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

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.