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Habits 
Transforming 
behavior 
Berlin, 14.09.2014 
Johanna Werz 
werz@si-labs.com 
Carolin Thiem 
thiem@si-labs.com 
Vaatika Dabra 
dabra@si-labs.com
Habits 
Actions that have come to be 
autonomously triggered by situational cues.
Habits 
Actions that have come to be 
autonomously triggered by situational cues.
DEVELOPING HABITS 
BEHAVIOR CYCLE 
TriggerReward 
external 
& 
internal 
Action 
prepares next trigger or 
stores value 
Dopamine loops 
activated by 
• Tribe 
• Hunt 
• Self 
= Motivation + Ability + Trigger 
Investment
External 
Internal 
Thoughts, 
desires, 
emotions – 
especially negative ones 
TRIGGER 
THE NEED FOR A PUSH
Feeling Lonely?
Feeling Lonely?
Are you bored?
Are you bored?
You‘re not sure?
You‘re not sure?
External 
Internal 
Thoughts, 
desires, 
emotions – 
especially negative ones 
TRIGGER 
THE NEED FOR A PUSH 
“First to mind wins”
ACTION 
THREE CONDITIONS FOR BEHAVIOR 
B = M + A + T 
Behavior Motivation Ability Trigger
ACTION 
THREE CONDITIONS FOR BEHAVIOR 
Motivation 
No Trigger 
Apparent 
Trigger 
Ability 
Behaviour 
is shown 
No behaviour 
is shown 
à Maximize ability: 
Single action as simple as possible! 
à Maximize motivation: 
Internal stronger than external motivation
DEVELOP A HABIT 
AUTOMATISM 
Actions that have come to be 
autonomously triggered by 
situational cues. 
Action 
= Motivation + Ability + Trigger 
external 
& 
internal 
Reward 
prepares next trigger or 
stores value 
Dopamine loops 
activated by 
• Tribe 
• Hunt 
• Self 
Investment 
Trigger
REWARD 
AKA DOPAMIN LOOPS 
Rewarding loops are activated by: 
Tribe 
Humans are social beings 
Empathy 
Partnership 
Rivalry 
Hunt 
Enrichment 
Money 
Goals 
Knowledge 
Self 
Self-determination 
Master 
Competence 
Control 
But don’t cheat: 
“Give the brain what it came for”
INVESTMENT 
PREPARING THE NEXT LOOP 
Investments increase the possibility of the next habit-loop: 
..by preparing the next trigger 
…by storing value 
How products do it: 
How products do it: 
…by storing value 
How you can do it? 
..by preparing the next trigger 
How you can do it
DEVELOP A HABIT 
AUTOMATISM 
Actions that have come to be 
autonomously triggered by 
situational cues. 
Action 
= Motivation + Ability + Trigger 
external 
& 
internal 
Reward 
prepares next trigger or 
stores value 
Dopamine loops 
activated by 
• Tribe 
• Hunt 
• Self 
Investment 
Trigger
DEVELOP A HABIT 
AUTOMATISM 
Actions that have come to be 
autonomously triggered by 
situational cues. 
Action 
= Motivation + Ability + Trigger 
external 
& 
internal 
Reward 
prepares next trigger or 
stores value 
Dopamine loops 
activated by 
• Tribe 
• Hunt 
• Self 
Investment 
Trigger
DEVELOP A HABIT 
AUTOMATISM 
Actions that have come to be 
autonomously triggered by 
situational cues. 
Action 
external 
& 
internal 
Reward 
prepares next trigger or 
stores value 
Dopamine loops 
activated by 
• Tribe 
• Hunt 
Investment• Self 
Trigger 
= Motivation + Ability + Trigger
WHAT ARE YOUR WORKING HABITS? 
WHY DO THEY STICK – AND WHY THEY DON’T? 
Action 
Motivation + Ability + Trigger 
Your Habit 
Reward 
Tribe + Hunt + Self 
Investment 
prepares next trigger or stores value 
Trigger 
Internal or external
HABITS…TRANSFORMING BEHAVIOUR 
REFERENCES 
Hooked. How to build habit-forming products. 
Eyal, N. & Hoover, R. (2013). 
CreateSpace Independent Publishing Platform. 
A review and analysis of the use of ‘habit’ in understanding, 
predicting and influencing health-related behaviour. 
Gardner, B. (2013). 
Health Psychology Review 
doi:10.1080/17437199.2013.876238. 
Neal, D. T., Wood, W., Wu, M., & Kurlander, D. (2011). 
