Advertising shouldn't really be a problem for decision psychologist Chris Roetheli. But although Roetheli prefers to buy no-name products in cheap discount stores, he has also been tempted to buy discounted fitness equipment and a hammer drill. And such bargains also give him a short-term feeling of happiness - even though they later gather dust in the cellar.
Whether we are happy depends to a large extent on whether we consider ourselves and our lives to be successful and whether we think the decisions we make are right. The subjective view that we have made good decisions can make us happy, even if the decision turns out to be a mistake in retrospect. "Sometimes a feeling of happiness sets in when a laborious decision-making process leads to a decision and a great burden falls from our shoulders," explains Roetheli. "However, the function of happiness is not to make us feel good. Happiness wants to help us achieve our goals. That's why we are not only rewarded with feelings of happiness when we reach a goal, but also when we overcome obstacles on the way to the end point. It is therefore worth looking at decisions not just as individual events, but in terms of their impact on our quality of life and our personal happiness." Roetheli, who studied economics and psychology, has been studying decision-making since 1991 and has also been focusing on happiness and quality of life for the past year and a half. Roetheli shares his findings with companies as a management consultant and with students as a lecturer in decision-making psychology.
Slippery goodThe stupid thing about happiness is that it is so fleeting: you look forward to the new Audi TT RS for months. When you finally get to drive it, it quickly loses its appeal. Or in love: once you've finally conquered the one you want, football and friends become more exciting again. Often anyway. "The same applies to winning the lottery as to paraplegia: after a year, those affected are practically back to the same level of happiness as before," says Roetheli. "This mechanism works for both upward and downward swings." However, we can maintain a high level of happiness in our lives by making the right decisions. Of course, there are optimists and pessimists, people who are happy with a little and those who are unhappy with a lot. "Differences in preferences, desires and the way we deal with problems are shaped by predisposition and upbringing," says Roetheli. "But we are all programmed to strive for happiness."
Decision-making processes also play an important role in advertising. On the one hand, companies and advertisers want to influence buyers' decisions in their favour; on the other hand, consumers have to choose between many offers and want to maximize their personal profit with each purchase. Advertisers use promises of happiness to convince customers to buy a product. They either wrap the promise subtly in colorful images and lilting melodies, or they wave the term "happiness" around a little more flatly: the advertising database Slogans.de finds 135 claims with this keyword. The oldest dates from 1935, "Good luck in the New Year thirty-five ... and eat only Ankerbrot quite diligently!", the most recent from this year: Toskanaworld promises "happiness and health".
Sustainable decisionIn the midst of all this (seemingly) purchasable happiness, two questions are pressing for consumers: How do I make the right decision? When will my decision make me happy - in the long term? "Some strategies are more suitable for producing happiness than others," says Roetheli. "We make most decisions in the moment. If you are offered two alternatives, you choose the one that seems better at the moment." Advertising tries to score points at precisely this moment. It often tempts us to make a decision in a situation and spontaneously buy something, even though we have no need for it. "Such purchases may give us a brief feeling of happiness, but that quickly passes," says Roetheli. He cites the example of young people who go into town every Saturday to buy another pair of jeans or another T-shirt. Because the satisfaction they get from this is so short-lived, they seek the thrill week after week. "Of course, the small pleasures are also important," Roetheli clarifies. "I'm not advocating becoming an ascetic. But this kind of consumer behavior only makes a few people happy in the long term."
Clever diaryTo systematically weigh up what makes you happy in the long term, Roetheli suggests keeping a kind of diary. "In a journal like this, you can record what you did throughout the day and how satisfied you are with it," he explains. "That way, you can record the quality of life each day." Looking back, you can then see, for example, whether jogging in the morning or buying shoes during your lunch break was decisive for your personal happiness - and adjust your behavior accordingly.
If you want to become happier in the long term, Roetheli advises you to take a long-term perspective when making purchasing decisions. He makes his own decisions easier by asking himself a simple question: What will be the consequences of my decision in ten minutes, ten months and ten years? This formula is published by the American author Suzy Welch in her recently published book "10 - 10 - 10". 10 - 10 - 10 can be helpful when raising children, for example: Your child starts screaming at the checkout because he has discovered the sweets you would rather not buy him. If you give in to the screaming, you will have peace for the next ten minutes. In ten months' time, the scene will probably repeat itself a few times. And in ten years' time, your child will be conditioned to the fact that all they have to do is shout to get what they want. Another example: you have to decide between the expensive USM shelving unit and Ikea's Billy. Do you need a quick storage option now (10 minutes), are you going to go abroad in a year (10 months) and are you going to be leaving your home (10 years)? That speaks for Billy. You are not particularly fluid (10 minutes), but want to furnish the apartment you have just bought and want something solid for your books (10 months, 10 years)? That speaks for USM. Even if you have to scrape together some money for this purchase now.
