Nudge
- Épisodes
- 318
- Parution
- hebdomadaire
- Dernier épisode
- 9 Nov 2026
À propos du podcast
Nudge is the UK's #1 marketing podcast, breaking down the hidden psychology behind what we do and why we do it. No BS, just smart, science-backed insights that actually work.
Épisodes 318
What it’s really like to win the lottery
What happens when someone wins the lottery? Financial planner Matt Pitcher shares his lessons from a decade working with lotto winners. He reveals how sudden wealth can unbalance life but also create profound …
Notes de l’épisode
What happens when someone wins the lottery?
Financial planner Matt Pitcher shares his lessons from a decade working with lotto winners.
He reveals how sudden wealth can unbalance life but also create profound meaning.
Listen to uncover the psychology behind money and happiness.
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Today’s sources:
Agarwal, S., Mikhed, V., & Scholnick, B. (2020). Peers’ income and financial distress: Evidence from lottery winners and neighboring bankruptcies. The Review of Financial Studies, 33(1), 433–472.
Brickman, P., Coates, D., & Janoff-Bulman, R. (1978). Lottery winners and accident victims: Is happiness relative? Journal of Personality and Social Psychology, 36(8), 917–927.
Holmes, C. (2022). Happier hour: How to beat distraction, expand your time, and focus on what matters most. Gallery Books.
Are the rich and famous smarter than you?
Today on Nudge, the $2.9m NFT that sold for 0.0097% of its original price, why so many footballers go bankrupt, and how you can beat the stock market. I’m joined again by Alex Edmans, professor of finance at …
Notes de l’épisode
Today on Nudge, the $2.9m NFT that sold for 0.0097% of its original price, why so many footballers go bankrupt, and how you can beat the stock market.
I’m joined again by Alex Edmans, professor of finance at London Business School and award-winning author.
He explains that the rich and famous aren’t as smart as you think they are.
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Read my past newsletters: https://nudge.kit.com/profile
Alex’s website: https://alexedmans.com/
Alex’s book: https://alexedmans.com/madness/
Alex’s LinkedIn: https://www.linkedin.com/in/aedmans
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Today’s sources:
Chatterjee, Arijit and Donald C. Hambrick, ‘It’s all about me: narcissistic chief executive officers and their effects on company strategy and performance’, Administrative Science Quarterly 52 (2007), 351–86.
Ham, Charles, Mark Lang, and Nicholas Seybert, ‘CFO narcissism and financial reporting quality’, Journal of Accounting Research 55 (2017), 1089–135.
Li, Yuanzhi and David Yermack, ‘Evasive shareholder meetings’, Journal of Corporate Finance 38 (2016), 318–34.
Yermack, David, ‘Flights of fancy: corporate jets, CEO perquisites, and inferior shareholder returns’, Journal of Financial Economics 80 (2006), 211–42.
The fake AI veteran scam
It’s never been easier to scam someone online. Now, AI-generated “pity scams” use fake injured veterans to sell cheap mass-produced products. They leverage three powerful psychological biases to persuade the …
Notes de l’épisode
It’s never been easier to scam someone online.
Now, AI-generated “pity scams” use fake injured veterans to sell cheap mass-produced products.
They leverage three powerful psychological biases to persuade the masses.
On today’s Nudge, I explain how and why it’s so hard to stop the scammers.
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BBC’s fake veteran reporting: https://www.bbc.co.uk/news/articles/cvgy0lz08keo
BBC’s Jean Philanthrope reporting: https://www.bbc.co.uk/news/videos/c60qkdjvx70ko
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Today’s sources:
Bickman, L. (1974). The social power of a uniform. Journal of Applied Social Psychology, 4(1), 47–61.
Buell, R. W., Kim, T., & Tsay, C.-J. (2016). Creating reciprocal value through operational transparency. Management Science, 62(6), 1–23.
Office for Veterans' Affairs. (2023). Perceptions of UK armed forces ex-service personnel. GOV.UK. https://www.gov.uk/government/publications/perceptions-of-uk-armed-forces-ex-service-personnel
Xygalatas, D., Mitkidis, P., Fischer, R., Reddish, P., Skewes, J., Geertz, A. W., Roepstorff, A., & Bulbulia, J. (2013). Extreme rituals promote prosociality. Psychological Science, 24(8), 1602–1605.
Is the stock market just vibes?
When Greece beat France in Euro 2004, the stock market shifted. When Allbirds rebranded as an AI company, its stock rose 600%. When British radio plays happy music, the FTSE improves. So, is the stock market …
Notes de l’épisode
When Greece beat France in Euro 2004, the stock market shifted. When Allbirds rebranded as an AI company, its stock rose 600%. When British radio plays happy music, the FTSE improves.
So, is the stock market just vibes? Does national mood actually move the market?
That’s what today’s guest on Nudge, Alex Edmans, is here to answer.
Alex is a professor of finance at London Business School and an award-winning author.
On today's show he explains why smart investors make crazy decisions (and how to exploit them).
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Read my past newsletters: https://nudge.kit.com/profile
Alex’s website: https://alexedmans.com/
Alex’s book: https://alexedmans.com/madness/
Alex’s LinkedIn: https://www.linkedin.com/in/aedmans
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Today’s sources:
De Bondt, Werner F. M. and Richard Thaler, ‘Does the stock market overreact?’, Journal of Finance 40 (1985), 793–805.
Edmans, Alex, ‘Does the stock market fully value intangibles? Employee satisfaction and equity prices’, Journal of Financial Economics 101 (2011), 621–40.
Edmans, Alex, ‘The link between job satisfaction and firm value, with implications for corporate social responsibility’, Academy of Management Perspectives 26 (2012), 1–19.
Edmans, Alex, Adrian Fernandez-Perez, Alexandre Garel, and Ivan Indriawan, ‘Music sentiment and stock returns around the world’, Journal of Financial Economics 145 (2022), 234–54.
Edmans, Alex, Diego García, and Øyvind Norli, ‘Sports sentiment and stock returns’, Journal of Finance 62 (2007), 1967–98.
Kahneman, Daniel and Amos Tversky, ‘Judgment under uncertainty: heuristics and biases’, Science 185 (1974), 1124–31.
