The Brainy Business | Understanding the Psychology of Why People Buy | Behavioral Economics

By Melina Palmer

Business Social Sciences

What's The Brainy Business | Understanding the Psychology of Why People Buy | Behavioral Economics about?

Consumers are weird. They don't do what they say they will do and don't act how we think they "should." Enter Melina Palmer, a sales conversion expert with a personal mission to make your business more effective and brain friendly. In this podcast, Melina will take the complex concepts of behavioral economics (the study and science of why people buy - or not) and provide simple, actionable tips you can apply right away in your business. Whether you're a small business or thriving corporation, Melina's tips can help your business increase sales and get more customers.

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328. Understanding Time Dis...

10.02.2023

Melina Palmer discusses the concept of time discounting, which she calls the "I'll Start Monday Effect." Time discounting refers to the tendency to value immediate benefits more than future benefits. This can lead to procrastination and difficulty in making long-term ...

The Brainy Business | Understanding the Psychology of Why People Buy | Behavioral Economics episodes:

10.02.2023 328. Understanding Time Discounting: Overcoming Procrastination and Achieving Goals (Refreshed Episode) Melina Palmer discusses the concept of time discounting, which she calls the "I'll Start Monday Effect." Time discounting refers to the tendency to value immediate benefits more than future benefits. This can lead to procrastination and difficulty in making long-term ...
09.28.2023 327. Overcoming Speaking Anxiety: Matt Abrahams' Strategies for Confident Communication Matt Abrahams, a leading expert in communication and a lecturer at Stanford University's Graduate School of Business, shares valuable insights on improving communication skills in spontaneous situations on The Brainy Business podcast hosted by Melina Palmer. In this episode, Abrahams ...
09.25.2023 326. Get Noticed: Powerful Strategies for Pitching Your Business (refreshed episode) A company’s success nowadays is so reliant upon pitching–whether you are looking to land a new client or get quoted in the media. Having a credible source say positive things about you and your company can be pivotal when it ...
09.21.2023 325. Uncover the Hidden Truths: The Power of Observation in Understanding Human Behavior - Christian Madsbjerg In episode 325 of The Brainy Business podcast, host Melina Palmer interviews Christian Madsbjerg, author of the book Look and an expert in human observation. Madsbjerg discusses the importance of observation in understanding human behavior and helping organizations make better ...
09.18.2023 324. Decoding Organizational Culture: How Ethnographic Research Can Transform Your Company with Dr. Felicity Heathcote-Marcz (refreshed episode) In this episode of The Brainy Business podcast, Melina Palmer speaks with ethnographer Dr. Felicity Heathcote-Marcz about the significance of ethnographic research in understanding customer behavior and organizational culture. Ethnography, a research methodology rooted in anthropology, has found new relevance ...
09.14.2023 323. Achieve More and Stress Less: Cultivating Success Habits for Work-Life Balance, with Marcey Rader In this episode of The Brainy Business podcast, host Melina Palmer interviews Marcey Rader, author of the book Work Well, Play More. They delve into the importance of habits in achieving efficiency and work-life balance. Marcey shares her personal journey ...
09.11.2023 322. Achieving More with Less: Subtraction Strategies for Success with Leidy Klotz (refreshed episode) In this episode of The Brainy Business podcast, guest Leidy Klotz shares his research on the psychology of subtraction and its importance in decision-making and problem-solving. Klotz discusses how our natural instinct is to add rather than subtract when trying ...
09.07.2023 321. Confidently Designing Your Path: Expressing Your Worth in Act Two - Kate Gigax In this episode of The Brainy Business podcast, host Melina Palmer interviews Kate Gigax, founder of Development Corps, to discuss the transition from “Act One” to “Act Two” in one's career and life. The conversation focuses on being confident in ...
09.04.2023 320. Trust: The Key to High-Performing Teams, with Stephen M.R. Covey (refreshed episode) This episode of The Brainy Business podcast features an insightful interview with Stephen M. R. Covey, author of The Speed of Trust. Covey shares his expertise on building trust through transparency and authenticity, drawing from his personal experience within Franklin ...
08.31.2023 319. Unlock Your Influence: Building a Powerful Leadership Platform with Andrea Learned In this episode of The Brainy Business podcast, Melina Palmer interviews Andrea Learned, a climate communications strategist and host of the Living Change Podcast, on the topic of building a leadership platform and personal brand for influence. Melina and Andrea ...
