The CodeBaby Company Culture

by Sarah McCartney on March 9, 2011

At CodeBaby we work hard and we play hard. That is our culture in a nutshell. Be it the company breakfast club, soothing scooter rides across the office or late nights designing strategy for the next cool CodeBaby Character—we believe creativity is sparked by having fun while working hard and not punching a clock. Seriously, is it possible to manage creativity when folks are tied to a 9-5 mandate? That said, our corporate lifestyle is getting some buzz from local media!! Below is a recent Colorado Springs Business Journal cover story highlighting our work/play balance a.k.a The CodeBaby Culture!  

Companies Believe Having Fun at Work is Serious Business

Colorado Springs Business Journal

(Used with permission) by Rebecca Tonn March 11, 2011   Fun at Work! X marks the spot: Hunt Hodgkins (left) talks with Ron Stauffer and Julie Duffens about an upcoming project at CodeBaby’s laid-back offices. When Hunt Hodgkins needs inspiration while designing digital characters, he rides a scooter around the office to visit his colleagues or joins them for Nerf dart-gun battles. “The atmosphere here is so open, and everyone’s available for communication between teams. It allows us to work together and be more creative,” he said. Since 2009, Hodgkins has been an animation artist at CodeBaby, a company with offices in Colorado Springs, where there are 28 employees, and in Alberta, Canada, where there are seven. The company creates and designs digital characters for business websites. “Taking a break to create energy is not frowned upon here,” Hodgkins said. “It’s encouraged.” Human-resource experts say this kind of creativity and humor in the work place is conducive to productivity and retaining employees. David Abramis, a professor in the department of human resource management at California State University at Long Beach, says humor is one of the characteristics that defines people as human. An organization that lacks humor? It’s “inhuman” and it’s squelching a core trait of its employees, he says. Walks in the woods Carol and Eddie Sturman, co-owners of Woodland Park-based Sturman Industries, an engineering company, have long been aware of the dynamic of humor and freedom within the work place. They designed their high-tech mountain lodge with open spaces to foster innovation and creativity. Not only that, the building sits in a natural setting, so employees can bike and hike during breaks or walk into the woods to meet with clients. “We wanted an environment to inspire people,” Carol said, which means there are few closed spaces or offices in their building. There are, however, plenty of informal meeting areas, couches, fireplaces and patios. “They can turn around and get together in a few seconds,” she said. “The more you have people together, the more they feel like one team,” Carol said. “The physical separation makes it harder on the communication.” ‘Spark of creativity’ Executives who foster such physically and psychologically open environments are quick to point out, however, that there is structure — not necessarily during goof-off time — but in the creative process as employees work and think. “Philosophically, our product is a currency of ideas,” said Meredith Vaughan, CEO of Vladimir Jones, a Colorado Springs-based public relations and marketing firm with 60 employees in the city and 15 at its Denver office. “Fundamental to creativity is that it’s OK for there to be failure — otherwise, people won’t take risks. They have to feel comfortable enough to push boundaries,” she said. To ensure that the company doesn’t overlook great ideas, even those that aren’t yet being executed properly, they have formalized a review process to evaluate creative concepts. “We don’t want to kill that spark of creativity,” she said. In the process of fostering ideas, colleagues have heated discussions, she said. “Probably someone from a more traditional environment wouldn’t be comfortable with that,” she added. “But we like diversity, enthusiasm and innovation. We would never in a million years do anything to quash that — we need it.” With that attitude, nothing surprises her — except perhaps the day she walked back to her office after a meeting and found two miniature horses grazing contentedly on hay beneath a handwritten sign: “There’s nothing wrong with a little horsing around.” The environment at the agency, however, does surprise people when they come to visit. Although many people embrace it, some can’t handle it. “I think we frighten some people,” she said. Vaughan challenges the typical corporate mindset. “Why does work have to be all work, and fun have to be all fun? There has to be a sense of relief from work,” she said. Sometimes, she said, employees and executives work 15 hours a day, “so if work doesn’t have a sense of joy — good grief!” At Vladimir, “internal creative endeavors” are a line item in the annual operating budget, equal to 1 percent of the company’s income, Vaughan said. She has increased that amount substantially over the last 10 years because the value of employee fun and creativity has become more and more evident to her, she said. For instance, Vladimir now receives as many as 100 applications for a job position, she said, and the wider talent pool benefits both the firm and its clients in the long run. Vaughan’s company doesn’t merely give lip service to its philosophy. The agency wrote, “The TAO of Vladimir Jones,” a 70-page hardcover