Chris Nodder

Evil by Design (eBook, ePUB)

Interaction Design to Lead Us into Temptation

• Format: ePub

Produktbeschreibung

How to make customers feel good about doing what you want

Learn how companies make us feel good about doing what they want. Approaching persuasive design from the dark side, this book melds psychology, marketing, and design concepts to show why we’re susceptible to certain persuasive techniques. Packed with examples from every nook and cranny of the web, it provides easily digestible and applicable patterns for putting these design techniques to work. Organized by the seven deadly sins, it includes:

• Pride — use social proof to position your product in line with your visitors’ values
• Sloth — build a path of least resistance that leads users where you want them to go
• Gluttony — escalate customers’ commitment and use loss aversion to keep them there
• Anger — understand the power of metaphysical arguments and anonymity
• Envy — create a culture of status around your product and feed aspirational desires
• Lust — turn desire into commitment by using emotion to defeat rational behavior
• Greed — keep customers engaged by reinforcing the behaviors you desire

Now you too can leverage human fallibility to create powerful persuasive interfaces that people will love to use — but will you use your new knowledge for good or evil? Learn more on the companion website, evilbydesign.info.

Produktdetails

• Verlag: John Wiley & Sons
• Erscheinungstermin: 5. Juni 2013
• Englisch
• ISBN-13: 9781118654811
• Artikelnr.: 39042086

Autorenporträt

Chris Nodder is an independent consultant with 20 years' experience working with large organizations and lean startups to make user experience central to their business strategy. He was previously a director at the prestigious Nielsen Norman Group, and a senior user researcher at Microsoft. He has an MS in Human-Computer Interaction and a BS in Psychology.

Inhaltsangabe

Foreword xi

Introduction xiii

Evil designs and their virtuous counterparts xiii

Pride 1

Misplaced pride causes cognitive dissonance 1

Provide reasons for people to use 3

Social proof: Using messages from friends to make it personal and emotional 5

Dispel doubt by repeating positive messages 7

Personal messages hit home 11

Gain public commitment to a decision 16

Change opinions by emphasizing general similarities 19

Use images of certification and endorsement 22

Closure: The appeal of completeness and desire for order 25

Help people complete a set 26

Pander to people’s desire for order 32

Manipulating pride to change beliefs 35

Sloth 39

Desire lines: From A to B with as few barriers as possible 39

Path of least resistance 41

Reduced options and smart defaults smooth the decision process 44

Provide fewer options 45

Pre-pick your preferred option 50

Make options hard to find or understand 53

Negative options: Don’t not sign up! 56

Sloth: Is it worth the effort? 64

Gluttony 67

Deserving our rewards 67

Make customers work for a reward 69

Consider a small reward rather than a big one 72

Hide the math 75

Show the problems 78

Escalating commitment: foot-in-the-door, door-in-the-face 84

Foot-in-the-door 84

Door-in-the-face 87

Present hard decisions only after investment 90

Invoking gluttony with scarcity and loss aversion 93

The Tom Sawyer effect 93

Instill doubt to prevent cancellations 96

Impatience leads to compliance 99

Self-control: Gluttony’s nemesis 101

Anger 103

Avoiding anger 104

Use humor to deflect anger 104

Avoid overt anger with a slippery slope 107

Use metaphysical arguments to beat opponents 112

Embracing anger 117

Use anonymity to encourage repressed behaviors 119

Give people permission 124

Scare people (if you have the solution) 129

Using anger safely in your products 134

Envy 137

Manufacturing envy through desire and aspiration 138

Create desirability to produce envy 138

Create something aspirational 140

Make people feel ownership before they’ve bought 145

Status envy: demonstrating achievement and importance 150

Create status differences to drive behavior 151

Emphasize achievement as a form of status 154

Encourage payment as an alternative to achievement 156

Let users advertise their status 159

Let people feel important 161

Manufacturing and maintaining envy in your products 166

Lust 169

Creating lust: Using emotion to shape behavior 169

Say “I love you” 170

Be the second best 174

Frame your message as a question 178

Create an in-group 182

Controlling lust: Using desire to get a commitment 185

Give something to get something 186

Make something free 190

Sell the intangible value 195

Make a request in order to be seen more favorably 198

Lustful behavior 201

Greed 203

Learning from casinos: Luck, probability, and partial reinforcement schedules 204

