Evaluating levers

This led him to propose two kinds of reward: primary and conditioned reinforcers. A primary reinforcer is something we’re born to desire. A conditioned reinforcer is something we learn to desire, due to its association with a primary reinforcer.

because while our biological need for the primary reinforcer is easily satiable, our abstract desire for the conditioned reinforcer isn’t.The pigeons would stop seeking food once their bellies were full, but they’d take far longer to get tired of hearing the food dispenser click.

immediate rewards work better than delayed, unpredictable rewards work better than fixed, and conditioned rewards work better

the American management consultant Charles Coonradt wondered why people work harder at games they pay to play than at work they’re paid to do. Like Skinner, Coonradt saw that a defining feature of compelling games was immediate rewards. Most of the feedback loops in employment — from salary payments to annual performance appraisals — were torturously long.

Thus, the McNamara fallacy, as it came to be known, refers to our tendency to focus on the most quantifiable measures, even if doing so leads us from our actual goals. Put simply, we try to measure what we value, but end up valuing what we measure.

We’re easily motivated by points and scores because they’re easy to track and enjoyable to accrue. As such, scorekeeping is, for many, becoming the new foundation of their lives. “Looksmaxxing” is a new trend of gamified beauty, where people assign scores to physical appearance and then use any means necessary to maximize their score. And in the online wellness space, there is now a “Rejuvenation Olympics” complete with a leaderboard that ranks people by their “age reversal”. Even sleep has become a game; many people now use apps like Pokemon Sleep that reward them for achieving high “sleep scores”, and some even compete to get the highest “sleep ranking”.

Most such scores are simplifications that don’t tell the whole story. For instance, sleep trackers only measure what’s easy to measure, like movement, which says nothing about crucial facts like time spent in REM sleep. A more accurate measure of how well you slept would be how refreshed you feel in the morning, but since this can’t be quantified, it tends to be ignored.

: the constant, momentary “wins” that come with playing digital games give us a false sense of progression and accomplishment, a neurochemical high that feels like victory but is not, and which, if it becomes a habit, risks placating our ambitions to pursue true fulfilment.

All the things a gamified world promises in the short term — pride, purpose, meaning, control, motivation, and happiness — it threatens in the long term.

In consumer, retention is and it used to be the hardest metric to move.
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