booklet filled with sayings that define the company’s guiding principles. Some examples: “Until you make somebody care, you’re talking to yourself.” “Fear is a bad reason to do anything that doesn’t involve bears.” “You have to know the rules before you can break them.” Not surprisingly, employees have gone so far as to produce a video for fun, titled “A Midsummer Day’s Puck-off,” which includes screen shots of employees playing foosball, riding skateboards (every office seems to have one or two) or hanging out in the lounge while quoting lines from “A Midsummer Night’s Dream.” The video inspired employees to create the interactive “Puck Wall” for one of Vladimir’s clients, the Excel Energy Center, a multipurpose entertainment and sports stadium in Minneapolis. The Puck Wall has large video screens; when children or adults stand in front of them, their image is projected onto the screen with hockey helmets on their heads. The company holds itself to breaking the corporate mold in its executive and employee interactions. For instance, employees’ quarterly evaluations are self-evaluations, with the statement: “Please share examples of occasions when you exemplified one or more of these core values: fearless, soulful, smart, focused, eclectic and curious.” In between breaks, of course, employees work hard. But when they need fresh ideas or mental energy, they jump on skateboards or compete in the lounge to be mayor of the four-square. If it’s late on a Friday afternoon, they help themselves to beer from the keg. Once a year, the agency shuts down for a day and has a big party, hosting its “Annual Halloween Overreaction.” Clients come to evaluate as employees dress up and perform in competition. Back at CodeBaby, the company underwent a rebirth when it moved its sales, marketing and graphic-design offices to Colorado Springs in 2008 (the engineering department stayed in Edmonton). CEO Patrick Bultema joined the company, and business strategy shifted from designing digital characters primarily for in-house e-Learning to Internet and company websites. These days, employees create characters for clients that help them achieve specific objectives, such as getting people to sign up for a trial period of service or filing incident reports online, said Tony DeLollis, CodeBaby’s chief technology officer. People can make intense emotional connections with digital characters, as video gamers know. This connection works in the business world too, but it requires creativity in designing characters whom people trust enough to do business with. During beta-testing, for example, CodeBaby discovered that the British-nanny character it designed for client Net Nanny, an Internet content-blocking software for parents, appeared “condescending and pompous,” DeLollis said. The CodeBaby team went back to the digital drawing board and created “Molly,” a thirtysomething soccer mom with a marketing degree. “When we write the script for her, it has to fit her character,” he said. “So we find ourselves saying things like, ‘Molly would never say that.’” All that scooter-riding and playing with robots paid off: Molly was a hit with the client’s customers. Molly has proven to be 2.5 times more likely to get people to sign up for trial service than efforts made without her help, DeLollis said. Much of the brainstorming and collaboration that goes into creating these characters happens outside the office. Employees visit coffee shops, go for bicycle rides, or sit on the benches outside the Pioneers Museum. “There are many walks around the block, here,” DeLollis said. “We don’t have a clock-puncher mentality.” Employees work long hours, and many prefer to come to work midmorning and work later at night rather than beginning earlier in the day. There’s even a Breakfast Club, which includes half a dozen employees who shop once a week and dine together in the office on things like Lucky Charms cereal. DeLollis said that having a creative environment and giving employees the ability to write, think, brainstorm and work outside, and have fun, increases productivity by 20 percent. The environment helps save time on deployment, reduces rework, quality checks are done earlier, and customer satisfaction is higher, he said. Among the company’s artists, the open and creative environment has kept attrition at 0 percent, DeLollis said. And he estimates that CodeBaby employees work about 25 percent more hours than their counterparts in a typical “corporate” environment do. No sense of humor? Although a recent survey of 737 CEOs by Hodge-Cronin and Associates showed that 98 percent preferred job candidates with a sense of humor to those without, few companies or CEOs tolerate, much less encourage, a culture where creativity, humor and fun are mainstays. “(Fostering) creativity is a big player in any workplace — it goes along with thinking outside the box,” said Julie Perkins, senior recruiter at the Colorado Springs office of Manpower Inc. “It’s a matter in general of working with your employees needs and (figuring out) what makes them want to stay, and what makes them better, happier, more productive employees.” Abramis, the Cal State Long beach professor, takes it a step further than that. In an article for Human Resource Management, he wrote: “If humor is suppressed, other personal characteristics that are required to do business are also likely to be suppressed — in particular, mental health, job satisfaction and what is perhaps most important, creativity.”

