Actionable Gamification
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111Robert Cialdini. Influence: Science and Practice. 5th Edition. P64. Pearson Education. Boston, MA. ↩
112Stephanie Brown, Terrilee Asher and Robert Cialdini. Journal of Research in Personality, 39:517-33. “Evidence of a positive relationship between age and preference for consistency”. 2005.↩
113Brett Pelham, Matthew Mirenberg, and John Jones. *Journal of Personality and Social Psychology, 82:469-87. “Why Susie sells seashells by the seashore: Implicit egotism and major life decisions”. 2002.↩
114Noah Goldstein, Steve Martin, and Robert Cialdini. Yes! 50 Scientifically Proven Ways to Be Persuasive. P129. Simon & Schuster. New York, NY. 2010.↩
115John Jones, Brett Pelham, Mauricio Carvallo, and Matthew Mirenberg. Journal of Personality and Social Psychology, 87:665-83. “How do I love thee? Let me count the Js: Implicit egotism and interpersonal attraction”. 2004.↩
116Miguel Brendl, Amitava Chattopadyay, Brett Pelham, and Mauricio Carvallo. *Journal of Consumer Research, 32:405-15. “Name letter branding: Valence transfer when product specific needs are active”. 2005.↩
117Dan Ariely. Predictably Irrational. P39. Harper Perennial. New York, NY. 2010.↩
118Robert Knox and James Inkster. *Journal of Experimental Social Psychology, 9, 551-562. “Postdecisional dissonance at post time”. 1968.↩
119Jonathan Freedman and Scott Fraser. Journal of personality and Social Psychology, 4, 195-203. “Compliance without pressure: The foot-in-the-door technique”. 1966.↩
120Repetition priming refers to the effect when our brains believe something is desirable simply because it was repeated to us many times in the past, hence cognitively easy to process.↩
121Robert Cialdini. Influence: Science and Practice. 5th Edition. P62. Pearson Education. Boston, MA. 08/08/2008. ↩
122Morton Deutsch and Harold Gerard. Journal of Abnormal and Social Psychology, 51, 629-636. “A study of normative and informational social influences upon individual judgement. 1955.↩
123Robert Cialdini. Influence: Science and Practice. 5th Edition. P60. Pearson Education. Boston, MA. 08/08/2008.↩
124Noah Goldstein, Steve Martin, and Robert Cialdini. Yes! 50 Scientifically Proven Ways to Be Persuasive. P74. Simon & Schuster. New York, NY. 2010.↩
125Robert Cialdini. Influence: Science and Practice. 5th Edition. P70. Pearson Education. Boston, MA. 08/08/2008.↩
126Michael Norton, Daniel Mochon, and Dan Ariely. “The IKEA effect: When labor leads to love”. Journal of Consumer Psychology 22 (3): 453–460.↩
127Dan Ariely. Predictably Irrational. P175. Harper Perennial. New York, NY. 2010.↩
128McDonald’s Monopoly Website: http://winners.playatmcd.com↩
129Robert Zajonc, *Journal of Personality and Social Psychology 9: 1-27. “Attitudinal Effects of Mere Exposure”. 1968.↩
130Google Analytics platform website: google.com/analytics↩
131Amazon Recommendation Customization Help Page: http://www.yukaichou.com/AmazonRecommendation↩
132Danny Sullivan. Search Engine Land.”Google Now Personalizes Everyones Search Results”. 12/04/2009.↩
133Mario Aguilar. Gizmodo. “Facebook now shows you personalized trending topics in your News Feeds”. 01/16/2014.↩
134Anthony Ha. TechCrunch.”Netflix’s Neil Hunt Says Personalized Recommendations Will Replace The Navigation Grid”. 05/19/2014. ↩
135Parallel Kingdom Website: parallelkingdom.com↩
136“The Crying Indian,” from Keep America Beautiful by Advertising Council: http://www.yukaichou.com/KeepAmericaBeautiful↩
137Noah Goldstein, Steve Martin, and Robert Cialdini. Yes! 50 Scientifically Proven Ways to Be Persuasive. P20. Simon & Schuster. New York, NY. 2010.↩
138Noah Goldstein, Steve Martin, and Robert Cialdini. Yes! 50 Scientifically Proven Ways to Be Persuasive. P22. Simon & Schuster. New York, NY. 2010.↩