Do AI bosses need to be famous?
I think Sam Altman of OpenAI has deliberately tried to build his fame. While other CEOs keep a low profile, he spends 95% of his time evangelising. In this episode of Nudge, I explain why. --- Unlock the Nudge …
Notes de l’épisode
I think Sam Altman of OpenAI has deliberately tried to build his fame.
While other CEOs keep a low profile, he spends 95% of his time evangelising.
In this episode of Nudge, I explain why.
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Today’s sources:
Smith, R. K., & Newman, G. E. (2014). When multiple creators are worse than one: The bias toward single authors in the evaluation of art. Psychology of Aesthetics, Creativity, and the Arts, 8(3).
Why this man spent 3 years driving to Australia
Wiebe Wakker spent three years driving from the Netherlands to Australia. Today on Nudge, we learn why. And we study the psychology of dedication. Listen to the bonus episode: https://nudge.kit.com/7ec0a99ab3 …
Notes de l’épisode
Wiebe Wakker spent three years driving from the Netherlands to Australia.
Today on Nudge, we learn why.
And we study the psychology of dedication.
Listen to the bonus episode: https://nudge.kit.com/7ec0a99ab3
Warning, today’s episode contains explicit language.
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Listen to the bonus episode: https://nudge.kit.com/7ec0a99ab3
Wiebe’s website: https://wiebewakker.com/en/
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Today’s sources:
Kruger, J., Wirtz, D., Van Boven, L., & Altermatt, T. W. (2004). The effort heuristic. Journal of Experimental Social Psychology, 40(1), 91–98.
Söderlund, M.Söderlund, M., & Sagfossen, S. (2017). The consumer experience: The impact of supplier effort and consumer effort on customer satisfaction. Journal of Retailing and Consumer Services, 39, 219–229.
Does male insecurity increase Ferrari sales? (And 6 more psych-myths)
Are men who are insecure about their manhood more likely to buy sports cars? Do memes work for government communication? Does brand colour change the products we buy? And will an AI ever replace a police …
Notes de l’épisode
Are men who are insecure about their manhood more likely to buy sports cars?
Do memes work for government communication?
Does brand colour change the products we buy?
And will an AI ever replace a police interrogator?
These are some of the questions Jo Evershed, a psychological scientist and CEO, helps me answer on today’s episode of Nudge.
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Today’s sources:
CX Lab. (n.d.). CX Lab case study [Blog post]. Gorilla Experiment Builder. https://gorilla.sc/blog/cx-lab-case-study
Shang, J., Reed, A., & Croson, R. (2008). Identity congruency effects on donations. Journal of Marketing Research, 45(3), 351–361.
Tasnim, A., Kwan, C., Chahboub, M., Liu, A., & Humairah, A. (n.d.). Saving trees one meme at a time: An investigation into how meme-style posts influence behavioural intentions to water street trees [Unpublished manuscript]. University College London.
The huge restaurant chains masquerading as independents
Every weekend, thousands of Brits order takeaways from independent restaurants. Or do they? Because these independent restaurants aren’t actually what they seem. Pizza Hut, Prezzo, Frankie & Benny’s, Las …
Notes de l’épisode
Every weekend, thousands of Brits order takeaways from independent restaurants.
Or do they?
Because these independent restaurants aren’t actually what they seem.
Pizza Hut, Prezzo, Frankie & Benny’s, Las Iguanas and many more chains are rebranding their food on delivery apps to appear like an independent restaurant.
They’re exploiting our psychological bias for independent brands and fooling millions of diners.
Find out how in today’s episode of Nudge.
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Watch the Birdbox vs Frankie & Benny's Taste Test: https://www.youtube.com/watch?v=FqcZ_5NixfM
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Today’s sources:
Chen, S. [@StanYM]. (2024, December 22). I served McDonald's at a luxury food convention [Video]. YouTube.
Hoskin, R. (2026, January 17). Big chains accused of masquerading as independent restaurants on delivery apps. BBC News.
Lin, M. S., Sharma, A., & Ouyang, Y. (2020). Role of signals in consumers' economic valuation of restaurant choices. Journal of Hospitality & Tourism Research, 44(7), 1080–1100.
Zhang, Y., Fishbach, A., & Kruglanski, A. W. (2007). The dilution model: How additional goals undermine the perceived instrumentality of a shared path. *Journal of Personality and Social Psychology*, *92*(3), 389–401.
I tested Rory Sutherland’s business advice
Nine months ago, I started to apply one of Rory Sutherland’s most common bits of business advice. Today on Nudge, I share what happened and if I think it works. --- Get my 40 small bets …
Notes de l’épisode
Nine months ago, I started to apply one of Rory Sutherland’s most common bits of business advice.
Today on Nudge, I share what happened and if I think it works.
---
Get my 40 small bets: https://nudge.kit.com/c69cd49a9a
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Watch Veritasim’s video: https://youtu.be/HBluLfX2F_k?si=_M2NqN4KPbBabDoI
Warning, this episode contains some explicit language.
The worst mistake to make on Dragon’s Den / Shark Tank
There’s one simple tactic that makes entrepreneurs 6x more likely to get funding. At least that’s according to today’s guest on Nudge, Harvard Professor Leslie John. She’s spent her career studying …
Notes de l’épisode
There’s one simple tactic that makes entrepreneurs 6x more likely to get funding.
At least that’s according to today’s guest on Nudge, Harvard Professor Leslie John.
She’s spent her career studying decision-making and reveals why:
- Flawed leaders inspire more trust
- Authenticity gets you job offers
- And how crying at work is perceived
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Leslie’s book Revealing: https://amzn.to/3RkFTAq
Leslie’s website: https://www.proflesliejohn.com/
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Today’s sources:
Jiang, L., John, L. K., Boghrati, R., & Kouchaki, M. (2022). Fostering perceptions of authenticity via sensitive self-disclosure. Journal of Experimental Psychology: Applied, 28(4), 898–915.
John, L. (2026). Revealing: The underrated power of oversharing. Riverhead Books.
John, L. K., Jeong, M., Gino, F., & Huang, L. (2019). The self-presentational consequences of upholding one's stance in spite of the evidence. Organizational Behavior and Human Decision Processes, 154, 1–14.
