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The Next Big Idea

PERSUASION: How to Change People’s Minds

The Next Big Idea

Next Big Idea Club

Social Sciences, Society & Culture, Education, Science

4.41.3K Ratings

🗓️ 28 July 2020

⏱️ 47 minutes

🧾️ Download transcript

Summary

Businesses want people to buy their products. Parents want their kids to eat their vegetables. We all want to convince someone to do something. So we push and we prod – but often to no avail. Wharton marketing professor Jonah Berger says there’s a better way. In this high-speed conversation with Rufus, he lays out his formula for removing barriers to change.

Transcript

Click on a timestamp to play from that location

0:00.0

Two women stand at the edge of a busy street in Bangkok, Thailand.

0:12.0

They're office workers and they've come outside edge of a busy street in Bangkok, Thailand.

0:13.0

They're office workers and they've come outside for a chat and a smoke.

0:18.0

Not far away, a young man and woman talk under a shade tree near a row of parked cars. They're also taking a smoke break.

0:27.6

On an office building terrace, a long-haired man and a loose t-shirt leans on the rail and takes a deep drag on his cigarette.

0:36.5

It's 2012 and this is a common sight around the city. For the past 70 years the Thai

0:41.6

government has been battling the tobacco industry.

0:44.0

They've imposed heavy taxes on cigarettes and banned advertising.

0:48.0

They prohibited sales to anyone under 18.

0:50.0

They've made it illegal to smoke outside designated areas.

0:54.0

Every pack so old in the country is plastered with health warnings

0:57.0

with gruesome photos of blackened lungs and rotten teeth.

1:01.0

Surveys show that 97% of Thai adults know that smoking causes serious illness.

1:06.0

Still, more than one in five of them smoke.

1:10.0

Enter the smoking kid.

1:13.0

A skinny boy in a black t-shirt approaches two men smoking on a busy sidewalk.

1:20.0

He's maybe nine years old and he holds an unlit cigarette between his

1:24.2

fingers. Can I get a light? he asks. The men say no of course not you know it's bad

1:29.8

for you right? Smoking causes lung cancer and emphysema. Meanwhile, a little girl with pigtails

1:35.7

walks up to a pair of smoking women. She also holds up a cigarette and asks for a light.

1:41.2

Again, no dice. Don't you know smoking is bad for you, they tell her.

1:45.0

If you get cancer, they drill a hole in your throat.

...

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