The persuasive power of returning the favour

Ever send out a round of surveys to your customers and get anemic results? Give it another try – but this time, automatically credit each customer a small ($5) amount. Odds are your customers will feel obliged to reciprocate for the gift and be much more responsive.

Harvard Business Review – Seize the Persuasive Moment after “Thank You”

You are more likely to invite a neighbor to the party you’re hosting this weekend if they have previously invited you to one of theirs. You can be persuaded to leave the waiter a bigger tip if he places a piece of candy on the table along with your check. Fundraisers can increase the chances that you will make a contribution if they accompany their request itself with a small gift.

The principle is reciprocation: the psychological phenomenon in which we feel drawn to repay what another has provided for us first. An obvious idea, but understanding its nuances can enhance your ability to build stronger networks, create more trusting relationships, encourage long term collaboration and become more influential over others.

What is particularly fascinating about the way reciprocation works is the order of the exchange. Unlike a traditional “if you help me then I will help you” transaction, reciprocation requires us to take the lead and be the first to give in the hope that the recipient will play by the rule and respond accordingly. This isn’t as naïve as it sounds; numerous studies have in fact shown that if we give first, those we invest in will very often live up to their obligations — often even more than when we demand the initial move.

A series of studies conducted by my Yes! co-authors Robert Cialdini and Noah Goldstein show how this played out in a business setting, looking, for example, at how hotels asked customers to reuse their linens. The study showed that when guests were informed that the hotel had already made a donation to an environmental organization, those guests were 45% more likely to reuse their towels and linens. This was compared to a standard approach in which guests were told that the hotel would make a donation only if they reused their towels first. Compared to this standard incentive-based message, the”give-first” strategy resulted in a more desirable change in guests’ behavior, more environmentally protective outcomes, and increased cost savings for the hotel.

The same holds for other situations that require an element of persuasion. In another series of studies, researchers sought to persuade business executives to complete health and safety questionnaires about their organisation. They found that the inclusion of a $5 gift doubled the response rate compared to the promise of a reward of $50. Not only did the gift trump the reward in terms of response, success came at a tenth of the price.

The proven performance of protest

By way of Yves Smith’s excellent blog Naked Capitalism is this piece in yesterday’s The Independent about the power that protest still hold in today’s society.

The Independent – Johann Hari: Protest works. Just look at the proof

There is a ripple of rage spreading across Britain. It is clearer every day that the people of this country have been colossally scammed. The bankers who crashed the economy are richer and fatter than ever, on our cash. The Prime Minister who promised us before the election “we’re not talking about swingeing cuts” just imposed the worst cuts since the 1920s, condemning another million people to the dole queue.

Yet the rage is matched by a flailing sense of impotence. We are furious, but we feel there is nothing we can do. There’s a mood that we have been stitched up by forces more powerful and devious than us, and all we can do is sit back and be shafted.

This mood is wrong. It doesn’t have to be this way – if enough of us act to stop it.

[Let’s] look at a group of protesters who thought they had failed. The protests within the United States against the Vietnam War couldn’t prevent it killing three million Vietnamese and 80,000 Americans. But even in the years it was “failing”, it was achieving more than the protestors could possibly have known. In 1966, the specialists at the Pentagon went to US President Lyndon Johnson – a thug prone to threatening to “crush” entire elected governments – with a plan to end the Vietnam War: nuke the country. They “proved”, using their computer modeling, that a nuclear attack would “save lives.”

It was a plan that might well have appealed to him. But Johnson pointed out the window, towards the hoardes of protesters, and said: “I have one more problem for your computer. Will you feed into it how long it will take 500,000 angry Americans to climb the White House wall out there and lynch their President?” He knew that there would be a cost – in protest and democratic revolt – that made that cruelty too great.

Read More

Matt & Kim @ Phoenix Concert Theatre (Toronto) 2010

Photos from Christabel’s Panasonic DMC-LX3 camera from last night’s Matt & Kim concert at the Phoenix Concert Theatre in Toronto. Great show as always – though they’ve stated they’ll never again do a cover of The Final Countdown, they’ve swapped in a cover of Alice Deejay’s Better Off Alone instead!

Mass granting of privileges to a PostgreSQL user

Found this a few minutes ago and already lost the source URL. With PostgreSQL requiring you to add data manipulation privileges on a table-by-table basis, it’s handy to have a method to spit out a list of GRANT commands to run when you want to give a user a privilege across the entire database.

SELECT 'GRANT SELECT ON '||schemaname||'.'||tablename||' TO fillinusername;' 
FROM pg_tables 
WHERE schemaname IN ('fillindatabasename', 'fillinschema') 
ORDER BY schemaname, tablename; 

In the above, you need to change:

  • fillinusername: The username you wish to grant privileges to.
  • fillindatabasename: The database within which you will be granting table privileges upon.
  • fillinschema: The schema the tables are contained within (usually “public”).

This will spit out a list like:

                                  ?column?
-----------------------------------------------------------------------------
 GRANT SELECT ON fillinschema.table1 TO fillinusername;
 GRANT SELECT ON fillinschema.table2 TO fillinusername;
 GRANT SELECT ON fillinschema.table3 TO fillinusername;
 GRANT SELECT ON fillinschema.table4 TO fillinusername;
 GRANT SELECT ON fillinschema.table5 TO fillinusername;
 ...

Copy and paste that list back into PostgreSQL to execute the GRANT commands to get your user privileges set up. (If it’s a large list, output the command to a file and run them that way.)

Coming soon: A Web upon which every site has its own font

Within the next few major browser version releases, we should see the ability for websites to use custom fonts without fear of that font being “stolen” become a reality.

The Economist – Web font will flourish: True to type

WOFF (Web Open Font Format) allows designers to package fonts using either of the two major desktop formats—themselves remnants of font wars of yore—in a way approved by all major and most minor foundries. It doesn’t protect the typefaces with encryption, but with a girdle of ownership defined in clear text.

Future versions of browsers from the three groups will add full WOFF support. Apple’s Safari and its underlying WebKit rendering engine used for nearly all mobile operating systems’ browsers will adopt WOFF, as will Google Chrome and its variants. WOFF was proposed in October 2009, presented to the World Wide Web Consortium (W3C) in April 2010 by Microsoft, the Mozilla Foundation and Opera Software, and adopted as a draft in July, remarkably quickly for such an about face.

At the annual meeting of the typoscenti at the Association Typographique Internationale (ATypI) last month in Dublin, all the web font talk was about WOFF and moving forward to offer more faces, services and integration, says John Berry, the president of ATypI, and part of Mr Daniels’ typography group at Microsoft. “The floodgates have opened,” says Mr Berry. “All the font foundries and many of the designers are offering their fonts or subsets of their fonts.”

Several sites now offer a subscription-based combination of font licensing and simple JavaScript code to insert on web pages to ensure that a specified type loads on browsers—even older ones still in use. Online font services include TypeKit, Webtype, and Monotype’s Fonts.com, to name but a few. Designers don’t load the faces on their own websites, but stream them as small packages, cached by browsers, from the licence owner’s servers.

The long-term effect of the campaign for real type will be a gradual branding of sites, whether those created by talented individuals or multi-billion-dollar corporations, or based on choices in templates used in blogging and other platforms. Just as a regular reader of the print edition of this newspaper can recognise it in a flash across a room, so, too, will an online edition have the pizazz (or lack thereof) of a print publication.

Ryerson alumni discounts

Note to self: The Alumni Card & Discounts page has a boatload of useful discounts alumni of the university can take advantage of, including 20% – 30% off admission to the ROM and 10% off at SoftMoc.

The tyranny of fun at the workplace

Here’s an enjoyably curmudgeonly Schumpeter post in The Economist on the idea of fun at work gone mad.