The pull of the past: When do habits 
persist despite conflict with motives? 
Personality and Social Psychology Bulletin, 37(11), 1428–1437. 
doi:10.1177/0146167211419863 
Berlin, 14.09.2014 
Johanna Werz 
werz@si-labs.com 
Carolin Thiem 
thiem@si-labs.com 
Vaatika Dabra 
dabra@si-labs.com

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Habits - Transforming Behavior: How to create rituals at work

  • 1. Habits Transforming behavior Berlin, 14.09.2014 Johanna Werz werz@si-labs.com Carolin Thiem thiem@si-labs.com Vaatika Dabra dabra@si-labs.com
  • 2. Habits Actions that have come to be autonomously triggered by situational cues.
  • 3. Habits Actions that have come to be autonomously triggered by situational cues.
  • 4. DEVELOPING HABITS BEHAVIOR CYCLE TriggerReward external & internal Action prepares next trigger or stores value Dopamine loops activated by • Tribe • Hunt • Self = Motivation + Ability + Trigger Investment
  • 5. External Internal Thoughts, desires, emotions – especially negative ones TRIGGER THE NEED FOR A PUSH
  • 12. External Internal Thoughts, desires, emotions – especially negative ones TRIGGER THE NEED FOR A PUSH “First to mind wins”
  • 13. ACTION THREE CONDITIONS FOR BEHAVIOR B = M + A + T Behavior Motivation Ability Trigger
  • 14. ACTION THREE CONDITIONS FOR BEHAVIOR Motivation No Trigger Apparent Trigger Ability Behaviour is shown No behaviour is shown à Maximize ability: Single action as simple as possible! à Maximize motivation: Internal stronger than external motivation
  • 15. DEVELOP A HABIT AUTOMATISM Actions that have come to be autonomously triggered by situational cues. Action = Motivation + Ability + Trigger external & internal Reward prepares next trigger or stores value Dopamine loops activated by • Tribe • Hunt • Self Investment Trigger
  • 16. REWARD AKA DOPAMIN LOOPS Rewarding loops are activated by: Tribe Humans are social beings Empathy Partnership Rivalry Hunt Enrichment Money Goals Knowledge Self Self-determination Master Competence Control But don’t cheat: “Give the brain what it came for”
  • 17. INVESTMENT PREPARING THE NEXT LOOP Investments increase the possibility of the next habit-loop: ..by preparing the next trigger …by storing value How products do it: How products do it: …by storing value How you can do it? ..by preparing the next trigger How you can do it
  • 18. DEVELOP A HABIT AUTOMATISM Actions that have come to be autonomously triggered by situational cues. Action = Motivation + Ability + Trigger external & internal Reward prepares next trigger or stores value Dopamine loops activated by • Tribe • Hunt • Self Investment Trigger
  • 19. DEVELOP A HABIT AUTOMATISM Actions that have come to be autonomously triggered by situational cues. Action = Motivation + Ability + Trigger external & internal Reward prepares next trigger or stores value Dopamine loops activated by • Tribe • Hunt • Self Investment Trigger
  • 20. DEVELOP A HABIT AUTOMATISM Actions that have come to be autonomously triggered by situational cues. Action external & internal Reward prepares next trigger or stores value Dopamine loops activated by • Tribe • Hunt Investment• Self Trigger = Motivation + Ability + Trigger
  • 21. WHAT ARE YOUR WORKING HABITS? WHY DO THEY STICK – AND WHY THEY DON’T? Action Motivation + Ability + Trigger Your Habit Reward Tribe + Hunt + Self Investment prepares next trigger or stores value Trigger Internal or external
  • 22. HABITS…TRANSFORMING BEHAVIOUR REFERENCES Hooked. How to build habit-forming products. Eyal, N. & Hoover, R. (2013). CreateSpace Independent Publishing Platform. A review and analysis of the use of ‘habit’ in understanding, predicting and influencing health-related behaviour. Gardner, B. (2013). Health Psychology Review doi:10.1080/17437199.2013.876238. Neal, D. T., Wood, W., Wu, M., & Kurlander, D. (2011). The pull of the past: When do habits persist despite conflict with motives? Personality and Social Psychology Bulletin, 37(11), 1428–1437. doi:10.1177/0146167211419863 Berlin, 14.09.2014 Johanna Werz werz@si-labs.com Carolin Thiem thiem@si-labs.com Vaatika Dabra dabra@si-labs.com