Moore, C., Lee, S. Y., Kim, K., & Cable, D. M. (2017). The advantage of being oneself: The role of applicant self-verification in organisational hiring decisions. Journal of Applied Psychology, 102(11), 1493–1513.
Wolf, E. B., Lee, J. J., Sah, S., & Brooks, A. W. (2016). Managing perceptions of distress at work: Reframing emotion as passion. Organizational Behavior and Human Decision Processes, 137, 1–12.
Are metrics controlling your life?
Have you ever finished a book you dislike just to say you’ve finished it? Have you loaded up Duolingo at 11:55pm to keep the streak alive? Have you felt the crushing disappointment of realising you forgot to …
Notes de l’épisode
Have you ever finished a book you dislike just to say you’ve finished it?
Have you loaded up Duolingo at 11:55pm to keep the streak alive?
Have you felt the crushing disappointment of realising you forgot to record your run for Strava?
If so, metrics might be controlling your life. And philosopher C. Thi Nguyen, my guest on today’s episode of Nudge, thinks that’s a problem.
Nguyen believes that our lives are increasingly organised around metrics and that these rankings don’t just track what we value. They replace it.
This episode contains some explicit language.
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Today’s sources:
Nguyen, C. T. (2026). The Score: How to stop playing somebody else's game. Penguin Press.
The mental tricks used to break the 2-hour marathon
On April 26th, 2026, Sebastian Sawe did what many thought was impossible. Running the marathon in under two hours. Today on Nudge, I explain the psychological tricks Sawe may have used to break the record …
Notes de l’épisode
On April 26th, 2026, Sebastian Sawe did what many thought was impossible.
Running the marathon in under two hours.
Today on Nudge, I explain the psychological tricks Sawe may have used to break the record.
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Today’s sources:
Blanchfield, A. W., Hardy, J., & Marcora, S. M. (2014). Non-conscious visual cues related to affect and action alter perception of effort and endurance performance. Frontiers in Human Neuroscience, 8, Article 967.
Carter, J. M., Jeukendrup, A. E., & Jones, D. A. (2004). The effect of carbohydrate mouth rinse on 1-h cycle time trial performance. Medicine & Science in Sports & Exercise, 36(12), 2107–2111.
Damisch, L., Stoberock, B., & Mussweiler, T. (2010). Keep your fingers crossed! How superstition improves performance. Psychological Science, 21(7), 1014–1020.
de Morree, H. M., & Marcora, S. M. (2010). The face of effort: Frowning muscle activity reflects effort during a physical task. Biological Psychology, 85(3), 377–382.
Gray, K. (2010). Moral transformation: Good and evil turn the weak into the mighty. Social Psychological and Personality Science, 1(3), 253–258.
Huang, D.-H., Chou, S.-W., Chen, Y.-L., & Chiou, W.-K. (2014). Frowning and jaw clenching muscle activity reflects the perception of effort during incremental workload cycling. Journal of Sports Science & Medicine, 13(4), 921–928.
McCormick, A., Meijen, C., & Marcora, S. (2018). Effects of a motivational self-talk intervention for endurance athletes completing an ultramarathon. The Sport Psychologist, 32(1), 42–50.
Stoate, I., Wulf, G., & Lewthwaite, R. (2012). Enhanced expectancies improve movement efficiency in runners. Journal of Sports Sciences, 30(8), 815–823.
Strack, F., Martin, L. L., & Stepper, S. (1988). Inhibiting and facilitating conditions of the human smile: A nonobtrusive test of the facial feedback hypothesis. Journal of Personality and Social Psychology, 54(5), 768–777.
Williams, E. L., Jones, H. S., Sparks, S., Marchant, D. C., Midgley, A. W., & McNaughton, L. R. (2014). Deception studies manipulating centrally acting performance modifiers: A review. Medicine & Science in Sports & Exercise, 46(7), 1441–1451.
How much should you reveal to your co-workers
In 1997, Miss USA won Miss Universe with one perfectly judged answer. She revealed just enough to charm, but not enough to shock. Harvard professor Leslie John says that's scientifically proven to persuade. Her …
Notes de l’épisode
In 1997, Miss USA won Miss Universe with one perfectly judged answer.
She revealed just enough to charm, but not enough to shock.
Harvard professor Leslie John says that's scientifically proven to persuade.
Her research shows revealers are more likeable, more hireable, and even more dateable.
In this episode, she shares why oversharing beats staying guarded, why privacy promises make us shy, and how putting fears into words can cure phobias.
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Leslie’s website: https://www.proflesliejohn.com/
Join 12,199 readers of the Nudge Newsletter: https://www.nudgepodcast.com/mailing-list
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Today’s sources:
Huang, K., Yeomans, M., Brooks, A. W., Minson, J., & Gino, F. (2017). It doesn't hurt to ask: Question-asking increases liking. Journal of Personality and Social Psychology, 113(3), 430–452.
John, L. K., Acquisti, A., & Loewenstein, G. (2011). Strangers on a plane: Context-dependent willingness to divulge sensitive information. Journal of Consumer Research, 37(5), 858–873.
John, L. K., Barasz, K., & Norton, M. I. (2016). Hiding personal information reveals the worst. Proceedings of the National Academy of Sciences, 113(4), 954–959.
Kircanski, K., Lieberman, M. D., & Craske, M. G. (2012). Feelings into words: Contributions of language to exposure therapy. Psychological Science, 23(10), 1086–1091.
Pennebaker, J. W., & Beall, S. K. (1986). Confronting a traumatic event: Toward an understanding of inhibition and disease. Journal of Abnormal Psychology, 95(3), 274–281.
Spera, S. P., Buhrfeind, E. D., & Pennebaker, J. W. (1994). Expressive writing and coping with job loss. Academy of Management Journal, 37(3), 722–733.
Katy Milkman: “Here’s how to make exercise fun”
Katy Milkman shares one technique that could keep you exercising for 55% longer. --- Become an FSB member: https://get.fsb.org.uk/nudge/ Unlock the Nudge Vaults: https://www.nudgepodcast.com/vaults Katy’s book …
Notes de l’épisode
Katy Milkman shares one technique that could keep you exercising for 55% longer.