08.28.2023 318. Unlocking Your Hidden Influence: Revealing the Secrets to Making a Difference with Vanessa Bohns (refreshed episode) In this episode of The Brainy Business podcast, host Melina Palmer interviews Vanessa Bohns, a social psychologist and author of You Have More Influence Than You Think. The conversation explores many concepts, including the spotlight effect, invisibility cloak illusion, the ...
08.24.2023 317. Revolutionizing Healthcare: Behavioral Science Strategies for Improved Patient Outcomes with Eden Brownell Eden Brownell, director of behavioral science at MPulse Mobile, joins Melina Palmer on The Brainy Business podcast to discuss the application of behavioral science in healthcare delivery. The conversation, which was conducted live at Greenbook’s IIEX North America conference, delves ...
08.22.2023 316. Mastering Loss Aversion: The Key to Driving Customer Behavior and Loyalty (Refreshed Episode) In this episode, explore the fascinating concept of loss aversion and its implications in business. Yes, it applies to marketing and sales strategies, but loss aversion is more than that. Loss aversion is the tendency for individuals to prefer avoiding ...
08.18.2023 315. Jerks At Work: How To Deal With Difficult Colleagues, with Tessa West In this episode of The Brainy Business podcast, host Melina Palmer is joined by Dr. Tessa West, a renowned expert in social psychology and communication. They dive deep into the topic of workplace jerks, exploring the different types of jerky ...
08.15.2023 314. Biases At Work – How We React To Others And Groups (Refreshed Episode) It is common for organizations to say they want to remove all bias from their workplace or to become a completely unbiased organization. Unfortunately, that isn’t possible because our brains run on bias in order to make decisions. Instead of ...
08.10.2023 313. Crafting Persuasive Presentations: Learn How to Captivate Your Audience with Troy Andrews' Storytelling Strategies The art of storytelling plays a critical role in engaging and captivating an audience during presentations. A good story has the power to capture attention, foster emotional connections, and render complex ideas more relatable and understandable. However, the effectiveness of ...
08.07.2023 312. The Science of Influence: Dr. Robert Cialdini Reveals the Secrets (Refreshed Episode) The principle of unity, now featured as Robert Cialdini's 7th Principle of Persuasion in the New and Expanded version of Influence, is important for anyone in business to understand. Fundamentally, it is about fostering a communal sentiment between the communicator ...
08.03.2023 311. Humanizing Rules: Unveiling the Human Side of Compliance, with Christian Hunt Do you want people to be more likely to follow whatever rules, policies, or procedures you create? It's time to make them more human. Understanding and empathizing with the perspectives of others plays a crucial role in effective rule adherence. ...
07.31.2023 310. Using Availability Bias to Generate Buzz (Refreshed Episode) Understanding cognitive biases can inform marketing and advertising strategies in businesses. Availability bias causes individuals to rely on immediate information, which is easily accessible, instead of thorough research. If it comes to mind easily, we think it is more true ...
07.27.2023 309. Empowered Refusal: How Saying No Can Revolutionize Your Relationships and Well-Being - Vanessa Patrick Dr. Vanessa Patrick, a respected marketing professor at the University of Houston's Bauer College of Business, is revered for her notable research on the psychology of saying no. This research acts as the foundation of her book, The Power of ...
07.24.2023 308. Powerfully Persuasive: Zoe Chance’s Magic Question (Refreshed Episode) Dr. Zoe Chance emphasizes the importance of examining problems from different perspectives and setting long-term goals for success. Approaching problem-solving differently can result in innovative solutions that others might overlook. By aligning these objectives with Zoe's "magic question," individuals can ...
07.20.2023 307. Unlock Your Potential: The Ultimate Guide to Great Mentorship with Scott Miller Mentorship is a critical component of personal and professional growth. A supportive mentor enables mentees to develop critical skills, make better decisions, and achieve their goals faster by providing guidance, perspective, and encouragement along their journey. Furthermore, mentors benefit by ...
07.17.2023 306. Conquer Imposter Syndrome and Boost Confidence in Business (Refreshed Episode) Self-doubt can be a significant barrier to success in business, holding individuals back from pursuing opportunities or capitalizing on their strengths. Overcoming self-doubt requires anyone in business (especially entrepreneurs) to develop a positive mindset, embrace their expertise, and trust their ...
