My friend told me the other day that she is really angry about the destruction of the Indonesian rainforest by palm oil producers. “It’s a shame! All these poor animals that die just because people want to buy highly processed food that is full of palm oil. It makes me sad!”
The following morning, I saw her prepare breakfast and she layered a nice sandwich with chocolate paste (which is full of palm oil).
Another friend (who is a diplomat) told me that she was very happy to go on a cruise with other diplomats to an island that was endangered by climate change. There, she would join a conference to discuss ways on how to mitigate climate change. She was well aware that cruise travel is highly contributing to climate change, but it did not seem to matter.
How come we are all so hypocrite sometimes? How come my friend wants to save the world’s forests by not eating palm oil products, but then cannot help herself to really really want to eat that processed chocolate bar (with a lots of palm oil in it)? What’s wrong with us? Let’s find out and maybe even find a few Octalysis angles!
Successful Irrational Beings by design?
We know now that we are highly irrational in our behavior and seemingly not completely in charge of what we want and need. Leading psychologists, like Benjamin Libet (https://en.wikipedia.org/wiki/Benjamin_Libet) maintain that we actually do not have free will. We only have free wont: the power to consciously not do things that we unconsciously want to do.
Great, so we are irrational weirdo’s? Surely there is more sense that we can make out of our brains? Isn’t there a very rational reason behind all this rationality? How can Homo Sapiens have become arguably the most successful creature ever and be an illogical being? Man cannot become the Top Dog on this planet by being mainly plain stupid and designed badly. Right?
Many of our decision biases, errors, and misjudgments might actually not be design flaws; instead, they may be great design features that have brought us where we are today. Moreover, our biases and inconsistencies may exist because we do not have one super brain that calculates a net motivation balance and then acts on it. Rather, our brain is fragmented in different components, all with different purposes and different time objectives. Some of these work together and some of these don’t. It explains our inconsistencies and biases and it explains why these biases are so important for us.
So why is this important? Well, once we accept the fact that we do not have one big centrally guided brain, but possess merely a collection of semi-independent parts, it becomes much easier to understand why people can be motivated simultaneously by, for example, Epic Meaning and Calling as well as Scarcity and Impatience. Or why we really want that last brownie in the shop now, while simultaneously are struggling to save every penny we can spare for a pilgrimage to Jerusalem or Mecca. Also it makes it easier to know how certain design can empower certain motivation, while keeping other motivation “down” (even if they exist at the same time in our brains).
The Brain’s priorities
Lots has been written about the factors that determine what we find important in life. Maslow’s Hierarchy of Needs has become well known for detailing what humans think they need and in what order. According to Maslow we desire to fulfill in order: Physiological needs; Safety needs; Love and belonging; Esteem; Self-actualization and Self-Transcendence.
Deci and others have taken another angle and looked at needs that all human beings share. Their Self Determination Theory states that Autonomy, Competence and Relatedness are needs that are priorities for humans.
The Octalysis Framework has folded the analysis of what motivates us in a coherent framework. The 8 Core Drives for motivation show us what human core drives need to be present for any motivation to exist. If none of these Core Drives are present, there is no motivation and no behavior happens.
But the problem with motivation is that it is not a black and white picture: we are motivated by different needs at the same time. Maslow’s hierarchy nor the Self-Determination Theory cannot explain why some poor people without housing use their money for alcohol, rather than improve their house for example. This is where the concept of the Elemental Brain comes in.
The Elemental Brain
Most people that think about their brain, think of it is as one unit that weighs options, needs and wants and then somehow autonomously makes the decision on whether to act or not. Some of us have accepted that sometimes we do or think things subconsciously and against our, what we then call “Self Interest”. But we still feel that The Brain is in power.
The problem with this thinking is that if The Brain makes these weighted decisions, what or who does the weighing and who is in charge? And if there is something in charge, what steers that something? Also, what is “doing things against our Self Interest”? Surely everything we do is for some reason or another? Isn’t eating that extra chocolate bar also in my Self Interest? Doesn’t it also fulfill a need that my Self, or should we say our Selves, has identified?
More and more it is clear that there isn’t a Something or Self that is making our decisions. Rather there are most likely different, often competing, parts of our brain that want different things at the same time. Sometimes these parts communicate with each other and sometimes they don’t. Sometimes their ‘wants’ get resolved and sometimes they co-exist.
In this way, Martin Luther King was known to have various mistresses, but at the same time he preached family values and sexual restraint. Obviously some elements did not resolve their differences…
In the same vein, there are elements in your brain that are responsible for communicating with the world around you (what Robert Kutzban in “Why Everyone (Else) Is a Hypocrite” calls your ‘Press Secretary’). Their role is to show to your friends and family that you are complying or even excelling to actions, norms and values that connect you to the group or groups you are part of.
So one part of your brain may want to “do” one thing, and another part may make you feel that you want to do the opposite, but meanwhile you tell your colleagues that you will actually do something else. An example: I tell my colleagues that I will work hard on my tasks in the weekend. Another part of my brain makes me feel that I should mow the lawn. What I do in the weekend is play games instead. All motivations exist at the same time, yet only one wins out over the others.
Designing to catch the elements
In Octalysis Design we use our knowledge of elementary motivation to create experiences that appeal to the users’ brain components that we want to be in charge. We know that motivation is a function of:
• Environment: the way we design the user experience determines a large part of the motivation we create. By tweaking our designs to either more short term oriented brain elements or rather long term elements, we will get a very different motivational outcome.
• History: we all carry a history of how we have been raised, what we have experienced before and how we always do things. Often you do not want to do new things because of this Status Quo Sloth situation (Octalysis Core Drive 8: Loss and Avoidance). At the same time once we have done the “new thing” a number of times, it becomes a habit and it can supercede our previous habits.
• State: the way you ‘feel’ determines what elements are more dominant. We know for example that ovulating women tend to have more affairs. And when you are hungry (or see pictures of yummy food that is out of reach) or stressed you often take more short term extrinsically motivated paths.
As you can see this goes further than determining a Player Type to see what “person” you have to design for. Johnny is not just an Explorer or Killer. In fact he can be both. He may be a “socializer” at work in between colleagues, a competitive “killer” at home and an explorer during his nature walks. The way we design and what state we can bring people in through our designs has a major impact on how the Player Type evolves along the way!
To conclude: there is a lot more fragmentation in our brains than we know. This makes that people can be seen as hypocrite or even weak. But in a sense, we are all hypocrites. Even the most distinguished people have contradictions in their behavior, even flagrant ones (as the abuse in certain religious institutions has shown us).
These kinds of excesses are awful and cannot be condoned. But they also have a positive flipside: you don’t have to be so hard on yourself the next time that you break your good intentions. It is part of human nature. More importantly: don’t be so hard on others whenever you feel they are hypocrite. You now know that all human beings are hypocrite sometimes.
From a design perspective, our insights into how our fragmented brains really work helps us designing better for really engaging experiences through Octalysis. This is what we do at The Octalysis Group, day-in and day-out. If you want our help in designing high quality design for your product, company or organization, contact us: