Paul's Blog

Are decisions really 80% emotional?
 
As some of you know, I'm a graduate of the University of Chicago, a very rational place where, according to legend, "Fun goes to die."  I expect to be tarred and feathered at the next U of C management conference  for this provocative and contrarian post.  
 
Advertisers, like Kevin Roberts, CEO of Saatchi and Saatchi, claim that the buying decision is 80% emotional and 20% rational.  According to Roberts, "Reason leads to conclusions.  Emotion leads to action."  What about other decisions, like the decision on the part of our employees to work hard?  Is this also 80% emotional?  What is going on here?  If emotions are so important in decision making, why was the word never uttered in any of my econ classes?
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Video 1:  This animated video explains how Primal Management and The Horsepower System can help create a healthier socieity with less drug abuse, crime, and mental illness.    

Video 2: Paul Herr explains the Harvard Four-Drive Model that the Horsepower System software is based on.  Jump to the 37 min 34 sec mark to go directly to the 4-drive discussion.

Video 3:  Paul Herr being interviewed about servant leadership by Gary Knox.

Video 4: Paul  Herr being interviewed by Gary Knox about the five motivational drivers of high Performance.

Video 5:  World famous managment guru, Gary Hamel, explaining the logic behind employee-first management. 

Video 6:  NY Times columnist, Robert Brooks, humorously explains why our socieity is emotionally out-of-whack.