Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.
The psychology of robots Reading time : 1 min. 23
And how it’s impacting
your Sales
by Philippe

Conversion Optimisation E...
If robots were your customers
they would act logically and rationally
But your current customers (the humans)
do not really follow a structured process
Framing
Analysis
Conclusion
Decision
*
The truth is that your customers
are more like this…
The difference with robots, is that
your customers have a brain
A brain made of
2 systems
1
2
Nobel prize, Daniel Kahneman, introduced
the concept of 2 systems in 2011
Research has proven that 95% of our decisions
are taken by the « emotional brain »
Sub-concious
Fast, Automatic,
Instincti...
Robots are logical
they have no emotion
Logical Emotional
Actions are driven by
emotions
Speak to emotions
The « emotional brain »
that takes 95% of our
decisions
Don’t speak to the robot side of your clients
3 neuroscience principles you can use
to convince the « emotional brain »
Principle 1
The paradox of choices
Related research: Iyengar and Lepper, 2000 - Johnson and Goldstein, 2003 - Schwartz, 20...
Principle 2
The principle of scarcity
Related research: Worchel, Lee and Adewole (1975) - Tversky & Kahneman, 1991 - Ciald...
Principle 3
The sense of urgency
Related research: Tversky & Kahneman, 1991 - Cialdini, 1993 - Kirby and Herrnstein, 1995
...
There are more than
200 neuroscience principles
Some of them are covered
into these books
Thank you
Did you like this presentation?
Share it on Linkedin
Click on
“Like” or “Share”
Philippe
Congratulations!
By reaching this page you
have discovered the
Zeigarnik effect.
Application of the
Zeigarnik effect
To kn...
Upcoming SlideShare
Loading in …5
×

The psychology of robots - Neuroscience and e-commerce

6,954 views

Published on

The psychology of robots and how it's impacting your sales - by Philippe Aimé - Conversion Optimisation Expert at Convertize.

Published in: Marketing
  • Login to see the comments

The psychology of robots - Neuroscience and e-commerce

  1. 1. The psychology of robots Reading time : 1 min. 23 And how it’s impacting your Sales by Philippe
 Conversion Optimisation Expert
  2. 2. If robots were your customers they would act logically and rationally
  3. 3. But your current customers (the humans) do not really follow a structured process Framing Analysis Conclusion Decision *
  4. 4. The truth is that your customers are more like this…
  5. 5. The difference with robots, is that your customers have a brain A brain made of 2 systems 1 2
  6. 6. Nobel prize, Daniel Kahneman, introduced the concept of 2 systems in 2011
  7. 7. Research has proven that 95% of our decisions are taken by the « emotional brain » Sub-concious Fast, Automatic, Instinctive, Emotional Logical Emotional Conscious Slow, Deliberate, Effortful Logical 95%
  8. 8. Robots are logical they have no emotion Logical Emotional Actions are driven by emotions
  9. 9. Speak to emotions The « emotional brain » that takes 95% of our decisions Don’t speak to the robot side of your clients
  10. 10. 3 neuroscience principles you can use to convince the « emotional brain »
  11. 11. Principle 1 The paradox of choices Related research: Iyengar and Lepper, 2000 - Johnson and Goldstein, 2003 - Schwartz, 2004 Too much choice reduces the motivation to purchase
  12. 12. Principle 2 The principle of scarcity Related research: Worchel, Lee and Adewole (1975) - Tversky & Kahneman, 1991 - Cialdini, 1993 Limited stock, and risk 
 of NOT getting it
  13. 13. Principle 3 The sense of urgency Related research: Tversky & Kahneman, 1991 - Cialdini, 1993 - Kirby and Herrnstein, 1995 Buyers take action when they can loose a benefit
  14. 14. There are more than 200 neuroscience principles Some of them are covered into these books
  15. 15. Thank you Did you like this presentation? Share it on Linkedin Click on “Like” or “Share” Philippe
  16. 16. Congratulations! By reaching this page you have discovered the Zeigarnik effect. Application of the Zeigarnik effect To know more about the Zeigarnik effect and all principles you can apply to your website, contact me by email cro@convertize.com or at +44 (0)20 3675 9000 Philippe

×