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How to win customers and influence people: Ameliorating the barriers to inducing behavioural change

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  • Brendan Markey-Towler

    (Australian Institute for Business and Economics (AIBE), School of Economics, The University of Queensland, Australia)

Abstract

Behavioural economics is always ultimately about behavioural change. Why behaviour is different to what we might expect/want and how it might change as the decision context does. Typically we focus on the sufficient conditions for behavioural change in isolation ceteris paribus. Here we take a different perspective and identify, using a model of the psychology of economic behaviour developed at the University of Queensland, the various necessary conditions for behavioural change. We arrive at a "checklist" of sorts of barriers which need be removed for behavioural change to occur, and suggestions about how they may so be.

Suggested Citation

  • Brendan Markey-Towler, 2017. "How to win customers and influence people: Ameliorating the barriers to inducing behavioural change," Journal of Behavioral Economics for Policy, Society for the Advancement of Behavioral Economics (SABE), vol. 1(S), pages 27-32, November.
    • Handle: RePEc:beh:jbepv1:v:1:y:2017:i:s:p:27-32
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    1. Brendan Markey-Towler, 2018. "Salience, chains and anchoring. Reducing complexity and enhancing the practicality of behavioural economics," Journal of Behavioral Economics for Policy, Society for the Advancement of Behavioral Economics (SABE), vol. 2(1), pages 83-90, March.
    2. Brendan Markey‐Towler, 2019. "The New Microeconomics: A Psychological, Institutional, and Evolutionary Paradigm with Neoclassical Economics as a Special Case," American Journal of Economics and Sociology, Wiley Blackwell, vol. 78(1), pages 95-135, January.

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