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Katy’s podcast: https://www.schwab.com/learn/choiceology
Katy’s newsletter: https://www.katymilkman.com/newsletter-milkman-delivers
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Today’s sources:
Gallus, J. (2017). Fostering public good contributions with symbolic awards: A large-scale natural field experiment at Wikipedia. Management Science, 63(12), 3999–4015.
Hershfield, H. E., Shu, S., & Benartzi, S. (2020). Temporal reframing and participation in a savings program: A field experiment. Marketing Science, 39(6), 1039-1051.
Milkman, K. L., Minson, J. A., & Volpp, K. G. M. (2014). Holding the Hunger Games hostage at the gym: An evaluation of temptation bundling. Management Science, 60(2), 283–299.
Rai, A., Sharif, M. A., Chang, E. H., Milkman, K. L., & Duckworth, A. L. (2023). A field experiment on subgoal framing to boost volunteering: The trade-off between goal granularity and flexibility. Journal of Applied Psychology, 108(4), 621–634.
Woolley, K., & Fishbach, A. (2016). For the fun of it: Harnessing immediate rewards to increase persistence in long-term goals. Journal of Consumer Research, 42(6), 952–966.
Why fear won’t always persuade
To persuade someone, most of us are tempted to use fear. We tell clients how much they’ll struggle if they pick a competitor. We tell our kids how they’ll lose TV time if they don’t finish their homework. We …
Notes de l’épisode
To persuade someone, most of us are tempted to use fear.
We tell clients how much they’ll struggle if they pick a competitor. We tell our kids how they’ll lose TV time if they don’t finish their homework. We plead with our partners to kick bad habits by highlighting how unhealthy it’s making them.
We all do it; we opt for doom-and-gloom messages baked in fear.
But today's guests on Nudge, Elizabeth Dunn and JZ, explain that these messages won’t work.
When it comes to persuasion, fear doesn’t persuade.
To find out what does, listen to today’s episode of Nudge.
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How these two marketers manipulate your music taste
In a fairly inconspicuous SXSW podcast, two marketers shook the music industry. Jesse Coren and Andrew Spelman, two co-founders at Chaotic Good, explained how they make bands go viral. Their methods shocked …
Notes de l’épisode
In a fairly inconspicuous SXSW podcast, two marketers shook the music industry.
Jesse Coren and Andrew Spelman, two co-founders at Chaotic Good, explained how they make bands go viral.
Their methods shocked people.
Today on Nudge, I reveal how these two marketers use psychological hacks to manipulate the masses and make 'indie' bands mainstream.
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Listen to the Billboard podcast: https://youtu.be/v1rP3cpilkM?si=iF2B9zzMQEZ5tSVb
Listen to the Guardian podcast: https://www.theguardian.com/news/audio/2026/may/05/fake-fans-fake-buzz-how-your-favourite-band-got-big-podcast
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Today’s sources:
Mallinson, D. J., & Hatemi, P. K. (2018). The effects of information and social conformity on opinion change. PLOS ONE, 13(5), e0196600.
Muchnik, L., Aral, S., & Taylor, S. J. (2013). Social influence bias: A randomized experiment. Science, 341(6146), 647–651.
Salganik, M.Salganik, M. J., Dodds, P. S., & Watts, D. J. (2006). Experimental study of inequality and unpredictability in an artificial cultural market. Science, 311(5762), 854–856.
Can balsamic vinegar make beer better?
In 2007, two Harvard researchers added a splash of balsamic vinegar to beer. When drinkers knew the beer contained vinegar, they hated it. But when the researchers told them “this is our MIT brew," the majority …
Notes de l’épisode
In 2007, two Harvard researchers added a splash of balsamic vinegar to beer.
When drinkers knew the beer contained vinegar, they hated it.
But when the researchers told them “this is our MIT brew," the majority loved it.
The study reveals the secrets behind marketing.
On today’s episode of Nudge with award-winning science writer David Robson, we explain how good marketing can shape our perception.
Link to the bonus episode: https://nudge.kit.com/86d3e39845
Become an FSB member: https://get.fsb.org.uk/nudge/
Read the Expectation Effect: https://amzn.to/4dvkb3s
David’s website: https://davidrobson.me/
David’s Substack: https://davidarobson.substack.com/
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Today’s sources:
Amar, M., Ariely, D., Bar-Hillel, M., Carmon, Z., & Ofir, C. (2011). Brand names act like marketing placebos. Hebrew University of Jerusalem.
Clark, A. (2016). Surfing uncertainty: Prediction, action, and the embodied mind. Oxford University Press.
Crum, A. J., & Langer, E. J. (2007). Mind-set matters: Exercise and the placebo effect. Psychological Science, 18(2), 165–171.
Faasse, K., Martin, L.R., Grey, A., Gamble, G., and Petrie, K.J. (2016). Impact of brand or generic labeling on medication effectiveness and side effects. Health Psychology, 35(2), 187.
Grabenhorst, F., Rolls, E. T., & Bilderbeck, A. (2008). How cognition modulates affective responses to taste and flavor: Top-down influences on the orbitofrontal and pregenual cingulate cortices. Cerebral Cortex, 18(7), 1549–1559.
Lee, L., Frederick, S., & Ariely, D. (2006). Try it, you'll like it: The influence of expectation, consumption, and revelation on preferences for beer. Psychological Science, 17(12), 1054–1058.
Lidstone, S. C., Schulzer, M., Dinelle, K., Mak, E., Sossi, V., Ruth, T. J., & Stoessl, A. J. (2010). Effects of expectation on placebo-induced dopamine release in Parkinson disease. Archives of General Psychiatry, 67(8), 857–865.
Plassmann, H., O'Doherty, J., Shiv, B., & Rangel, A. (2008). Marketing actions can modulate neural representations of experienced pleasantness. Proceedings of the National Academy of Sciences, 105(3), 1050–1054.
Quattrone, A., Barbagallo, G., Cerasa, A., & Stoessl, A. J. (2018). Neurobiology of placebo effect in Parkinson's disease: What we have learned and where we are going. Movement Disorders, 33(8), 1213–1227.
Robson, D. (2022). The expectation effect: How your mindset can transform your life. Canongate.
Spence, C., & Piqueras-Fiszman, B. (2014). The perfect meal: The multisensory science of food and dining. John Wiley & Sons.
