Episode 78 Interview: Uri Gneezy, author of Mixed Signals, on why misaligned incentives backfire
In this episode we speak with Uri Gneezy, behavioural economist and professor at the Rady School of Management at UC San Diego. Uri is the author of Mixed Signals and The Why Axis. In the episode, he explores how poorly designed incentives can backfire, why intentions don’t often match outcomes and how to overcome the common pitfalls in our thinking.
Episode Highlights
Incentives often work in unexpected ways, and assumptions can backfire. Testing through A/B experiments ensures they align with goals and reveal the most effective approach.
Mental accounting shapes how we value rewards. Framing an incentive around something painful to pay for—like gas or parking—can feel more valuable than an equivalent cash amount.
Regret lotteries tap into our fear of missing out. Publicly revealing winners and showing who would have won drives participation, as people act to avoid the sting of lost opportunity.
Resources & Useful Links
See below for additional resources from this week's episode.
Keep Listening
Ep77 - Hacking the Human Mind - Book Preview: Dyson
In this episode, MichaelAaron and Richard share a sneak peek of their upcoming book Hacking the Human Mind - a field guide for using behavioral science to fuel brand growth. Then, they re-visit episode 13, which explores how Dyson turned vacuums into status symbols - and what your brand can learn from it.
ep76 - Interview: Patrick Fagan, author of Hooked, on the behavioral shortcuts that influence what we buy
We speak with behavioral scientist Patrick Fagan, author of Hooked, about what really drives consumer action. From attention-grabbing tricks to long-term habit change, we explore how data, emotion, and psychology combine to shape what people remember—and buy.
