To Sell is Human
Dec16

To Sell is Human

Nervous about a presentation? Or closing that deal you have been working on for the last few months? How we ‘pep talk’ ourselves can have a dramatic impact on we perform. Daniel H Pink, in ‘To Sell is Human’, shows us how… Flipping ‘I Will’ to ‘Will I’ I will deliver a good presentation. I will close the deal. Short, declarative, self-talk statements may make us feel more positive...

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Inside of a Dog
Dec09

Inside of a Dog

In the dog person/cat person debate, I’m definitely on the cheer squad for our slobbering, tail-wagging, friends. So I was eager to read Alexandra Horowitz’s Inside of a Dog: What Dogs See, Smell and Know. (I actually hoped that it could give me some insight into my own dog, who thinks she is more human than dog – but that’s another story). This book introduced me to the concept of Umwelt, and provided a way to...

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How Prejudiced Are You?
Dec02

How Prejudiced Are You?

I was confronted by my results of a social attitudes test designed by Harvard University. Project Implicit  measures unconscious attitudes and beliefs towards topics such as race, sexuality, age and gender. It is based on the research of Banaji and Greenwald; the book, Blindspot: Hidden Biases of Good People,  is on my ‘to read’ list. This test is an good reminder for market researchers. It reveals how much of behaviour is...

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The Rational Optimist
Nov22

The Rational Optimist

I first heard of Matt Ridley in 2011, when I attended his keynote presentation for The University of Melbourne’s Festival of Ideas.  He was promoting his book ‘The Rational Optimist’, which I read after hearing his insightful presentation. I found one of his examples particularly interesting and think of it often even two years down the track. Ridley argues that the advancement of humans, compared to other species, is not due to ...

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Quiet: The Power of Introverts in a World that Can’t Stop Talking
Oct03

Quiet: The Power of Introverts in a World that Can’t Stop Talking

After watching her thought provoking TED talk, I bought Susan Cain’s book, ‘Quiet: The Power of Introverts in a World that Can’t Stop Talking’. My copy of the book is currently making the rounds in the office. It appears many of us have a fascination with this facet of psychology. Cain demonstrates that we live in a society with a cultural bias towards extroversion. Her examples include the rise of self-help...

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The Power of Habit
Sep17

The Power of Habit

At the AMSRS National Conference 2013, Pip Stocks of Brandhook presented a fascinating case study on the impact of habit on consumer choices. Her presentation, ‘Consumers Buy on Autopilot, do they really care about your brand?’ was inspired by Charles Duhigg’s book, ‘The Power of Habit: Why we do what we do and how to change’. On my way back to Melbourne from the conference in Sydney, I spotted Duhigg’s book in the airport newsagency....

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