139The famous Stanford Prison Experiment suggests that anyone could potentially behave like a Nazi in given circumstances:http://www.yukaichou.com/StanfordPrison↩
140The mass suicide project known as Jonestown: http://www.yukaichou.com/Jonestown↩
141Patricia Cross. New Directions for Higher Education. 17: 1–15. “Not can but will college teachers be improved?”. 1977.↩
142Ezra Zuckerman. Stanford GSB Reporter. April 24, P14–5. “It’s Academic.” 2000.↩
143” Suls, J.; K. Lemos, H.L. Stewart (2002). “Self-esteem, construal, and comparisons with the self, friends and peers”. Journal of Personality and Social Psychology (American Psychological Association) 82 (2): 252–261↩
144Noah Goldstein, Steve Martin, and Robert Cialdini. Yes! 50 Scientifically Proven Ways to Be Persuasive. P16. Simon & Schuster. New York, NY. 2010.↩
145Stephanie Simon. The Wall Street Journal.”The Secret to Turning Consumers Green”. 10/18/2010.↩
146Mario Herger. Enterprise Gamification. P195. EGC Media. San Bernardino, CA. 07/24/2014. ↩
147Tom Lyons. Strauss, Factor, Laing & Lyons. “What Wins Basketball Games Review of ‘Basketball on Paper: Rules and Tools for Performance Analysis’ By Dean Oliver”. 2005. Accessed 04/01/2015.↩
148Vanity Fair. “Microsoft’s Downfall: Inside the Executive E-mails and Cannibalistic Culture That Felled a Tech Giant”. 07/03/2012.↩
149Peter Cohan. Forbes. “Why Stack Ranking Worked Better at GE Than Microsoft”. 7/13/2012.↩
150Mario Herger. Enterprise Gamification. P200-201. EGC Media. San Bernardino, CA. 07/24/2014. ↩
151Yuri Hanin. European Yearbook of Sport Psychology, 1, 29-72. “Emotions and athletic performance: Individual zones of optimal functioning model”.1997.↩
152Dean Takahashi. VentureBeat. “Imangi’s Temple Run sprints into virtual reality on the Samsung Gear”. 2014/12/23.↩
153World of Warcraft Website: http://us.battle.net/wow↩
154Groupon Website: groupon.com↩
155Market Watch. Stock Profile: Groupon. Accessed 1/18/2015.↩
156oPower.com Press Release. “Opower Wins WWF Green Game-Changes Innovation of the Year Award”. 07/04/2013.↩
157Wikipedia Entry: “oPower”: http://en.wikipedia.org/wiki/Opower. Accessed 1/18/2015.↩
158Battle Camp Website: pennypop.com/↩
159Octalysis Explorers Facebook Group: https://www.facebook.com/groups/octalysis↩
160Wikipedia Entry “Cartmanland”: http://en.wikipedia.org/wiki/Cartmanland. Accessed 1/19/2015.↩
161Up in the Air Official Website: theupintheairmovie.com↩
162Stephen Worchel, Jerry Lee, and Akanbi Adewole. Journal of Personality and Social Psychology, Vol 32(5),906-914. “Effects of supply and demand on ratings of object value”. 11/1975.↩
163The discerning Octalyst may identify that there is a heavy focus of Black Hat Core Drives here. We will return to why sales and closing deals mostly appeals to Black Hat Core Drives, while workplace motivation mostly appeals to White Hat Core Drives in Chapter 14.↩
164Oren Klaff. Pitch Anything. P64. 1 edition. McGraw-Hill. 02/16/2011.↩
165Noah Goldstein, Steve Martin, and Robert Cialdini. Yes! 50 Scientifically Proven Ways to Be Persuasive. P9. Simon & Schuster. New York, NY. 2010.↩
166E. Roy Weintraub. The Concise Encyclopedia Of Economics. Neoclassical Economics. 2007.↩
167Robert Cialdini. Influence: Science and Practice. 5th Edition. P2. Pearson Education. Boston, MA. 08/08/2008.↩
168Daniel Kahneman. *Thinking, Fast and Slow.” P41. Farrar, Straus and Giroux. New York, NY. 2013.↩
169Wikipedia Entry, “Mihaly Csikszentmihalyi”: http://en.wikipedia.org/wiki/Mihaly_Csikszentmihalyi. Accessed 1/20/2015.↩
170Brian Wansink. Mindless Eating: Why We Eat More Than We Think. Bantam. 10/17/2006.↩
171Seth Priebatsch. TEDx Boston. “Game Layer on top of our world”. 07/2010.↩
172Nir Eyal. Hooked. Kindle Version v 1.0. Chapter 2: Trigger. 2014.↩
173MarketWatch. “Candy Crush Maker Reports
Lower Revenue Earnings”. 11/06/2014.↩
174Image by Shamus from http://www.shamusyoung.com/twentysidedtale/?p=8660.↩