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This is a cool news segment we worked on with our local NBC affiliate. It really highlights how pleased the Colorado Springs Police Department is with their CodeBaby Character ‘Officer Smith”. With the help of “Officer Smith” the department offers citizens assistance with online crime reporting. Citizens seem to agree! Since the department’s decision to insert “Officer Smith,” it has experienced a 298% increase in accurate non violent crime report fill outs! This translates into fewer calls to the department’s switchboard & fewer officers having to respond to non-immediate crime reports. As they have often told us “more cops are on the streets working on immediate-need crimes thanks to Officer Smith.”  

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Web Usability vs. Online Customer Experience

by Sarah McCartney on February 8, 2011

It is interesting how our history shapes the way we view the world.  These days, I’m spending my time focusing on the approach of websites, and reflecting on the assumptions that influence how we think about and execute websites.  It appears, three themes dominate the conversation rooted in the history and experience of the last 15 years. The first theme is traffic. Simply put, how can I drive traffic to my site given everything that is competing for attention online.  SEO, SEM, Adwords, PPC, all are focused on getting people to my site. This is a legitimate concern. After all, I can’t get results with a customer on my website unless I first drive them to my site.   However, once people are on my website, what happens then? At this point, the conversation largely turns to usability, the second major theme. In other words, is my website set up for optimal navigation and use standards in order to get good results?  What are the navigation conventions on my site.  How am I using buttons?  What content elements are placed where?  Then there is the whole topic of the shopping cart, etc. The approach of usability these days is largely rooted in the conventional wisdom of how websites are “supposed to work”.   Finally, the third theme that dominates the conversation is metrics and analytics.  This has been one of the major recent themes.  The focus is on measuring everything that happens when people get to my website.  There are the simple items like bounce rates, page-views, and time spent on site.  Then there are more complex approaches that measure click streams and correlate them with outcomes.  And so on.  The notion here is the glean insight to better improve usability and design to optimize results.   I’m often left wondering if there isn’t something of a blind spot in all of this.  There is so much emphasis on the technology, and the logical approach of websites that I wonder if we aren’t missing an important insight.  A line from Albert Einstein comes to mind, “It has become appallingly obvious that our technology has exceeded our humanity.”   We are just beginning to see a new theme emerge, Online Customer Experience.  I think Online Customer Experience is subtly but significantly different that web usability.  Web usability has tended to focus on the design of websites to make them easier to use.  But it’s had a character of making the technology more logical.  My concern is we are at risk of forgetting there is a human on the other side of the mouse.  The theme of Online Customer Experience has three important characteristics that differentiate it from Web Usability.  The first is remembering that it’s a customer, a real human that is coming to your website.  What are the human dynamics at play that motivate behavior?  Second, all humans aren’t alike.  People of very different interests and characteristics end up at a company website.  How can you identify and address these different people or “personas”.  Third, focus on the experience of these people more than on the web technology.  In other words, what experience streams does your website provide that lead people to the outcomes you want?   I believe it’s time to add Online Customer Experience as a fourth theme that will transform the discipline of websites in important and powerful ways.   ——————————————————————————————————————————–

 

“Best Practices: A Guide to Enhancing The Website Experience”

 

This free six-page guide shows you how to overcome the most common obstacles to an engaging website.  