88 out of 90 people fall for this bias. Do you?
Imagine you’re a chef. You are shown the recipe for a soup. It has five ingredients. You’re told to improve the recipe. What do you do? 96% of people reveal a bias when answering this question. And that bias …
Notes de l’épisode
Imagine you’re a chef.
You are shown the recipe for a soup. It has five ingredients.
You’re told to improve the recipe.
What do you do?
96% of people reveal a bias when answering this question. And that bias makes marketing less effective, communication less engaging and products less appealing.
Find out why in today’s episode of Nudge with the award-winning professor Leidy Klotz.
Warning: this episode contains explicit language.
---
Become an FSB member: https://get.fsb.org.uk/nudge/
Leidy’s book, Subtract: https://amzn.to/4df4duk
Leidy’s latest book, In a Good Place: https://amzn.to/4tzjCvE
Join 11,934 readers of the Nudge Newsletter: https://www.nudgepodcast.com/mailing-list
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Connect on LinkedIn: https://www.linkedin.com/in/phill-agnew/
---
Today’s sources:
Adams, G. S., Converse, B. A., Hales, A. H., & Klotz, L. E. (2021). "People systematically overlook subtractive changes." Nature, 592(7853), 258–261.
Rogers, T., & Lasky-Fink, J. (2023). Writing for busy readers: Communicate more effectively in the real world. Dutton.
Zhang, Y., Fishbach, A., & Kruglanski, A. W. (2007). The dilution model: How additional goals undermine the perceived instrumentality of a shared path. Journal of Personality and Social Psychology, 92(3), 389–401
Will the UK’s social media ban backfire?
The British government recently announced a ban on all social media usage for children up to the age of 16. But will the ban work? Today on Nudge, I explore the psychology of restrictions, bans and friction …
Notes de l’épisode
The British government recently announced a ban on all social media usage for children up to the age of 16.
But will the ban work?
Today on Nudge, I explore the psychology of restrictions, bans and friction.
Warning: this show is restricted to those aged 16 or over.
---
Become an FSB member: https://get.fsb.org.uk/nudge/
Use code NUDGE for 10% off your FSB membership.
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Subscribe to my newsletter: https://www.nudgepodcast.com/mailing-list
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---
Today’s sources:
Driscoll, R., Davis, K. E., & Lipetz, M. E. (1972). Parental interference and romantic love: The Romeo and Juliet effect. Journal of Personality and Social Psychology, 24(1), 1–10.
Freedman, J. L. (1965). Long-term behavioral effects of cognitive dissonance. Journal of Experimental Social Psychology, 1(2), 145–155.
Mazis, M. B., Settle, R. B., & Leslie, D. C. (1973). Elimination of phosphate detergents and psychological reactance. Journal of Marketing Research, 10(4), 390–395.
Spence, C., & Wang, Q. J. (2017). Assessing the impact of closure type on wine ratings and mood. Beverages, 3(4), 52.
Zellinger, D. A., Fromkin, H. L., Speller, D. E., & Kohn, C. A. (1975). A commodity theory analysis of the effects of age restrictions upon pornographic materials. Journal of Applied Psychology, 60(1), 94–99.
Zhang, K., Allard, T., & Bagchi, R. (2025). The token-effort effect: Trivial redemption effort increases price promotion effectiveness. Journal of Marketing.
Katy Milkman: Learn how to change habits in 39 minutes
World-leading behaviour change expert Katy Milkman details how to change your habits. --- Become an FSB member: https://get.fsb.org.uk/nudge/ Unlock the Nudge Vaults: https://www.nudgepodcast.com/vaults Katy’s …
Notes de l’épisode
World-leading behaviour change expert Katy Milkman details how to change your habits.
---
Become an FSB member: https://get.fsb.org.uk/nudge/
Unlock the Nudge Vaults: https://www.nudgepodcast.com/vaults
Katy’s book: https://amzn.to/3RF63xA
Katy’s podcast: https://www.schwab.com/learn/choiceology
Katy’s newsletter: https://www.katymilkman.com/newsletter-milkman-delivers
Subscribe to my newsletter: https://www.nudgepodcast.com/mailing-list
Connect on LinkedIn: https://www.linkedin.com/in/phill-agnew/
---
Today’s sources:
Beshears, J.Beshears, J., Dai, H., Milkman, K. L., & Benartzi, S. (2021). Using fresh starts to nudge increased retirement savings. Organizational Behavior and Human Decision Processes, 167, 72–87.
Dai, H., Milkman, K. L., & Riis, J. (2014). The fresh start effect: Temporal landmarks motivate aspirational behavior. Management Science, 60(10), 2563–2582.
Eskreis-Winkler, L., Fishbach, A., & Duckworth, A. L. (2018). Dear Abby: Should I give advice or receive it? Psychological Science, 29(11), 1797–1806.
Eskreis-Winkler, L., Milkman, K. L., Gromet, D. M., & Duckworth, A. L. (2019). A large-scale field experiment shows giving advice improves academic outcomes for the advisor. Proceedings of the National Academy of Sciences, 116(30), 14808–14810.
Schroeder, S. A. (2007). We can do better — Improving the health of the American people. New England Journal of Medicine, 357(12), 1221–1228.
Were the 2018 Gatwick drones real?
In December 2018 Gatwick Airport shut down. 109 eyewitnesses reported sighting 170 drone flights over the airport. All flights were grounded, and the nation braced for a terrorist attack. But what if those …
Notes de l’épisode
In December 2018 Gatwick Airport shut down. 109 eyewitnesses reported sighting 170 drone flights over the airport.
All flights were grounded, and the nation braced for a terrorist attack.
But what if those sightings weren’t real but instead an imagination caused by expectations?
In today’s episode with award-winning science journalist David Robson, we explore the science of the expectation effect.
Link to the bonus episode: https://nudge.kit.com/86d3e39845
Become an FSB member: https://get.fsb.org.uk/nudge/
Read the Expectation Effect: https://amzn.to/4dvkb3s
David’s website: https://davidrobson.me/
David’s Substack: https://davidarobson.substack.com/
---
Today’s sources:
Benedetti, F., Durando, J., & Vighetti, S. (2014). Nocebo and placebo modulation of hypobaric hypoxia headache involves the cyclooxygenase-prostaglandins pathway. Pain, 155(5), 921–928.