175Daniel Cooper. Engadget. “Sony’s Evolution UI tries to make learning Android fun”. 04/30/2014.↩
176My Blog: YukaiChou.com↩
177Daniel Kahneman. *Thinking, Fast and Slow.” P20. Farrar, Straus and Giroux. New York, NY. 2013.↩
178Oren Klaff. Pitch Anything. 1 Edition. McGraw-Hill. 02/16/2011.↩
179Jesse Schell.The Art of Game Design. P26. CRC Press. Boca Rato, FL. 2008.↩
180Max Seidman. Most Dangerous Game Design. “The Psychology of Rewards in Games”. Access 01/25/2015.↩
181Image from http://www.mostdangerousgamedesign.com/2013/08/the-psychology-of-rewards-in-games.html↩
182Image from http://www.mostdangerousgamedesign.com/2013/08/the-psychology-of-rewards-in-games.html↩
183Krista Bunskoek. Wishpond Blog. “10 Amazing Examples of Branded Facebook Contests Done Right. Access 1/25/2014.↩
184PR Newswire. Press Release: “Eggo Sparks Kitchen Creativity With Eight Weeks Of Waffle Wednesdays”. 09/10/2013.↩
185Jennifer Powell. Business2Community.com. “The Art of Crafting Engaging Social Media Contests”. 1/13/2014.↩
186Krista Bunskoek. Wishpond Blog. “10 Amazing Examples of Branded Facebook Contests Done Right. Access 1/25/2014.↩
187Branding Magazine. “‘Chok’ With Coca-Cola”. 12/12/2011.↩
188In viral marketing, the K-factor can be used to describe the growth rate of a product based on how many users invite other users. The formula is k = i * c, where i is the number of invites sent by each customer, and c is the percent conversion of each invite. A K-factor of over 1 indicates viral growth.↩
189Ariana Arghandewal. “Are You Playing the LaQuinta Play & Stay Game?”. 12/13/2013.↩
190Christian Briggs. SociaLens. “BlendTec Will It Blend? Viral Video Case Study”. 01/2009.↩
191Adam Kleinberg. iMedia Connection. “Case study: A Facebook campaign that connected”. 05/29/2009.↩
192David Vise & Mark Malseed. The Google Story. p94. Random House, New York, New York. 2005.↩
193Nicholas Carlson. Gawker. ““I’m feeling lucky” button costs Google $110 million per year”. 11/20/2007.↩
194Sam Laird. Mashable. “Google’s ‘I’m Feeling Lucky’ Button Has a Cool New Trick”. 8/24/2012.↩
195BiomedGirl Blog. “Woot and the Bag of Crap: How I got one”. 04/01/2011.↩
196Wikipedia Entry, “White Elephant Gift Exchange”: http://www.yukaichou.com/WhiteElephant↩
197Mystery Box Shop Website: http://www.mysteryboxshop.com↩
198Bob Brooks. PrudmentMoney.com. “Chase Picks Up The Tab By Sticking It To The Retailer”. Accessed 1/25/2015.↩
199Harrison Weber. Venture Beat. “How a Relaunch Saved Foursquare from Certain Death”. 08/10/2014.↩
200Mario Herger. Enterprise Gamification. P94. EGC Media. San Bernardino, CA. 07/24/2014. ↩
201Adam Piore. Nautilus. “Why we keep playing the lottery”. 08/01/2013.↩
202Seok Hwai, Lee. Straits Times. p. B1. “Odds of a jackpot hit just got better”. 08/06/2010.↩
203Taipei Times. “Electronic receipts set to begin a trial run at select stores”. 12/19/2010.↩
204YukaiChou.com/Video-Guide↩
205Not everyone knows the rules of poker, but hopefully the text within is descriptive enough. For the full rules of Texas Hold’em Poker, visit: http://www.yukaichou.com/PokerRules↩
206Daniel Kahneman and Amos Tversky. Econometrica, 47:263-91.* “Prospect Theory: an analysis of decision under risk”. 1979.↩
207Richard Thaler, and Cass Sunstein. Nudge: Improving Decisions about Health, Wealth, and Happiness. New Haven, CT: Yale University Press. 02/24/2009.↩
208Gary Belsky and Thomas Gilovich. Why Smart People Make Big Money Mistakes - and How to Correct Them. Simon & Schuster, New York. 01/12/2010.↩
209Daniel Kahneman. *Thinking, Fast and Slow.” P284. Farrar, Straus and Giroux. New York, NY. 2013.↩
210An example would be the German billionaire Adolf Merckle who committed suicide after his wealth dropped from £8.5 billion to £6 billion.↩