The Economist – Down with fun

One of the many pleasures of watching “Mad Men”, a television drama about the advertising industry in the early 1960s, is examining the ways in which office life has changed over the years. One obvious change makes people feel good about themselves: they no longer treat women as second-class citizens. But the other obvious change makes them feel a bit more uneasy: they have lost the art of enjoying themselves at work.

The ad-men in those days enjoyed simple pleasures. They puffed away at their desks. They drank throughout the day. They had affairs with their colleagues. They socialised not in order to bond, but in order to get drunk.

These days many companies are obsessed with fun. Software firms in Silicon Valley have installed rock-climbing walls in their reception areas and put inflatable animals in their offices. Wal-Mart orders its cashiers to smile at all and sundry. The cult of fun has spread like some disgusting haemorrhagic disease. Acclaris, an American IT company, has a “chief fun officer”. TD Bank, the American arm of Canada’s Toronto Dominion, has a “Wow!” department that dispatches costume-clad teams to “surprise and delight” successful workers. Red Bull, a drinks firm, has installed a slide in its London office.

This cult of fun is driven by three of the most popular management fads of the moment: empowerment, engagement and creativity. Many companies pride themselves on devolving power to front-line workers. But surveys show that only 20% of workers are “fully engaged with their job”. Even fewer are creative. Managers hope that “fun” will magically make workers more engaged and creative. But the problem is that as soon as fun becomes part of a corporate strategy it ceases to be fun and becomes its opposite—at best an empty shell and at worst a tiresome imposition.

The most unpleasant thing about the fashion for fun is that it is mixed with a large dose of coercion. Companies such as Zappos don’t merely celebrate wackiness. They more or less require it. Compulsory fun is nearly always cringe-making. Twitter calls its office a “Twoffice”. Boston Pizza encourages workers to send “golden bananas” to colleagues who are “having fun while being the best”. Behind the “fun” façade there often lurks some crude management thinking: a desire to brand the company as better than its rivals, or a plan to boost productivity through team-building. Twitter even boasts that it has “worked hard to create an environment that spawns productivity and happiness”.

“Mad Men” reminds people of a world they have lost—a world where bosses did not think that “fun” was a management tool and where employees could happily quaff Scotch at noon. Cheers to that.

Don’t stretch before you exercise

To summarize: Beforehand, do slow, even movements that mimic what you’ll be doing during the workout. Afterwards some stretching won’t hurt if your aim is to increase your flexibility.

CTV News – Experts agree: Don’t stretch before you exercise

It may sound counter to everything your gym teacher or soccer coach told you, but stretching your muscles and holding them before you run (or hit the ice, the slopes, or the golf course) not only risks injury; it might actually slow you down.

Traditional stretches, like “the flamingo,” the quad stretch of standing on one leg and pulling back the other, are what fitness experts call “static” stretches. While almost all of us have done them ahead of exercising, recent research suggests such stretching before a workout can actually cause your muscles to tighten rather than relax — exactly the opposite of what you want.

What’s more, pulling and holding your muscles before you exercise causes little “micro-tears” that damage the muscle and can lead to injury.

Stretching your muscles when they’re cold is a recipe for disaster, say Lum and other fitness experts, such as Nic Martin, the fitness manager at Toronto’s Union Station GoodLife fitness club, and Jennifer Wilson, the director of personal training at GoodLife. A better idea is what’s called “dynamic stretching.” That means slow, even movements that are similar to the moves in your sport.

“It’s about mimicking the movement you’re about to perform,” Wilson says. “You just want to take your muscles, unweighted, through the range of movement that you plan to perform. You’re not holding the position; you’re just getting your body moving.”

So runners, for example, can do a dynamic warmup by simply walking for five to 10 minutes. Tennis players would rally a few balls over the net. Skiers might do a few squats.