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15 Year Old Approach of Websites

by Sarah McCartney on November 23, 2010

  The approach of websites and online customer experience has changed little over the last 15 years.  The approach is essentially one of read-and-click, look-and-click, read-and-click, navigating through a hierarchical collection of pages containing all this read-and-click content.  Granted, there is “shinier” content on pages, but the basic approach hasn’t changed in the last 15 years.  The problem is this approach has some fundamental flaws.   The biggest problem is this approach isn’t optimal for getting conversion results with real humans. Simply put, huge amounts of information all somewhat randomly available isn’t optimal for moving potential customers to make decisions, take actions, and click to the results you want as a business.  The overwhelming number of choices created by this approach to websites is part of the problem. We tend to not make decisions as humans when we have too many choices. But the other big problem is the almost exclusive appeal to reason that’s embedded in this approach.  In other words, the approach assumes if you have rationally compelling information and value in the content on web pages, and logically organize the pages so people can find the content on them, then you’ll maximize results.  But it’s becoming increasingly clear based on recent research on human decision and customer behavior, it isn’t an appeal to reason that moves us to action; it’s engaging at the level of intuition and emotion that is most powerful.  And that’s in short supply online, and candidly at odds with the approach of websites today.   We are beginning to see a number of emerging innovations that seek to change the dynamic of interaction on websites.  One is represented by Landing Pages and Microsites.  In the case of a Landing Page, the page is designed for one main purpose, to get a person who lands on the page to take a specific action.  As a result, the entire design of a landing page is optimized to this end.  Or similarly, Microsites are designed to step a person through a stream of clicks, through a carefully planned online experience.  Again, the organizing principle is the experience for a particular type of person and offer.   There are a number of other innovations seeking to transform the dynamic of interaction.  At CodeBaby, we are seeking to transform the dynamic of engagement to something that is aligned around a common human interaction model: a Conversation.  We use a digital character to engage site visitors with a more human dynamic. And the conversation embodies three essential qualities: it’s personally engaging based on what we know or can predict about the site visitor; it applies basic principles of emotional intelligence … factoring both blocking emotions as well as positive emotions; and it’s highly interactive in a way that moves real people to action.
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“Best Practices: A Guide to Enhancing The Website Experience”

 

This free six-page guide shows you how to overcome the most common obstacles to an engaging website.  

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There Is A Human Behind That Click

by Sarah McCartney on November 4, 2010

These days, I’ve been spending more time around web metrics andanalytics folks. These people apply technology to capture, measure, and analyze the data of site visitors on a website. The goal is to use all this data and analysis to optimize sites to get the best results. At the most basic level, Google Analytics provides basic analytics on “bounce rates”, time on site, page views, click thru rates, and so on. More advanced products provide not only deep views into more detailed data on click data on sites, but also correlates the data to user segments and personas. Similarly, sophisticated testing products give the ability to perform A/B split tests, but also very complex multi-variant tests to determine the most effective combination of options to get the best results on a website.


There are other products that will analyze click streams to determine what web experience streams are most effective, and to determine the points where web experience streams break down. All this represents state-of-the-art of web analytics.

While I recognize the benefits of this “science” of the web, I’m also concerned about a potential bias or “blind-spots” that this focus on eMetrics creates. After all, there are humans on the other side of the mouse. And it is human behavior and motivation that makes them click. My concern is that the focus on analytics leads us to forget these human behavioral dynamics. At best, eMetrics and web analytics represent the symptoms of customer motivations. In other words, web analytics give you the effect, but they may tell you little about cause or human dynamics.

Often, the focus created by a preoccupation with web analytics leads to two approaches. One is to try to find places in a website that are broken. In other words, is there something confusing about a particular point of web navigation? Or is there a place that can be simplified to get better user outcomes? A second preoccupation is with trying various options to see what works best.