Job, V., Dweck, C. S., & Walton, G. M. (2010). Ego depletion—Is it all in your head? Implicit theories about willpower affect self-regulation. Psychological Science, 21(11), 1686–1693.
Langer, E., Djikic, M., Pirson, M., Madenci, A., & Donohue, R. (2010). Believing is seeing: Using mindlessness (mindfully) to improve visual acuity. Psychological Science, 21(5), 661–666.
Merckelbach, H., & van de Ven, V. (2001). Another white Christmas: Fantasy proneness and reports of 'hallucinatory experiences' in undergraduate students. Journal of Behavior Therapy and Experimental Psychiatry, 32(3), 137–144.
Montes, J., Wulf, G., & Navalta, J. W. (2018). Maximal aerobic capacity can be increased by enhancing performers' expectancies. Journal of Sports Medicine and Physical Fitness, 58(5), 744–749.
Pirson, M., Ie, A., & Langer, E. (2012). Seeing what we know, knowing what we see: Challenging the limits of visual acuity. Journal of Adult Development, 19(2), 59–67.
Robson, D. (2022). The expectation effect: How your mindset can transform your life. Canongate.
Do broken windows cause crime?
The broken windows theory suggests that one broken window can cause a neighbourhood to descend into disrepair. But is it true? Today, with the award-winning professor Leidy Klotz, we investigate the broken …
Notes de l’épisode
The broken windows theory suggests that one broken window can cause a neighbourhood to descend into disrepair. But is it true?
Today, with the award-winning professor Leidy Klotz, we investigate the broken windows theory and explain how environments shape our behaviour.
---
Become an FSB member: https://get.fsb.org.uk/nudge/
Leidy’s book Subtract: https://amzn.to/4df4duk
Leidy’s latest book In a Good Place: https://amzn.to/4tzjCvE
Join 11,934 readers of the Nudge Newsletter: https://www.nudgepodcast.com/mailing-list
Unlock the Nudge Vaults: https://www.nudgepodcast.com/vaults
Connect on LinkedIn: https://www.linkedin.com/in/phill-agnew/
---
Today’s sources:
Brown, G., & Baer, M. (2011). Location in negotiation: Is there a home field advantage? Organizational Behavior and Human Decision Processes, 114(2), 190–200.
Cialdini, R. B. (2016). Pre-suasion: A revolutionary way to influence and persuade. Simon & Schuster.
Langer, E. J., & Rodin, J. (1976). The effects of choice and enhanced personal responsibility for the aged: A field experiment in an institutional setting. Journal of Personality and Social Psychology, 34(2), 191–198.
Pinsker, H., Kupfermann, I., Castellucci, V., & Kandel, E. R. (1970). Habituation and dishabituation of the gill-withdrawal reflex in Aplysia. Science, 167(3926), 1740–1742.
Rajecki, D. W. (1974). Effects of prenatal exposure to auditory or visual stimulation on postnatal distress vocalizations in chicks. Behavioral Biology, 11(4), 525–536.
Rodin, J., & Langer, E. J. (1977). Long-term effects of a control-relevant intervention with the institutionalized aged. Journal of Personality and Social Psychology, 35(12), 897–902.
Wells, M. M. (2000). Office clutter or meaningful personal displays: The role of office personalization in employee and organizational well-being. Journal of Environmental Psychology, 20(3), 239–255.
“How we used nudges reach £12 billion in sales” Octopus Energy's Pete Miller
Octopus Energy went from £0 in revenue to £12 billion in 10 years. Today, on Nudge, I chat with their first employee Pete Miller, who explains how they used nudges to grow. Hear why they: 1) Encourage customers …
Notes de l’épisode
Octopus Energy went from £0 in revenue to £12 billion in 10 years.
Today, on Nudge, I chat with their first employee Pete Miller, who explains how they used nudges to grow.
Hear why they:
1) Encourage customers to spin a wheel to reward metre readings.
2) Give away free electricity at 4pm.
3) Play you the number one song from the year you turned 14.
4) And gave away 40,000 electric blankets during an energy crisis.
---
Become an FSB member: https://get.fsb.org.uk/nudge/
Unlock the Nudge Vaults: https://www.nudgepodcast.com/vaults
Subscribe to my newsletter: https://www.nudgepodcast.com/mailing-list
Connect on LinkedIn: https://www.linkedin.com/in/phill-agnew/
---
Today’s sources:
Shampanier, K., Mazar, N., & Ariely, D. (2007). Zero as a special price: The true value of free products. Marketing Science, 26(6), 742–757.
Shen, L., Fishbach, A., & Hsee, C. K. (2015). The motivating-uncertainty effect: Uncertainty increases resource investment in the process of reward pursuit. Journal of Consumer Research, 41(5), 1301–1315
Skinner, B. F. (1938). The behavior of organisms: An experimental analysis. Appleton-Century-Crofts.
Enhanced Games: Did the $320m marketing stunt backfire?
The Enhanced Games, hosted in Las Vegas last Saturday, made a bold claim. With the use of performance-enhancing drugs, enhanced athletes would break not just personal records but world records. And the end …
Notes de l’épisode
The Enhanced Games, hosted in Las Vegas last Saturday, made a bold claim.
With the use of performance-enhancing drugs, enhanced athletes would break not just personal records but world records.
And the end goal? To sell those same drugs to the masses.
It’s arguably the biggest marketing stunt of the year so far, and today on Nudge I reveal the psychology behind it.
Did the Enhanced Games succeed? Listen to find out.
---
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Subscribe to my newsletter: https://www.nudgepodcast.com/mailing-list
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---
Today’s sources
Landy, D., & Sigall, H. (1974). Beauty is talent: Task evaluation as a function of the performer's physical attractiveness. Journal of Personality and Social Psychology, 29(3), 299–304.
Miller, A. G. (1970). Role of physical attractiveness in impression formation. Psychonomic Science, 19(4), 241–242.
Mujika, I., & Burke, L. M. (2019). Swimming fast when it counts: A 7-year analysis of Olympic and World Championships performance. International Journal of Sports Physiology and Performance.