Use a partial reinforcement schedule 208

Make it into a game 211

Customers should “win” rather than “finish” or “buy” 214

Further inflate people’s (already overconfident) feelings of skill and mastery 217

Make rewards seem due to skill, not luck 221

Create a walled garden 225

Anchoring and arbitrary coherence 227

Own the anchor 229

Move from money to tokens 233

Encourage breakage 236

Make it expensive 238

Show your second-best option first 240

Break coherence to justify prices 243

Feeling greedy? 246

Evil by Design 249

Should you feel bad about deception? 250

Should you feel bad about using the principles in this book? 254

Be purposefully persuasive 258

The Persuasive Patterns Game 259

References 269

Index 297

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Foreword xi
Introduction xiii
Evil designs and their virtuous counterparts xiii
Pride 1
Misplaced pride causes cognitive dissonance 1
Provide reasons for people to use 3
Social proof: Using messages from friends to make it personal and emotional
5
Dispel doubt by repeating positive messages 7
Personal messages hit home 11
Gain public commitment to a decision 16
Change opinions by emphasizing general similarities 19
Use images of certification and endorsement 22
Closure: The appeal of completeness and desire for order 25
Help people complete a set 26
Pander to people's desire for order 32
Manipulating pride to change beliefs 35
Sloth 39
Desire lines: From A to B with as few barriers as possible 39
Path of least resistance 41
Reduced options and smart defaults smooth the decision process 44
Provide fewer options 45
Pre-pick your preferred option 50
Make options hard to find or understand 53
Negative options: Don't not sign up! 56
Sloth: Is it worth the effort? 64
Gluttony 67
Deserving our rewards 67
Make customers work for a reward 69
Consider a small reward rather than a big one 72
Hide the math 75
Show the problems 78
Escalating commitment: foot-in-the-door, door-in-the-face 84
Foot-in-the-door 84
Door-in-the-face 87
Present hard decisions only after investment 90
Invoking gluttony with scarcity and loss aversion 93
The Tom Sawyer effect 93
Instill doubt to prevent cancellations 96
Impatience leads to compliance 99
Self-control: Gluttony's nemesis 101
Anger 103
Avoiding anger 104
Use humor to deflect anger 104
Avoid overt anger with a slippery slope 107
Use metaphysical arguments to beat opponents 112
Embracing anger 117
Use anonymity to encourage repressed behaviors 119
Give people permission 124
Scare people (if you have the solution) 129
Using anger safely in your products 134
Envy 137
Manufacturing envy through desire and aspiration 138
Create desirability to produce envy 138
Create something aspirational 140
Make people feel ownership before they've bought 145
Status envy: demonstrating achievement and importance 150
Create status differences to drive behavior 151
Emphasize achievement as a form of status 154
Encourage payment as an alternative to achievement 156
Let users advertise their status 159
Let people feel important 161
Manufacturing and maintaining envy in your products 166
Lust 169
Creating lust: Using emotion to shape behavior 169
Say "I love you" 170
Be the second best 174
Frame your message as a question 178
Create an in-group 182
Controlling lust: Using desire to get a commitment 185
Give something to get something 186
Make something free 190
Sell the intangible value 195
Make a request in order to be seen more favorably 198
Lustful behavior 201
Greed 203
Learning from casinos: Luck, probability, and partial reinforcement
schedules 204
Use a partial reinforcement schedule 208
Make it into a game 211
Customers should "win" rather than "finish" or "buy" 214
Further inflate people's (already overconfident) feelings of skill and
mastery 217
Make rewards seem due to skill, not luck 221
Create a walled garden 225
Anchoring and arbitrary coherence 227
Own the anchor 229
Move from money to tokens 233
Encourage breakage 236
Make it expensive 238
Show your second-best option first 240
Break coherence to justify prices 243
Feeling greedy? 246
Evil by Design 249
Should you feel bad about deception? 250
Should you feel bad about using the principles in this book? 254
Be purposefully persuasive 258
The Persuasive Patterns Game 259
References 269
Index 297