The Ostrich Effect - B2B Marketingmrkto.b2bmarketing.net/rs/085-VAB-435/images/1.35...Radley Yeldar...
Transcript of The Ostrich Effect - B2B Marketingmrkto.b2bmarketing.net/rs/085-VAB-435/images/1.35...Radley Yeldar...
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The Ostrich EffectThe science of customer journey mapping:
ten behavioural biases that get in the way of improving your customer experience.
@cam_gunn
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We’re Radley Yeldar.We’re here to help inspire change
through standout work.
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Campaigns+
Content
Connected Experiences
Platforms+ Tools
We build connected experiences
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You know this scene…
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What is messing up customer journey mapping?“
“
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People are irrational.
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Cognitive bias codex
The Cognitive Bias Codex – 180+ biases, designed by John Manoogian III. Creative Commons.
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1Research
2Collaborate
3Make
decisions
Impact on customer journey mapping
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Ten behavioural biases that mess with your customer
journey mapping.
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1. Confirmation bias
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1. Confirmation biasWe tend to seek information
that confirms rather than contradicts our view.
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We'll always find what we want
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Try to prove yourself wrong.
Customer journey mapping tips
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2. Authority bias
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2. Authority biasThe tendency to attribute greater
accuracy to the opinion of an authority figure.
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Create conditions so a variety of customers and colleagues can
meaningfully contribute.
Customer journey mapping tips
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3. Dunning–Kruger effect
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3. Dunning–Kruger effectThe tendency for unskilled
individuals to overestimate their own ability, and the tendency for experts to underestimate
their own ability.
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Give experts a defined and recognised role in the process.
Customer journey mapping tips
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4. Information bias
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4. Information biasThe tendency to seek
information even when it cannot affect action.
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The Deciding Factor: Big Data & Decision Making
Business Analytics The way we see it
Written by
Data analytics can work wonders. Highly data-
driven organizations are three times more likely
to report significant improvement in decision-
making, according to PwC research.1 Yet, 62% of
executives still rely more on experience and advice
than data to make decisions.2
PublishedSeptember 2016
TopicsMeasurement, Advertising
From Insight to Action: How Data-Driven Marketing Is Supporting Big Decisions
Data-driven decision making...
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Don't drown in data.Add restrictions to research
phases of your process.
Customer journey mapping tips
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5. Bandwagon Effect
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5. Bandwagon EffectThe tendency to base actions
and beliefs on what others do or believe.
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It's coming home...
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Ask open questions when you feel people are avoiding conflict.
Customer journey mapping tips
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6. Not invented here bias
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6. Not invented here biasTendency to dismiss the ideas,
research or knowledge developed outside a group.
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Does your business insist on “home-grown” innovation when far more promising options lie
beyond the firm?
“ “Ask yourself this...
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Be clear about the role and value of third-party experts
from the outset.
Customer journey mapping tips
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7. Shared information bias
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7. Shared information biasThe tendency for group members
to spend more time and energy discussing information that all
members are already familiar with.
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When group members are motivated by a desire to reach closure, their bias for
discussing shared information is stronger. However, if members are concerned with
making the best decision possible, this bias becomes less salient.
“ “Postmes, T., Spears, R., & Cihangir, S. (2001). Quality of Decision Making and Group Norms. Journal of Personality and Social Psychology, 80, 918-930
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Ensure your process includes ample time to discuss decisions,
as well as review research.
Customer journey mapping tips
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8. Framing effect
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8. Framing effectDrawing different conclusions from the same information, depending on how that information is presented.
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97% fat freeorJust 3% fat
Which would work better?
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Agree and standardise how you present customer research.
Customer journey mapping tips
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9. Primacy/ Recency effect
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9. Primacy/Recency effectThat items near the end of a
sequence are the easiest to recall, followed by the items at the
beginning of a sequence.
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Don't discount the middle – log, recap, review, discuss.
Customer journey mapping tips
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10. Selective perception
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10. Selective perceptionThe tendency for expectations
to affect perception.
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The negative impact of a poor customer experience can be twice as large as the impact
of a great one.
CX is about protecting revenue...
"Zone of Tolerance Moderates the Service-quality Outcome Relationship" by Kenneth B. Yapp and Jillian C. Sweeney, Journal of Services Marketing, Vol. 21. No. 2, 2007.
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1. Confirmation bias
2. Authority bias
3. Dunning-Kruger effect
4. Information bias
5. Bandwagon effect
6. Not invented here bias
7. Shared information bias
8. Framing effect
9. Primacy/Recency effect
10. Selective perception
Our ten behavioural biases
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5 tips for avoiding bias:
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Tips for avoiding bias
1. Be clear
2. Follow a process
3. Observe, then ask
4. Self awareness
5. Give yourself a break
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Embrace the opportunity.
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Let’s chatFree discussion about your customer
journey mapping process
What next…
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Thank you.Cameron Gunn
Customer Experience Director [email protected] 020 7033 0700