Nicolau, J. L., Mellinas, J. P., & Martín-Fuentes, E. (2020). The halo effect: A longitudinal approach. Annals of Tourism Research, 83, 102938.
Nisbett, R. E., & Wilson, T. D. (1977). The halo effect: Evidence for unconscious alteration of judgments. Journal of Personality and Social Psychology, 35(4), 250–256.
What makes a good logo?
In this episode, I chat to Pete Miller, part of the co-founding team at Octopus Energy, who helped design one of the most recognisable new logos in Britain. Hear how Octopus used two proven psychological …
Notes de l’épisode
In this episode, I chat to Pete Miller, part of the co-founding team at Octopus Energy, who helped design one of the most recognisable new logos in Britain.
Hear how Octopus used two proven psychological principles to build a logo people remember (and why those same principles are being ignored by most of the industry).
You'll learn:
- Why a distinct logo made one beer taste 5% better
- How a 1933 German study explains why Octopus stands out
- Why brands from McDonald's to KFC give their logos human faces
- And what happened when researchers asked people to turn off a robot
---
Subscribe to my newsletter: https://www.nudgepodcast.com/mailing-list
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Connect on LinkedIn: https://www.linkedin.com/in/phill-agnew/
Read Aaron’s book: https://thethingswelove.com/
---
Today’s sources:
Bartneck, C., Van Der Hoek, M., Mubin, O., & Al Mahmud, A. (2007). "Daisy, Daisy, give me your answer do!": Switching off a robot. Proceedings of the 2nd ACM/IEEE International Conference on Human-Robot Interaction, 217–222.
Shotton, R. (2017). The choice factory: 25 behavioural biases that influence what we buy. Harriman House.
Shotton, R. (2023). The illusion of choice: 16½ psychological biases that influence what we buy. Harriman House.
Von Restorff, H. (1933). Über die Wirkung von Bereichsbildung im Spurenfeld. Psychologische Forschung, 18, 299–342.
How peer pressure built a $5 billion fitness revolution
In Singapore, a group of runners charge 50p per kilometre to run on strangers' Strava accounts. That's how far people will go to look fit online. This episode explains the psychology behind why being watched …
Notes de l’épisode
In Singapore, a group of runners charge 50p per kilometre to run on strangers' Strava accounts.
That's how far people will go to look fit online.
This episode explains the psychology behind why being watched changes everything.
---
Owain’s book: https://amzn.to/4smVtrP
Owain’s company CogCo: https://cogco.co/
Unlock the Nudge Vaults: https://www.nudgepodcast.com/vaults
Join 11,626 readers of my newsletter: https://www.nudgepodcast.com/mailing-list
Connect on LinkedIn: https://www.linkedin.com/in/phill-agnew/
---
Today’s sources:
Gerber, A. S., Green, D. P., & Larimer, C. W. (2008). Social pressure and voter turnout: Evidence from a large-scale field experiment. American Political Science Review, 102(1), 33–48.
Sallis, A., Harper, H., & Sanders, M. (2018). Effect of persuasive messages on National Health Service organ donor registrations: A pragmatic quasi-randomised controlled trial with one million UK road taxpayers. Trials, 19, 513.
Service, O., & Gallagher, R. (2017). Think small: The surprisingly simple ways to reach big goals. Michael O'Mara Books.
Triplett, N. (1898). The dynamogenic factors in pacemaking and competition. American Journal of Psychology, 9, 507–533.Prof Wiseman: “My (Failed) Search for the World's Funniest Joke”
Professor Richard Wiseman searched for the world’s funniest joke. He found it. But it wasn’t what he expected. --- Richard’s book Quirkology: https://amzn.to/4shYOJ6 Richard’s book 59 Seconds …
Notes de l’épisode
Professor Richard Wiseman searched for the world’s funniest joke.
He found it.
But it wasn’t what he expected.
---
Richard’s book Quirkology: https://amzn.to/4shYOJ6
Richard’s book 59 Seconds: https://amzn.to/3Pf9pWI
Richard’s SubStack: https://richardwiseman.substack.com/
Join 11,934 readers of the Nudge Newsletter: https://www.nudgepodcast.com/mailing-list
Unlock the Nudge Vaults: https://www.nudgepodcast.com/vaults
Connect on LinkedIn: https://www.linkedin.com/in/phill-agnew/
---
Today’s sources:
Asch, S. E. (1955). Opinions and social pressure. Scientific American, 193(5), 31–35.
Crum, A. J., & Langer, E. J. (2007). Mind-set matters: Exercise and the placebo effect. Psychological Science, 18, 165–171.
Wiseman, R. (2009). 59 seconds: Think a little, change a lot. Knopf.
Wolff, H. A., Smith, C. E., & Murray, H. A. (1934). The psychology of humor: I. A study of responses to race-disparagement jokes. Journal of Abnormal and Social Psychology, 28, 345–365.
Why willpower alone doesn’t work
Three thousand years ago, Odysseus tied himself to a mast to resist the Sirens. He didn't trust his willpower, so he removed the choice entirely. Today, Owain Service, co-founder of the Behavioural Insights …
Notes de l’épisode
Three thousand years ago, Odysseus tied himself to a mast to resist the Sirens.
He didn't trust his willpower, so he removed the choice entirely.
Today, Owain Service, co-founder of the Behavioural Insights Team and CEO at CogCo, calls that a commitment device.
And modern evidence shows it works for everything from saving money to staying married.
---
Owain’s book: https://amzn.to/4smVtrP
Owain’s company CogCo: https://cogco.co/
Unlock the Nudge Vaults: https://www.nudgepodcast.com/vaults
Join 11,626 readers of my newsletter: https://www.nudgepodcast.com/mailing-list
Connect on LinkedIn: https://www.linkedin.com/in/phill-agnew/
---
Today’s sources:
Asch, S. E. (1951). Effects of group pressure upon the modification and distortion of judgment. In H. Guetzkow (Ed.), Groups, leadership and men (pp. 177–190). Carnegie Press.
Ashraf, N., Karlan, D., & Yin, W. (2006). Tying Odysseus to the mast: Evidence from a commitment savings product in the Philippines. Quarterly Journal of Economics, 121(2), 635–672.