I must admit that many of these efforts of testing strike me as blind trial and error without much insight. It makes me think of the line, “Even a blind squirrel find a nut occasionally.” Even if this pattern of randomly testing option leads to better web results, I’m concerned that it doesn’t lead to fundamental insight. And if you don’t know why a particular configuration of web options leads to better website results, then it’s unlikely you’ll be able to gain insight and consistently engage the human motivations that lead to optimal results.

We must remember, it is humans that click, and human motivation and behavior is the ultimate cause.

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“Best Practices: A Guide to Enhancing The Website Experience”

 

This free six-page guide shows you how to overcome the most common obstacles to an engaging website.  

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Patient Experience Prepares to Go Online

by Sarah McCartney on August 12, 2010

  In almost all consumer segments, customers are increasingly looking to conduct business with companies online. So for instance, almost all travelers plan and book travel online. Readers buy books online, and increasingly download and read their books on digital devices like the iPad or Kindle. People shop for clothes and goods online. And so on. In short, more and more customer experience is going online.   There is one segment, though, that is conspicuously absent online… Healthcare. Think about it. When was the last time you interacted with your doctor’s office online, or a hospital, or your dentist, or your medical insurance company? If you’re like most people, your answer is probably, “Never, come to think of it.” Overwhelmingly, the business of healthcare has stayed offline, even as patients have been doing a growing share of the rest of their lives online.   Why? There are probably a couple of contributing factors. One factor may be that healthcare is often intensely personal, and as a result, less likely to go online. But then again, so is friendship and dating, and that’s pretty much gone online. Another factor is Healthcare Providers aren’t known for being rapid adopters of innovations beyond the core technology of their practice. In other words, Healthcare Providers tend to rigorously learn about innovations in their discipline of health practice, but are traditionalists in almost everything else. That includes how they interact with patients. But that was also true of travel agents, and we see where that got them.   Probably the main reason why Patient Experience has stayed offline was the unintended side consequence of HIPAA (the Health Insurance and Accountability Act Privacy and Security Rules). Simply put, this legislation defined both a patient’s legal right to have their information held strictly private, but also established significant penalties for any medical Provider or Payer that violated this right and allowed a Patient’s privacy to be breached. The level of potential penalties was so severe that Providers and Payers became almost paranoid about not letting any Patient information get out.   One of the easiest ways to do this was to stay completely offline. So that’s what happened. Providers and Payers didn’t offer any options for interacting with Patients online. As a result, Patients have been conditioned to not even think about interacting online with their healthcare Providers and Payers.


That’s about to change. As of yesterday (7/13/2010), The Health Information Technology for Economic and Clinical Health (HITECH) Act mandates Providers to an escalating schedule of making patient information available online to enable “Meaningful Use” of this information. Simply put, starting in January, 2011 Federal Law will require and reward Healthcare Providers and Payers to provide meaningful and significant ways for Patients to go online to interact with them and their health records and information. In fact, there is $27 Billion as part of the with the stimulus package to help incentivize this staged plan, culminating in 2015.
  But none of this sets aside the HIPAA requirement to keep patient information confidential. So to make it possible to do “meaningful” things with Patients Online, Providers must get Patients to set up secure accounts, verifying their identity. And they have to get Patients to use robust authentication mechanisms.
The problem is, Providers and Payers haven’t gotten Patients to do much of anything online –as you know understand– by design. Very few Providers even allow Patients to book and manage appointments online, much less access sensitive personal information in medical records. So Patients aren’t positively inclined to do any of this. Plus, they must overcome all the emotionally charged human dynamics that surround the Patient Provider relationship, not to mention the rather complex steps that will be required to get Patients to set up their accounts. This is a big issue for providers, with a Federal mandate and penalties on one hand, and a $27B pot of incentive money on the other. 
That’s where CodeBaby can make a difference. After all, we’re extremely effective at creating a human connection in the digital world. That’s why we’re in process with a growing number of Providers and Payers. Like many other CodeBaby Conversations where we’ve been able to step online customers through complex processes, we also bring the human element to the interaction that moves online customers to take action. Watch for stories on this important and growing theme over the next couple of months from us.