07.13.2023 305. Finding Your Congregation: Culture as a Catalyst for Connection in Brand Building with Marcus Collins To build authentic brand connections with customers, it is essential for marketing professionals to understand the unique cultural context within which their target audience exists. This encompasses not only the cultural values and beliefs of the intended market but also ...
07.10.2023 304. Decoding Group Identity: Insights for Business Leaders with Dominic Packer (Refreshed Episode) Effective leadership involves being aware of and managing one's social identities within the workplace. To foster a sense of teamwork and shared purpose, leaders should focus on building an environment where employees feel heard, understood, and valued. This not only ...
07.06.2023 303. Transforming Data into Art: A Conversation with Sarah Kay Miller The importance of data visualization cannot be overstated, as it plays a crucial role in making complex data accessible, engaging, and actionable. Presenting data in a way that clearly communicates an underlying narrative or message can lead to more effective ...
07.03.2023 302. Beyond Physical Contact: The Science of Visual and Emotional Touch (Refreshed Episode) In the context of business, the sense of touch plays a crucial role in building emotional connections with consumers and driving their purchasing behavior. Understanding and harnessing the power of touch can significantly improve the perceived quality of products and ...
06.29.2023 301. Magic Words: What To Say To Get Your Way, with Dr. Jonah Berger The power of language is paramount in any form of communication. How one utilizes language can significantly impact the outcome of conversations and the ability to persuade others. By understanding the intricacies of language and the psychology behind it, communicators ...
06.26.2023 300. Jingles, Rhythm, and Beats: The Neuroscience of Branding Through Sound (Refreshed Episode) The ability to identify and interpret sounds is a vital aspect of human existence, shaping how individuals interact with the world around them. Sound can be both comforting and distracting, encompassing a wide spectrum of experiences. For this reason, understanding ...
06.22.2023 299. 5 Years, 299 Episodes: Here Are Your Favorites On the eve of the 300th episode of The Brainy Business, it felt like the perfect time to do a “best of” episode from the first five years of the show (another milestone we are just a couple of weeks ...
06.19.2023 298. The Science of Smell: Creating Emotional Connections with Customers (Refreshed Episode) Incorporating the sense of smell in branding is an effective way to create emotional connections with customers. By utilizing scents that evoke positive memories and emotions, businesses can foster a sense of familiarity and trust, directly influencing consumers' perception of ...
06.15.2023 297. Unlock Your Non-Obvious Thinking with Rohit Bhargava Non-obvious thinking is an essential skill for marketers who want to innovate and stay ahead in their respective industries. By being open to new ideas, recognizing patterns between seemingly unrelated things, and fostering a curiosity-driven mindset, marketers can unlock significant ...
06.12.2023 296. Framing: The Secret Weapon for Business Messaging Success (Refreshed Episode) In the context of business messaging, frames play a crucial role in shaping the way potential customers perceive products and services. Different frames can evoke distinct emotions or reactions, as well as influence the customers' decision-making process. When applied effectively, ...
06.09.2023 295. Unlocking Employee Motivation: The Science Behind Engagement with Kurt Nelson Dr. Kurt Nelson is a behavioral scientist and founder of the Lantern Group. His expertise involves helping businesses align incentives and motivation to improve sales, productivity, and employee happiness. With a strong focus on incorporating behavioral science principles into goal-setting ...
06.06.2023 294. Understand Mapping: Mastering Choice Architecture in Business In the context of choice architecture, mapping involves organizing options to make them easily comprehensible and help customers make better decisions. By presenting choices in a simple and quick-to-understand manner, customers can avoid getting overwhelmed and make choices they are ...
06.02.2023 293. How Brands like Nike and Apple Master Multi-Narrative Storytelling, with Dr. Troy Campbell The core idea of multi-narrative storytelling involves identifying a central message or concept that resonates with the audience and then expanding on it through a series of complementary stories. While each narrative can stand alone, together they create a comprehensive ...
