What Guinness teaches us about how people really decide

Some of the most effective marketing in history didn’t come from chasing attention, but from understanding people.

In this mini episode, Katie Street sits down with behavioural scientist (still one of the best job titles out there) and author Richard Shotton to unpack why that Guinness decision worked so well, and what it reveals about how people really make decisions.

• Setup of the Guinness story: brand heritage, long period without advertising, and why their marketing became interesting
• Introduction of “Good things come to those who wait” and the idea of leaning into a product flaw (waiting for a pint)
• Explanation of the pratfall effect, including Elliot Aronson’s 1966 experiment and why admitting flaws increases appeal.
• Discussion of the stolen thunder effect and how admitting weaknesses builds trust and persuasion.

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Connect with us: Richard Shotton LinkedIn: https://www.linkedin.com/in/richard-shotton/

Katie Street LinkedIn: https://www.linkedin.com/in/katiestreet/ Instagram: https://www.instagram.com/streetmate/

Marketing in the Madness LinkedIn: https://www.linkedin.com/company/marketing-in-the-madness-podcast/ Instagram: https://www.instagram.com/marketinginthemadness/