Behavioural Insights Team. (2013). New BIT trial results: helping people back into work. https://www.bi.team/blogs/new-bit-trial-results-helping-people-back-into-work/
Gollwitzer, P. M., & Brandstätter, V. (1997). Implementation intentions and effective goal pursuit. Journal of Personality and Social Psychology, 73(1), 186–199.
Gollwitzer, P. M., & Sheeran, P. (2006). Implementation intentions and goal achievement: A meta-analysis of effects and processes. Advances in Experimental Social Psychology, 38, 69–119.
Milkman, K. (2021). How to change: The science of getting from where you are to where you want to be. Portfolio/Penguin.
Olson, R. (2014, October 10). What makes for a stable marriage. http://www.randalolson.com/2014/10/10/what-makes-for-a-stable-marriage/
Read, D., Loewenstein, G., & Kalyanaraman, S. (1999). Mixing virtue and vice: Combining the immediacy effect and the diversification heuristic. Journal of Behavioral Decision Making, 12(4), 257–273.
Service, O., & Gallagher, R. (2017). Think small: The surprisingly simple ways to reach big goals. Michael O'Mara Books.
Prof Wiseman: “This is how you spot a liar”
Warning, you’ll hear a lie in this episode. You won’t be told it's a lie. And 29% of those who listen probably won’t spot the lie. But if you listen till the end, you’ll learn the proven tips to spot lies like …
Notes de l’épisode
Warning, you’ll hear a lie in this episode.
You won’t be told it's a lie.
And 29% of those who listen probably won’t spot the lie. But if you listen till the end, you’ll learn the proven tips to spot lies like these.
Today on Nudge, Professor Richard Wiseman explains:
1) How to spot a liar
2) What makes someone lucky
3) If we’re really separated by six connections
4) And why enlarged pupils made men buy books
---
Richard’s book Quirkology: https://amzn.to/4shYOJ6
Richard’s book 59 Seconds: https://amzn.to/3Pf9pWI
Richard’s SubStack: https://richardwiseman.substack.com/
Join 11,934 readers of the Nudge Newsletter: https://www.nudgepodcast.com/mailing-list
Unlock the Nudge Vaults: https://www.nudgepodcast.com/vaults
Connect on LinkedIn: https://www.linkedin.com/in/phill-agnew/
---
Today’s sources:
DePaulo, B. M., & Morris, W. L. (2004). Discerning lies from truths: Behavioural cues to deception and the indirect pathway of intuition. In P. A. Granhag & L. A. Strömwall (Eds.), The detection of deception in forensic contexts (pp. 15–40). Cambridge University Press.
The Global Deception Research Team. (2006). A world of lies. Journal of Cross-Cultural Psychology, 37(1), 60–74.
Milgram, S. (1967). The small-world problem. Psychology Today, 1, 61–67.
Stewart, J. E., II. (1980). Defendant’s attractiveness as a factor in the outcome of criminal trials: An observational study. Journal of Applied Social Psychology, 10(4), 348–361.
Vrij, A. (2000). Detecting lies and deceit: The psychology of lying and the implications for professional practice. John Wiley & Sons.
Wiseman, R. (1995). The Megalab truth test. Nature, 373, 391.
Wiseman, R. (2003, June 4). It really is a small world that we live in. The Daily Telegraph, p. 16.
Nir Eyal “Why These £39 Placebo Pills Actually Work”
There's a pill on Amazon called Fukitol. It contains nothing. And yet people buy it, swear by it, and give it five stars. Today, Nir Eyal explains the remarkable science behind why placebos work. --- Listen to …
Notes de l’épisode
There's a pill on Amazon called Fukitol.
It contains nothing. And yet people buy it, swear by it, and give it five stars.
Today, Nir Eyal explains the remarkable science behind why placebos work.
---
Listen to the bonus episode: https://nudge.kit.com/40414a1b44
Nir’s book Beyond Belief: geni.us/beyondbelief
Nir’s free belief change guide: nirandfar.com/belief-change
Join 11,934 readers of the Nudge Newsletter: https://www.nudgepodcast.com/mailing-list
Unlock the Nudge Vaults: https://www.nudgepodcast.com/vaults
Connect on LinkedIn: https://www.linkedin.com/in/phill-agnew/
---
Today’s sources:
Ariel, G., & Saville, W. (1972). Anabolic steroids: The physiological effects of placebos. Medicine and Science in Sports and Exercise, 4(2), 124–126.
Branthwaite, A., & Cooper, P. (1981). Analgesic effects of branding in treatment of headaches. British Medical Journal (Clinical Research Ed.), 282(6276), 1576–1578.
Dawkins, L., Shahzad, F. Z., Ahmed, S. S., & Edmonds, C. J. (2011). Expectation of having consumed caffeine can improve performance and mood. Appetite, 57(3), 597–600.
Draganich, C., & Erdal, K. (2014). Placebo sleep affects cognitive functioning. Journal of Experimental Psychology: Learning, Memory, and Cognition, 40(3), 857–864.
Kaptchuk, T. J. (2018). Open-label placebo: Reflections on a research agenda. Perspectives in Biology and Medicine, 61(3), 311–334.
Lee, C., Linkenauger, S. A., Bakdash, J. Z., Joy-Gaba, J. A., & Profitt, D. R. (2011). Putting like a pro: The role of positive contagion in golf performance and perception. PLoS One, 6(10), e26016.
Plassmann, H., O'Doherty, J., Shiv, B., & Rangel, A. (2008). Marketing actions can modulate neural representations of experienced pleasantness. Proceedings of the National Academy of Sciences, 105(3), 1050–1054.
Richter, C. P. (1957). On the phenomenon of sudden death in animals and man. Psychosomatic Medicine, 19(3), 191–198.
Rozenkrantz, L., Mayo, A. E., Ilan, T., Hart, Y., Noy, L., & Alon, U. (2017). Placebo can enhance creativity. PLoS One, 12, e0182466.
Wager, T. D., Rilling, J. K., Smith, E. E., Sokolik, A., Casey, K. L., Davidson, R. J., et al. (2004). Placebo-induced changes in fMRI in the anticipation and experience of pain. Science, 303(5661), 1162–1167.
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