05.30.2023 292. Disney's Magic: Nostalgia & Novelty in a World of Wonder (Refreshed Episode) Creating brain-friendly experiences involves understanding how human psychology and behavioral principles can be integrated into the design of products and services. By recognizing and leveraging these concepts, brands can establish a stronger emotional connection with their customers and create experiences ...
05.26.2023 291. The Secret Sauce of Effective Decision-Making with Sam Evans In order to design effective solutions, businesses need to have a clear understanding of the different types of decisions their customers make. Not all decisions are created equal, and handling them differently ensures better outcomes. Companies should avoid applying a ...
05.23.2023 290. Finding Balance in a Distracted World: Nir Eyal's Guide to Traction and Productivity Dealing with distractions is a common challenge that many professionals face in their everyday lives. Traction (the opposite of distraction) is the force that drives us towards our goals and objectives, keeping us focused on the tasks that really matter. ...
05.19.2023 289. The Art of Behavioral Storytelling: How David Paull Captivates Audiences In today's fast-paced world, attention spans are shorter than ever. By making stories concise, engaging, and to the point, marketers can cater to the needs of overwhelmed audiences while still delivering powerful messages. Short stories leave out unnecessary details while ...
05.16.2023 288. Empathy, Storytelling, and Success: A Conversation with Michelle Auerbach (Refreshed Episode) Stories have a tremendous impact on the way we perceive the world and make decisions. They are deeply rooted in our human nature and can be incredibly effective for marketing and brand strategy. Utilizing storytelling in marketing creates an emotional ...
05.12.2023 287. Unlocking the Microstress Mystery with Dr. Rob Cross The manner in which we communicate plays an essential role in contributing to or easing microstress. With the proliferation of remote work and numerous communication channels, it is vital to be mindful and intentional in our communication with colleagues and ...
05.09.2023 286. Beyond 'If Only': Maximizing the Benefits of Counterfactual Thinking (Refreshed Episode) Counterfactual thinking (when we mentally "undo" events that have already happened and imagine different outcomes) can contribute to personal and professional growth when applied constructively. This type of thinking is closely related to prefactual thinking, which involves imagining future scenarios, ...
05.05.2023 285. Bringing Behavioral Economics to the Spanish-Speaking Community with Carlos Hoyos In this episode of the Brainy Business podcast, host Melina Palmer interviews Carlos Hoyos, a behavioral scientist and content creator from Latin America. They discuss the challenges of creating content in a non-English language and the importance of making behavioral ...
05.02.2023 284. What is Habit Weekly? Featuring Creator Samuel Salzer (Refreshed Episode) In this episode of The Brainy Business podcast, host Melina Palmer interviews Samuel Salzer, founder of Habit Weekly, a newsletter that curates the latest in behavioral science research and news. Salzer discusses the importance of creating content that people actually ...
04.28.2023 283. Why Every Business Needs To Care About Personal Finances, with Merle van den Akker In today's conversation, I am joined by Dr. Merle van den Akker. Merle is a behavioral scientist who has recently completed a Ph.D. at the Warwick Business School, studying the effect of different payment methods on personal finance management. She ...
04.25.2023 282. Mental Accounting: Are You Doing It Right? (Refreshed Episode) You’re likely familiar with accounting, so perhaps you can gather that mental accounting is essentially about how we account for things in our mind. But, you may not realize that it isn’t just mental math. This is about how we ...
04.21.2023 281. Outsmart Your Brain with Dan Willingham In today's conversation, I am joined by Dr. Dan Willingham, a memory expert with a Ph.D. in Cognitive Psychology from Harvard. Dan’s new book Outsmart Your Brain (which we discuss today) will change your life. While the book is catered ...
04.18.2023 280. Memory Biases: Don’t Forget To Listen! (Refreshed Episode) Memory is a funny thing. We like to think we have these perfect pictures of what really happened in our minds waiting to be retrieved in pristine condition, but that’s not at all how it works. It turns out we ...
04.14.2023 279. Creating an Irrational Loyalty Program at McDonald's with Lauren Kemp & Stephen Springfield In today's conversation, I am joined by McDonald’s Lauren Kemp and Stephen Springfield from the Aspen Center for Consumer Science. Last fall I saw them give a talk at IIEX Behavior on how they used behavioral science to create an ...

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