Persuasive design: Designs that draw on a deep understanding of user’s motivations, desires, and behavioural quirks
02/2019 Offtrail Dusseldorf
@jennyshen
Slide 9
Applications in digital:
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E-commerce
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Political campaigns
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Reward programs
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Non-profit organizations
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Social networks
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Clubs & communities
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Applying Loss Aversion: •
Limited time discounts
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Trial periods
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Lazy registration What is lost by leaving your product/service?
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Slide 17
Scarcity: We perceive scarce objects as more desirable and more valuable
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Scarcity: •
Encourages purchasing or other behavior
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Infers value and exclusivity
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Why it works: humans use an item’s availability to quickly determine its quality and value
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The scarcity principle is a shortcut for us to make quick decisions
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Scarcity works most when it’s created by social demand
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Slide 22
Applying Scarcity: •
Time-based scarcity: holiday sales, coupons with expiry date, limited time offers
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Stock scarcity: highlighting remaining quantity or highlighting limited quantity available
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Restricted access: paywalls, member-only content
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Authority: Humans have a strong tendency to comply with authority figures
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Slide 25
Authority: •
We see information from a recognized authority as a valuable shortcut for deciding how to act in a situation
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People trust authorities, their taste and often believe that it fits their own
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Humans are vulnerable to the appearance of authority
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Applying Authority: •
Certifications and awards
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Logos or names of known companies
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Associate your product/service with authority figures in your industry
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@jennyshen
Slide 29
Social Proof: Humans have a common tendency to adopt the opinions and follow the behaviours of the majority to feel safer and to avoid conflict
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@jennyshen
Slide 30
Social Proof: •
We believe that acting in accord with social evidence is a shortcut to correct behavior and good decision
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Most of us would rather imitate that initiate
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We often resort to short-cutting our thought processes because thinking and decision making requires brain energy
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@jennyshen
Applying Social Proof: •
Use numbers from facts or statistics, e.g. 14 reviews, 80 people liked this, 590 subscribers, 200+ clients
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Assure users that they are not alone in the decision
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Testimonials and ratings
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Hook Model: An experience designed to connect the user’s problem to your solution
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Slide 36
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Slide 37
How to Build Habit-Forming Products, Nir Eyal and Ryan Hoover
@jennyshen
Slide 38
Notifications
Visit profile & catalog
How to Build Habit-Forming Products, Nir Eyal and Ryan Hoover
Post content / rewardable action
Variable reward catalog
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Variable Rewards: The sense of scarcity and unpredictability entices user’s curiosity
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@jennyshen
Slide 43
Variable Rewards: •
Compared to fixed rewards, variable rewards produce the highest activity in users
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Studies concludes that variable reward schedules and contingencies motivate us more than fixed schedules and contingencies
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@jennyshen
Slide 44
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Source: society-plus.com, Nintendo
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Slide 45
Applying Variable Rewards: •
Give out rewards at variable ratio and interval
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Random and unexpected bonus and rewards: upload quota bonus, gift for community engagement, secret badge, spin to win
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@jennyshen
Slide 46
Endowment Effect: We place greater value on objects if emotional value has been invested
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@jennyshen
Slide 47
Endowment Effect: •
Amazon’s features: wish lists, lists, award badges allow users to gain ownership
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Endowment effect makes users place higher value on buying on Amazon v.s. competitors
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Effective at retaining users
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Applying Endowment Effect: •
Allow users to build their profiles with wish lists, ratings, recommendations, etc.
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Highlight invested efforts that will be lost
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Slide 50
Completion: Provide a well defined end-goal and progress to give a feeling of closure
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Slide 51
Completion: •
As humans, we have an natural tendency to avoid doubt and uncertainty
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The need for closure drives us toward a well defined end-goal
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Slide 52
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Source: dtelepathy.com, Google Plus
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Slide 53
Applying Completion: •
Provide users with a tangible end-goal that they can strive toward achieving
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Set expectations and communicate progress such as time, number of steps or % of progress
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@jennyshen
Slide 54
Gamification: Using elements of game playing to encourage engagement with a product/service
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User control and freedom Jakob Nielsen’s 10 Usability Heuristics for Interface Design
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Slide 63
Persuasion Design Ethics: •
Everyone’s scale of ethical/unethical is different
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Persuasion is subjective
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What we don’t like is when companies manipulate us into doing things we later regret
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@jennyshen
Slide 64
• Design for users’ needs
(simplify decision making) • Get user’s consent • Make options transparent • Give users control
• False information • Not giving users options to
opt-out or cancel • Make decision for the user
(defaults or automated) based on business needs
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@jennyshen
Slide 65
“ 02/2019 Offtrail Dusseldorf
Just because you can, doesn’t mean you should.
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Slide 66
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