Keynote on Facebook, conversion & persuasion by Bart Schutz - Online Dialogue at Facebook marketing conference June 2015, Utrecht, the Netherlands. #congresfb
15. OnlineDialogue.com | Bart Schutz
#CongresFB
Introducing Willem & Maxima
Jantje’s vader heeft 3 zonen:
⇒ Kwik, Kwek & . . . .
16. OnlineDialogue.com | Bart Schutz
#CongresFB
Introducing Willem & Maxima
When he tries hard,
Willem is often able to
control Maxima
17. OnlineDialogue.com | Bart Schutz
#CongresFB
Introducing Willem & Maxima
Our conscious rational
thinking, our willpower
evolved only recently!
18. OnlineDialogue.com | Bart Schutz
#CongresFB
Meet Willem (our ratio)
3 C h a r a c t e r i s t i c s o f S y s t e m 2
19. OnlineDialogue.com | Bart Schutz
#CongresFB
1. Imagine, you meet me for the first time
2. I tell you I have 2 kids.
3. Based on stories you’re sure one of them is a boy.
=> How big is the chance that the other is a boy too? "
1) Willem prefers to be asleep
It’s 33%...
Although we are convinced
that we are rational beings;
We are not…
20. OnlineDialogue.com | Bart Schutz
#CongresFB
1) Willem prefers to be asleep
Incongruency Effect:
“System1 sometimes calls
system 2 for help, when
information cannot be
processed automatically”
21. OnlineDialogue.com | Bart Schutz
#CongresFB
Willem"
requires full attention and
can’t deal with distraction
2) Willem needs ‘attention’
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#CongresFB
2) Willem needs ‘attention’
Willem, has a hard time
focusing on multiple things
Maxima, is only interested in
really salient stimuli
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#CongresFB
3) Willem is quickly depleted
At the end of this test,
I ask a question.
Don’t stop and think about it
Answer is immediately!
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#CongresFB
3) Willem is quickly depleted
Ego-depletion"
Our mental energy for self-
control is quickly drained
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#CongresFB
3) Willem is quickly depleted
1. Please remember these numbers
Group A:
Group B:
3852869
39
2.
Thank you!
Now choose your reward:
or
Group A
Group B
46. OnlineDialogue.com | Bart Schutz
#CongresFB
“She prefers situations that she has control over “
"
1. She hates mandatory fields and steps
2. She loves moving around freely
3. She loves choices (even trivial ones)
1) Maxima wants to be autonomous
Facebook = Freewillbook
FB nudges you, but doesn’t force
you to check, update, tag, like,
share,…
47. OnlineDialogue.com | Bart Schutz
#CongresFB
1) Maxima wants to be autonomous
Hobson+1 effect
Offer Maxima trivial choices to
make her feel autonomous"
(or is it ego-depletion or net emotions? #complex_brain)
48. OnlineDialogue.com | Bart Schutz
#CongresFB
ü She’s about “self concept maintenance”
1. Facebook profiles are micro-reflections of "
our self-schemata.
2. We increase our self-esteem by"
reconstructing and controlling our "
presentation to the world
2) Maxima loves feeling competent
Facebook = Facadebook
Manipulating impressions
49. OnlineDialogue.com | Bart Schutz
#CongresFB
2) Maxima? Self-concept maintenance!
Emotional contagion? Or
adjusting to the social norm?!
51. OnlineDialogue.com | Bart Schutz
#CongresFB
ü “We have an intrinsic need to belong to a group”!
!
The tendency for people to "
conform to the positive "
expectations of others, "
motivated by the desire for "
approval and to avoid rejection.
3) Maxima has a need to belong
Our closest 10 friends on Facebook
matter; the other 140+ don't matter
that much, and some in our group are
true influencers, most are followers.
52. OnlineDialogue.com | Bart Schutz
#CongresFB
3) Maxima has a need to belong
Gains in reputation on Facebook
stimulate the brains reward &
pleasure system!
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#CongresFB
Willem can take control "
and help Maxima
3) Maxima has a need to belong
60. OnlineDialogue.com | Bart Schutz
#CongresFB
Bart Schutz - @BartS
bart@onlinedialogue.com
nl.linkedin.com/in/bartschutz/
testing.agency
online-dialogue.com
wheel-of-persuasion.com
P e r s u a s i v e P s y c h o l o g y
t h e c o r e o f d i g i t a l &
S o c i a l M e d i a
Thank you!
ü Connect:
Twitter: @BartS / Linkedin: bartschutz
ü Read more:
Wheel-of-Persuasion.com
ü Hire us:
OnlineDialogue.com