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The Next Generation of CodeBaby Characters

by Sarah McCartney on August 4, 2010

Meet Koko! CodeBaby’s latest character.  This lovable little guy has a unique morphing talent allowing him to transform into a vast array of different character designs. The following video shows the process that CodeBaby’s Art Team went through to bring Koko from concept to CodeBaby, and eventually to our customers.
 
The Technical Details Behind Creating Koko
In order to model a character, concept designs are crucial. The two-dimensional drawing you first see in the video is then drawn with a grid like pattern, allowing the artist to envision how three-dimensional edge-loops (the building blocks that make up 3D models) should flow around the model. Edge-loops must flow in a particular way in order for the “mesh” or model to create human-like characteristics. For instance, the lips are able to move like an actual human, instead of a robot. Or in this case, a turtle or a tiger. The video here shows the edge-loops being built using polygonal squares to make up the surface. In the end, Koko is built from thousands of polygons forming many series of edge-loops. Once Koko’s model is completed, the artists can begin the process of coloring, or “texturing.” Thanks to his malleable mesh of edge-loops you can see Koko take on a few other forms in the video.

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As of December 31, 2009 there were an estimated 1,802,330,457 Internet users, according to Internet World Stats. Internet usage worldwide has increased 399.3% since 2000, and now more than ever, it‘s crucial for companies to communicate effectively online with non-English speakers. CodeBaby offers a solution that does just that.

The top language used online at the end of 2009 was English, with 495,800,000 users. What language was second? Chinese, with 407,000,000 users. In third place is Spanish, with 139,800,000.

So how do you communicate with your non-English speaking customers online without a translator? Use a CodeBaby Character. Eva from Colorado Gear Up greets website visitors and immediately offers the option to converse in Spanish.

“Hola! Soy Eva y yo quiero dar la bienvenida a Colorado GEAR UP. Yo puedo decir lo que quieras saber sobre nosotros. Así que lo que puede le ayuda con el primero?”

Or, for non-Spanish speakers, “Hi! I’m Eva and I want to welcome you to Colorado Gear Up. I can tell you anything you want to know about us. So what can I help you with first?”

Eva is a great tool for Colorado Gear-Up, as a large part of the demographic they reach are Spanish speaking. She even remembers visitors who have chosen Spanish previously, automatically conversing in Spanish when they return to the site. By allowing a CodeBaby Character to speak the site visitor’s language, you can overcome the linguistic barrier that international and multi-language organizations face, vastly improving online effectiveness and customer experience. Below, you can see the example of a Spanish CodeBaby Character:

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How do you choose to submit your BP Oil Spill Claim?

by Sarah McCartney on July 10, 2010

Last week, BP announced that the gulf oil spill had been contained… for now.   BP’s website has reported that as of July 16:  
  • $191 million paid
  • 36 field offices, with translation capability at 9
  • 112,000 total claims
  • 1,500 member claims team
  Claims for damages can be made by calling a toll-free number or online. They will cover property damage; net loss of profits and earning capacity; subsistence loss and natural resource damage; removal and clean-up costs; cost of increased public services; and net loss of government revenue. So how would you report your claim?   18,100 claims as of July 12 have been made online. And like most companies in this situation, they use a secured online form. While some people fill out a form as second-nature, there are times when questions arise about the claim itself. Such as, what about multiple damages? Do I need to submit an additional form for each loss?   Questions like these can cause an already stressful situation to become even more frustrating. 129,000 claims have used the toll-free number to answer their questions.   This is where solutions like CodeBaby Conversations can step in. When confused about how to submit their claim, they can ask the CodeBaby Character for the solution. They have their answer in seconds and experience a new stress-free environment.   Also, BP reports that more than 13,900 claims have “contact difficulties.” This means that BP contractors are unable to reach their applicants, which is an error rate of 12.4 percent.   To solve this error rate, contractors spend time searching for unanswered claims. A CodeBaby Conversation can reach these claims. See, when a claim is filed online and there are errors the CodeBaby Character stops the form from processing. They tell the applicant to go back and fix their phone number, their email, etc. Then, they explain why. This way the error rate decreases substantially and time is freed for staff to see to other concerns.

