How to change your behavior for the better | Dan Ariely

Summary

In this insightful talk, the speaker, despite his physical scars, delves into the gap between human potential and current behaviors, highlighting common yet irrational habits. He challenges the effectiveness of information alone in altering behavior, advocating instead for environmental changes. Using the analogy of a rocket launch, he illustrates the importance of reducing 'friction' and increasing 'motivation' for successful behavioral shifts, sharing studies from diverse settings that emphasize the power of small, tangible changes in prompting significant behavioral improvements.

Takeaways

• 😀 The speaker starts with a personal story about his half-beard, revealing it's due to a past accident that left him with scars, setting an intimate tone for the talk.
• 🌟 The main theme is the gap between the potential of humanity and our current reality, which is evident in various aspects of life, including health and financial behaviors.
• 🍽 Many people engage in behaviors they know are not ideal, such as overeating or not exercising enough, indicating a disconnect between knowledge and action.
• 🚗 The speaker highlights the ineffectiveness of simply informing people about the dangers of behaviors like texting while driving, as it does not significantly change their actions.
• 💸 Financial literacy programs in the US have a minimal impact on behavior change, with improvements being marginal and quickly diminishing after the course.
• 🔧 The key to changing behavior is altering the environment, not the person, which is likened to sending a rocket to space by reducing friction and increasing fuel.
• 💊 A case study of an online pharmacy's attempts to switch customers to generic medication shows that removing friction (e.g., requiring customers to opt-out instead of opt-in) can significantly increase compliance.
• 🤔 The importance of considering both friction and motivation in behavioral change is emphasized, with the pharmacy example illustrating the impact of reducing friction.
• 🇰🇪 A study in Kibera, Kenya, aimed at encouraging savings among the very poor, used various motivational strategies, including text reminders, messages from children, and financial incentives.
• 📉 The Kenyan study found that a simple coin-scratching method was the most effective at motivating savings, doubling the savings compared to other methods.
• 🔑 The coin's success suggests that making invisible economic activities like savings visible can be a powerful motivator for behavior change.
• 🛠️ The speaker concludes that while we cannot completely close the gap between potential and reality, understanding and applying insights about friction and motivation can significantly improve our behaviors.

Q & A

Why does the speaker have half a beard?

The speaker has half a beard because he was badly burned in an accident many years ago, resulting in scars covering most of his body, including the right side of his face where hair doesn't grow.

What is the main gap the speaker wants the audience to consider?

The main gap the speaker wants the audience to consider is the difference between the potential for humanity and the current state of human behavior in various areas of life.

What examples does the speaker give to illustrate the gap between potential and current behavior?

The speaker provides examples such as overeating, exercising less than one should, texting while driving, and not always washing hands after using the bathroom to illustrate the gap between what people know they should do and what they actually do.

Why does the speaker say that simply telling people information is not an effective way to change behavior?

The speaker argues that simply providing information is not effective because it does not account for the environmental factors that influence behavior. He cites the example of financial literacy education, which shows minimal improvement in people's financial behaviors.

What is the speaker's proposed model for thinking about behavioral change?

The speaker's proposed model for thinking about behavioral change is to reduce friction and increase motivation, similar to sending a rocket to space, where reducing friction makes the behavior easier to perform and increasing motivation provides the energy to carry out the behavior.

What does the speaker mean by 'reducing friction' in the context of changing behavior?

In the context of changing behavior, 'reducing friction' refers to making the desired behavior as easy and effortless as possible, removing any barriers or obstacles that might prevent people from acting on it.

Can you explain the online pharmacy case study mentioned in the script?

The online pharmacy case study discusses an attempt to switch customers from branded to generic medications. Despite offering free generic medication for a year, less than 10% switched, illustrating the concept of friction in behavior change.

What was the surprising result from the study conducted in the Kibera slum in Kenya?

The surprising result from the study in Kibera was that using a simple coin to track savings behavior doubled the savings compared to other methods, including financial incentives and text reminders.

What role did the concept of 'loss aversion' play in the Kenyan savings study?

In the Kenyan savings study, 'loss aversion' was tested by providing participants with a pre-match amount that would be taken away if they did not save, showing that people are more motivated to avoid losses than to gain同等 rewards.

How did the speaker's experience in South Africa with funeral insurance influence his thinking about the coin used in the Kenyan study?

The speaker's experience in South Africa showed him the power of making invisible economic activities like savings visible through ceremony and ritual, which influenced his thinking about the coin as a visible representation of savings progress.

What is the speaker's final message about the potential for closing the gap between human potential and current behavior?

The speaker's final message is that while we cannot completely close the gap between human potential and current behavior, we can make significant progress by directly addressing problems through reducing friction and increasing motivation, rather than just providing more information.