Nudge Wiki

Person

Zoe Chance

Previous guest; author Influence Is Your Superpower

Author of Influence Is Your Superpower. This is her actual first direct guest appearance (Episode 90) — the "earlier episode not present in this wiki's ingested transcript archive" flagged when this page was first created is this one. Guest explaining her "gator and judge" teaching analogy for System 1 and System 2 — the gator (System 1) makes roughly 98% of decisions, fast and largely accurate; the judge (System 2) is slow, effortful, and heavily biased by the gator's prior framing. Covers the Todorov election-face-competence study and its Antonakis children's follow-up (see Todorov Election Face-Competence Study (2005)), Ambady's thin-slicing research on malpractice, professor evaluation, and sales performance (see Ambady Thin-Slice Malpractice Tone-of-Voice Study, Ambady Thin-Slice Professor and Sales-Tone Studies), the warmth-and-competence two-dimensional model of social judgment (warmth mattering more than competence for likeability, and disproportionately penalizing women who are perceived as lacking it), Alison Wood Brooks's question-asking/liking research (see Wood Brooks Question-Asking Liking Study), and three Dan Ariely subconscious-purchasing findings (see Ariely Fancy-Container and Menu-Language Studies).

Second appearance (Episode 91), on getting people to say yes. Covers making requests genuinely easy (introducing the Customer Effort Score — see Customer Effort Score), the door-in-the-face technique via Cialdini's zoo-trip study — including a German replication by Oliver Genschow finding even higher compliance, with some participants agreeing even to the extreme two-year tutoring ask (see Cialdini Door-in-the-Face Volunteering Study) — a French waitress study on same-vs-delayed follow-up asks (see French Waitress Tea-or-Coffee Timing Study (2010)), an online door-in-the-face donation test (see Electronic Door-in-the-Face Donation Study), and three framing examples: Steve Jobs's "sugar water" pitch to John Sculley, an "adventurous" self-labeling email-capture study, and Frank Luntz's death-tax/estate-tax framing research (see Steve Jobs Sculley Sugar Water Case, Energy-Drink Adventurous Self-Labeling Reframe Study, Luntz Death-Tax vs Estate-Tax Framing Case).

Referenced, not interviewed, in Episode 134 for a New York City field study using text-message reminders to raise low-level-offense court-date attendance.

Referenced again in Episode 182 for her study finding two-year-olds consistently preferred harder-to-reach toys over easily-accessible ones, cited by Chris Voss as evidence that resisting restricted autonomy begins in early childhood (see Zoe Chance Toddler-Toy Autonomy Study).

Discussed in

  • Episode 90 — How Your Subconscious Calls The Shots (first direct guest appearance)
  • Episode 91 — How To Make Someone Say Yes (second appearance)
  • Episode 134 — 134-there-s-a-problem-with-the-world-s-most-famous-nudge (referenced)
  • Episode 182 — 182-don-t-be-fooled-by-this-sales-trick-chris-voss (referenced)

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