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The Emotion Book Boom

by Sarah McCartney on June 15, 2010

Almost a year ago, I wrote a blog post on the “Historical Bias Against Emotion.” Simply put, emotion has gotten a bad rap since the era of the Enlightenment; we’ve largely been conditioned to think that the world would be a better place, and we’d all make better decisions if we were just more rational. Turns out, that’s not the case.  We actually make our best decisions when there is a healthy balance and interplay between instinct, intuition, emotion, and reason.
Because of this bias, we’ve actually been somewhat careful at CodeBaby not to overplay the messaging of the “emotional,” or “emotive” dynamics of the CodeBaby Conversations we create. But I must say, I’m seeing this change extremely fast.
First of all, there is an absolute boom of books on the role of emotion in economics, in business, in consumer behavior, and so on.  I know, because I’ve been reading a bunch of them.  By the way, if you’re interested in following my reading “habit,” you can track my reading list on LinkedIn.
Some of these books are truly insightful with the latest research results and implications.  Many are not much more than “me too” attempts to join the parade.
Here are a few of the books I’ve found particularly useful in no particular order.
Decartes Error is a profoundly interesting book written by University of Southern California Behavioral Neurologist and Neuroscientist, António Damásio. Key ideas are around viewing the brain and reasoning from a more holistic perspective. Thought, reason, emotion, and body are all integrated parts of brain function. The Brain isn’t hardware, running software to product thought. It is an integrated organ interdependent with the body.
   
How We Decide is an examination on how we make decisions. Written by Neuroscientist Jonah Lehrer, it examines the role of emotion versus reason in thought and decision processes. Lehrer uses very interesting stories and case studies and ends with useful perspectives and recommendations for how you decide.
“How We Decide” was insightful and applicable for the way CodeBaby is seeking to create emotionally engaging conversation with customers in the space of the web, at key points of moments of truth … or you could say, points of decision.
     
Emotionomics: Leveraging Emotion for Business Success is written by Consumer Behavior Expert Dan Hill.  The first four chapters of this book are extremely useful. Great material on the role of emotion on consumer behavior. Very useful taxonomy of emotion and dynamics of consumer action. And the material on FACS (Facial Action Coding System) is insightful and useful.
 
Neuro Web Design: What makes them click? is a useful introduction and overview on the neuroscience and psychology of how customers make decisions and act. Written by Social Psychology PhD and User Interface Design Expert Susan Weinschenk, the book applies these principles and findings to the domain of web design and online customer experience. Given the existing constraints, I think this is a very useful book and we’ll be incorporating it into our thought process as we create CodeBaby Conversations to enhance the online customer experience.
Weinschenk ends the book with the paragraph: “I don’t know what the next big thing online will be. I wish I did know. Then I could create it and make a lot of money and retire. But I do know that the next big thing will involve something social. Because it always does.” We’ve since had Dr.Weinschenk to CodeBaby and are pleased to have her as a collaborator on what we’re doing.
Granted, we still don’t lead into customer or prospect conversations with the underlying neuroscience and social psychology that sits just below the surface of how we create value at CodeBaby.  I guess that would be a bit like leading with explaining how the internal combustion engine works when selling a car.  It’s what makes the thing go, but you don’t have to be able to understand and rebuild an engine to get value from a car.
Nevertheless, I am finding a particular segment of folks that increasingly want to talk about the underlying human science in what we do … Venture Capitalists. A year or so ago, I rarely heard VCs lean in with the language of emotion, let alone apply these insights to the domain of online customer experience and website conversion behaviors.  Today, it’s a common feature.  And I must say, it’s making our story all the more compelling as we’re talking with investors.
But it’s true for experts in the online customer experience space as well. Even the most technically oriented, eMetrics, website optimization, and conversion gurus seem to be getting that humans do the actual “clicking.”  And it’s intuition, senses, feelings, and emotion that are a huge part of what, how, and why we click, make decisions, and take action online.

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