesday, June 12, 2012
Science can make you richTuesday, June 12, 2012
Applied behaviorismTuesday, June 12, 2012
Tuesday, June 12, 2012
Tuesday, June 12, 2012
Buys his gas here because the pump doesn’t         slow to a crawl for the last dollarTuesday, June 12, 2012
Small reasons mean big money               Easier? (Google, Amazon, Dell, Kijiji)               More social motivators? (F...
Intrinsic and extrinsic         motivatorsTuesday, June 12, 2012
Joe Girard:                         #1                         Salesman...                         in the world. Ever.Tues...
Can we fake authenticy?Tuesday, June 12, 2012
Can we fake authenticy?         Character?Tuesday, June 12, 2012
Facebook is good... very         good...Tuesday, June 12, 2012
An animal model of         computer addiction?Tuesday, June 12, 2012
Why does character matter         so much? Or does it?Tuesday, June 12, 2012
“people aren’t really engaged unless they’re talking about plot and characters rather             than hype and actors”. -...
Groupon & Gamification               What’s the problem               with Groupon?               ➡                     Ext...
Some questions...         1.Are my triggers salient and timely?         2.Am I making it incredibly, stupidly easy? What i...
Questions?Tuesday, June 12, 2012
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Selling to Humans with Computers

  1. 1. Selling to Humans with Computers Rob Swick, AlphaSearch AIM 2012Tuesday, June 12, 2012
  2. 2. Psychology & Nexialism Social supremecy Computers are people too How to fake authenticity Science can make you rich! = Intrinsic rewards & extrinsic triggersTuesday, June 12, 2012
  3. 3. Thanks, Mort “The Internet is a fad.” - Mort Mendelson, circa 1995Tuesday, June 12, 2012
  4. 4. Are you a Nexialist?Tuesday, June 12, 2012
  5. 5. Are you a Nexialist? ... Grosvenors application of Nexialism rather than the more narrow-minded approaches of the individual scientific and military minds ... prove more effective against the hostile encounters both from outside and within the Space Beagle. He is eventually forced to take control of the ship using a combination of hypnotism, psychology, brainwashing, and persuasion, and saving the ship and our galaxy.Tuesday, June 12, 2012
  6. 6. Are you a Nexialist? ... Grosvenors application of Nexialism rather than the more narrow-minded approaches of the individual scientific and military minds ... prove more effective against the hostile encounters both from outside and within the Space Beagle. He is eventually forced to take control of the ship using a combination of hypnotism, psychology, brainwashing, and persuasion, and saving the ship and our galaxy.Tuesday, June 12, 2012
  7. 7. Tuesday, June 12, 2012
  8. 8. We are not Spock :(Tuesday, June 12, 2012
  9. 9. He isn’t eitherTuesday, June 12, 2012
  10. 10. Where do decisions come from? We think we’re logical, because it’s healthy for us to believe that. Decisions are emotional - they come from caring. “What you think of you isn’t the truth” (paraphrasing Kate Inglis: today, across the hall).Tuesday, June 12, 2012
  11. 11. Go ahead, push my buttonsTuesday, June 12, 2012
  12. 12. People are not logical. They have buttons you can (and should) push And choose your graduate advisor really carefully.Tuesday, June 12, 2012
  13. 13. Computers are people tooTuesday, June 12, 2012
  14. 14. Nice to click youTuesday, June 12, 2012
  15. 15. Nice to click you What did we learn? ✓Reciprocity bypasses normal defences ✓Computers are our friendsTuesday, June 12, 2012
  16. 16. Wilson was a real sportTuesday, June 12, 2012
  17. 17. Stop da puck for me eh?Tuesday, June 12, 2012
  18. 18. Which one’s Thelma?Tuesday, June 12, 2012
  19. 19. Tuesday, June 12, 2012
  20. 20. We see the world in a personal-social frameTuesday, June 12, 2012
  21. 21. Science can make you richTuesday, June 12, 2012
  22. 22. Applied behaviorismTuesday, June 12, 2012
  23. 23. Tuesday, June 12, 2012
  24. 24. Tuesday, June 12, 2012
  25. 25. Buys his gas here because the pump doesn’t slow to a crawl for the last dollarTuesday, June 12, 2012
  26. 26. Small reasons mean big money Easier? (Google, Amazon, Dell, Kijiji) More social motivators? (Facebook, Toms Shoes) More triggers? (Hotmail, Facebook, Farmville) Better in a small but impactful way? (Instagram)Tuesday, June 12, 2012
  27. 27. Intrinsic and extrinsic motivatorsTuesday, June 12, 2012
  28. 28. Joe Girard: #1 Salesman... in the world. Ever.Tuesday, June 12, 2012
  29. 29. Can we fake authenticy?Tuesday, June 12, 2012
  30. 30. Can we fake authenticy? Character?Tuesday, June 12, 2012
  31. 31. Facebook is good... very good...Tuesday, June 12, 2012
  32. 32. An animal model of computer addiction?Tuesday, June 12, 2012
  33. 33. Why does character matter so much? Or does it?Tuesday, June 12, 2012
  34. 34. “people aren’t really engaged unless they’re talking about plot and characters rather than hype and actors”. - BrandintelTuesday, June 12, 2012
  35. 35. Groupon & Gamification What’s the problem with Groupon? ➡ Extrinsic motivation is fleeting ➡ When the trigger goes away, the customers go awayTuesday, June 12, 2012
  36. 36. Some questions... 1.Are my triggers salient and timely? 2.Am I making it incredibly, stupidly easy? What is the greatest obstacle? 3.Is this a motivated audience?Tuesday, June 12, 2012
  37. 37. Questions?Tuesday, June 12, 2012
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