“Doing the movement at a slower pace to allow blood to flow into the muscle, that is good preparation. Static stretching is not,” Lum says.

As for the idea that stretching before a workout can help prevent injuries? Or the belief that stretching prevents muscle soreness the nest day? Chalk those up to yet more exercise urban myths.

Experts at the U.S. Centers for Disease Control and Prevention who combed through more than 100 studies on static stretching found that people who stretched before exercise were no less likely to suffer injuries, such as a pulled muscle, than others.

And a systematic review from experts at the well-regarded Cochrane Library, that looked at how stretching before or after exercise affected muscle soreness, found consistent findings: “They showed there was minimal or no effect on the muscle soreness experienced between half a day and three days after the physical activity,” the authors concluded.

Despite static stretching’s new-found bad reputation, there is still a place for stretching, particularly if you want to become more flexible. And that place is after your workout.

“You can enhance your flexibility by stretching after your workout, when your muscles are nice and warm; that’s useful,” say Lum.

Creating a Windows Service in Visual Studio 2010

Once in a blue moon I’m tasked with a project whose requirements call for a long-running (or periodically running) application that needs little in the way of user interaction. As I’ve a small cadre of .NET developers and plenty of Windows OS surrounding me, one solution has been to implement a Windows Service.

Creating a Windows Service project in Microsoft Visual Studio 2010 takes all of three or four mouse clicks. What isn’t immediately clear, and what will serve as the topic for this entry, is:

  • How to get your Windows Service to run every X seconds/minutes/hours (on a timer)
  • How to make your Windows Service installable
  • How to read application settings from a .CONFIG file
  • How to perform real-time debugging upon your Windows Service

Excited? All right, let’s roll!

Read More

How much money makes a long commute worth it?

My personal commute horror story: The worst I’ve ever had it was my four years of study at Ryerson, where I commuted two to two-and-a-half hours – in either direction – from my parents’ place in Mississauga’s west end. For six months immediately after graduation I narrowed that down to one-and-a-half hours from Mississauga to my office on Bay Street.

I learned my lesson and moved downtown. My commute is a leisurely twenty minute walk west on King and south on Bay. Believe me, it makes a difference.

ScienceBlogs – Commuting: The Frontal Cortex

A few years ago, the Swiss economists Bruno Frey and Alois Stutzer announced the discovery of a new human foible, which they called “the commuters paradox”. They found that, when people are choosing where to live, they consistently underestimate the pain of a long commute. This leads people to mistakenly believe that the big house in the exurbs will make them happier, even though it might force them to drive an additional hour to work.

Of course, as Brooks notes, that time in traffic is torture, and the big house isn’t worth it. According to the calculations of Frey and Stutzer, a person with a one-hour commute has to earn 40 percent more money to be as satisfied with life as someone who walks to the office. Another study, led by Daniel Kahneman and the economist Alan Krueger, surveyed nine hundred working women in Texas and found that commuting was, by far, the least pleasurable part of their day.

Consider two housing options: a three bedroom apartment that is located in the middle of a city, with a ten minute commute time, or a five bedroom McMansion on the urban outskirts, with a forty-five minute commute. “People will think about this trade-off for a long time,” Dijksterhuis says. “And most them will eventually choose the large house. After all, a third bathroom or extra bedroom is very important for when grandma and grandpa come over for Christmas, whereas driving two hours each day is really not that bad.”

What’s interesting, Dijksterhuis says, is that the more time people spend deliberating, the more important that extra space becomes. They’ll imagine all sorts of scenarios (a big birthday party, Thanksgiving dinner, another child) that will turn the suburban house into an absolute necessity. The pain of a lengthy commute, meanwhile, will seem less and less significant, at least when compared to the allure of an extra bathroom.

But, as Dijksterhuis points out, that reasoning process is exactly backwards: “The additional bathroom is a completely superfluous asset for at least 362 or 363 days each year, whereas a long commute does become a burden after a while.”