211Howard Leventhal, Robert Singer, and Susan Jones. Journal of Personality and Social Psychology, 2:20-29. “Effects of fear and specificity of recommendation upon attitudes and behavior”. 1965.↩
212The original quote is: “The only thing we have to fear is fear itself.”↩
213Noah Goldstein, Steve Martin, and Robert Cialdini. Yes! 50 Scientifically Proven Ways to Be Persuasive. P44. Simon & Schuster. New York, NY. 2010.↩
214An interesting side story: many years ago, my wife worked at a large financial institution. After continuously exceeding her targets, she asked her manager if she could get a raise. The manager nonchalantly said, “Come back if you can prove that other companies are willing to pay you more.” Feeling unappreciated, my wife quickly found an offer that was 40% higher than her pay at the time, and as you might expect, never went back to that manager. ↩
215Douglas McIntyre. DailyFinance.com. “The 10 Most Infamous Family Inheritance Feuds”. 06/06/2011.http://www.dailyfinance.com/2011/06/06/the-10-most-infamous-family-inheritance-feuds↩
216Nir Eyal. Hooked. Kindle Version v 1.0. 2014.↩
217Jay Elliot and William Simon. The Steve Jobs Way. P90-91. Vanguard Press. 03/08/2011.↩
218Johan Huizinga. Homo Ludens; A Study of the Play-Element in Culture. Beacon Press, Boston, MA. 1955.↩
219Adam Piore. Nautil.us. “Why We Keep Playing the Lottery”. 08/01/2013.↩
220Adam Piore. Nautil.us. “Why We Keep Playing the Lottery”. 08/01/2013.](http://nautil.us/issue/4/the-unlikely/why-we-keep-playing-the-lottery)↩
221Daniel Kahneman. *Thinking, Fast and Slow.” P317. Farrar, Straus and Giroux. New York, NY. 2013.↩
222This is an actual example of a designed experience. For those hardcore Octalysis Learners out there, see if you can envision how these effects might take place from a specific set of events↩
223Arnaud Chevallier. Powerful-Problem-Solving.com. “Be MECE (mutually exclusive and collectively exhaustive)”. 07/02/2010.↩
224Daniel Pink. Drive. Penguin Group, New York, NY. 2009.↩
225Daniel Pink. Drive. Pages 107 - 128. Penguin Group, New York, NY. 2009.↩
226Michael Wu. Lithium Science of Social Blog. “Intrinsic vs. Extrinsic Rewards (and Their Differences from Motivations)”2/18/2014.↩
227Deward L. Deci. Journal of Personality and Social Psychology 18: 114. “Effects of Externally Mediated Rewards on Intrinsic Motivation.” 1971.↩
228Mark Lepper, David Greene, and Robert Nisbett. Journal of Personality and Social Psychology 28, no. 1. P129-137. “Undermining Children’s Intrinsic Interest with Extrinsic Rewards: A Test of the ‘Overjustification’ Hypothesis”. 1973.↩
229Dan Ariely, Uri Gneezy, George Lowenstein, and Nina Mazar. Federal Reserve Bank of Boston Working Paper No. 05/-11. “Large Stakes and Big Mistakes”. 07/23/2005.↩
230Bernd Irlenbusch. London School of Economics and Political Science. “LSE: When Performance-Related Pay Backfires.” 06/25/2009.↩
231Dan Ariely. New York Times. “What’s the Value of a Big Bonus”. 11/20/2008.↩
232Creativity Development and Innovation for SMEs“Exercise 6: The Candle Problem”. http://icreate-project.eu/index.php?t=245↩
233Sam Glucksberg. Journal of Experimental Psychology 63. P36-41.“The Influence of Strength of Drive on Functional Fixedness and Perceptual Recognition”. 1962.↩
234Creativity Development and Innovation for SMEs“Exercise 6: The Candle Problem”. http://icreate-project.eu/index.php?t=245↩
235Creativity Development and Innovation for SMEs“Exercise 6: The Candle Problem”. http://icreate-project.eu/index.php?t=245↩
236Dan Ariely. Predictably Irrational. P76. Harper Perennial. New York, NY. 2010.↩
237Ibid
. P78-82.↩
238Dan Ariely. Predictably Irrational. P75. Harper Perennial. New York, NY. 2010.↩
239Dan Ariely. Predictably Irrational. P81. Harper Perennial. New York, NY. 2010.↩
240Nir Eyal. Hooked. Kindle Version v 1.0. 2014.↩
241Wikipedia Entry, “Mega Man”: http://www.yukaichou.com/megaman. Accessed 02/09/2015.↩