A Behavioral Guide To Value Propositions

Current approaches to developing value propositions are in assuming people can accurately self-report on a product’s benefits by evaluating its features in a systematic, rational way.

In reality, people make snap judgements and intuitive decisions on what they buy. Using behavioral science, a scientific approach backed by research and social psychology, we go beyond what consumers say they want and develop a value proposition on what they actually want.​

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Get the Guide

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  • Tailor your brand strategy to reflect actual consumer preferences​
  • Enhance your messaging with intangible psychological and emotional benefits​
  • Increase purchase intention by providing a mental shortcut to your product​
  • Improve your customer experience by eliminating behavioral barriers
  • Case study examples of successful Behavioral Segmentation
  • Step-by-step questionnaire on designing Behavioral Value Propositions

Shannon O'MalleyDirector, BEworks Academy

Shannon O'Malley

Shannon O'MalleyDirector, BEworks Academy

Director, BEworks Academy

Shannon is an experienced practitioner and has applied behavioural science to solve challenges in a variety of sectors. She has led numerous complex and impactful behaviour change initiatives in financial services, transit, marketing, and beyond. As Head of Client Experience, Shannon continues to apply her passion for helping clients apply behavioral science by creating engaging and informative content, through workshops, speaking events, reports and other outlets. Shannon is an engaging and passionate teacher who is skilled at translating complex ideas for a broad audience. 

Over her career, she has developed and taught advanced level courses on psychology and behaviour at Rotman School of Management at the University of Toronto, and at the University of Waterloo. Prior to BEworks, Shannon earned her PhD in Cognitive Psychology at the University of Waterloo, where she studied the role of attention and visual processing, and has published her academic work in several top-tier scientific journals. 

About BEworks

BEworks is the world’s leading behavioral change firm. The firm distinguishes itself with its rigorous commitment to evidence-based insights and cutting-edge scientific methods. All of its practitioners are accomplished researchers, hold advanced graduate degrees, and have extensive experience in applying BE to complex strategic, marketing, operational, and policy challenges.