Relieving routine10 - 10 - 10 is a good strategy for anyone who wants to make decisions on important issues that will prove to be sensible in the long term and thus provide lasting satisfaction. However, if you check every little thing according to 10 - 10 - 10, you will probably go mad. That's why we advise
Roetheli to automate simple decisions: "I no longer think about whether or not to put sugar in my coffee," says the decision-making professional. "Once I've made this decision, I simply don't have any more sugar in the house." The same applies to fitness: "If you want to keep fit by jogging, you shouldn't decide every day whether you want to go for a run after work or not," advises Roethli. "It's easier to commit to jogging once every evening or every other day - and then do it." In this way, we relieve ourselves of the should-I-or-shouldn't-I every morning and settle into a self-prescribed routine.
Of course, there are also objections to such behavior. After all, freedom of choice is an essential constituent of being human. And those who condition themselves and rely on instincts deprive themselves of some of this freedom.
as producers of happiness "Roetheli nevertheless advocates saving your energy for the important decisions. Because that ultimately makes you happier: "If I have to decide against the sugar in my coffee every time, I become aware of the lack of sugar as an absolute deficiency," he explains his thesis. "But thanks to our consciousness, we can think one step further." Taking sugar is not smart in view of the long-term effects such as adult-onset diabetes. The best solution is therefore to decide to give up sugar once and then stop thinking about it, says Roetheli. "People who take away unnecessary decisions through routine are happier in the long run. People who have introduced a lot of routine into their lives and only consciously make the important decisions are happier than those who rack their brains daily over Mars or Milky Way. We should use freedom of choice where important things are at stake, i.e. in relationships, at work or when raising children."
Healthy skepticismAdvertising tries to attract consumers. Imaginative subjects arouse the desire for ice cream or the latest MP3 player. They want to tempt consumers to quickly satisfy their desire for ice cream or music in their ears in the nearest store - and thus buy themselves a moment of happiness. Self-conditioning can protect against such consumer temptations: Anyone who has decided that they will only have an ice cream once a week is less putty in the hands of advertising sirens. "Be skeptical and ask yourself, 'Does this benefit me?" advises Roetheli. "What the advertising presents as a benefit is often none or only a very short-term one."
However, if you are planning to buy an MP3 player in the near future, advertising suddenly takes on an informative character. When choosing a product, almost all consumers look for the offer that beats the others in terms of price and performance. A broad basis for decision-making, consisting of as much input as possible on the product in question and its competitors, is very helpful. "I also compare," admits Roetheli. "But I use blogs and test reports for this. After all, advertising doesn't usually say anything at all about the quality of the product I want, which is what I'm after. Everyone just presents their product as the best choice. It's easy to fall for that." Advertising is always an invitation to a tricky double game, says Jo Reichertz, professor of sociology at the Institute of Communication Science at the University of Duisburg-Essen. "On the one hand, as soon as the recipient's experience with advertising has revealed something to be 'advertising', he knows that he cannot take the information presented at face value, while on the other hand, against all reason and experience, he is faced with the question of which parts of the advertising message may still be true and could be of benefit to him. The quality of an advertisement depends on how intelligently it can adapt the double game to the respective players."
Sweet suggestionOf course, Chris Roetheli also knows that advertising is a game of ideas and dreams. "Opinions are sometimes more important than arguments," says the decision psychologist himself. And advertising spreads opinions. Anyone who buys an expensive cream instead of a cheaper one that works just as well believes in its miraculous powers, in the promise that cosmetics will make them more beautiful and ultimately happier. In fact, after using the cream, the buyer will approach his fellow human beings differently than if he had used the cheap one. This is because the psyche plays the game perfectly. The feeling of having treated yourself to something good is also very satisfying. So the cream works, albeit in a different way "from the inside out" than advertised. But is this placebo effect a bad thing? "No," says Roetheli. "But you have to decide whether it's worth a hundred francs. It's up to you whether you want to play along or not. But you can also regain a bit of freedom if you set the rules of the game yourself."
What would it be like if not (just) consumers, but companies and advertising agencies acted according to the motto 10 - 10 - 10? Then advertising would have to convey what consumers get out of buying a product, in ten minutes, ten months and ten years. The classic return-on-investment story, only this time it's about the return for the customer. Of course, this doesn't work for bird food and other goods with a short half-life. But the more sustainable the product to be sold, the easier the argument would be.
Equal partners"Even one step earlier, companies could ask themselves during product development how they can generate the greatest value for their customers," says Roetheli. "They could involve their customers more in the development process. This would really set them apart from the competition." Such an approach propagates a new way of dealing with consumers: Companies, advertisers and customers would become partners - and potentially happy in the long term as a result.
10 - 10 - 10 can also provide compelling arguments in comparative competition, for example in the automotive industry. Up to now, car manufacturers have promised all forms of happiness with their slogans, but facts are often lacking. If you can convince prospective buyers that they will still be enjoying their car in ten years' time, you may be able to outweigh a comparatively higher purchase price. Because it only hurts for ten minutes. Sustainability is a recurring and growing theme, even in advertising. And so is lasting happiness.
Anne-Friederike Wilhelm
In brief: Dr. Chris Roetheli
Chris Roetheli studied economics at the University of Bern. After completing his studies, Roetheli worked in sales and marketing at IBM for four years. He then moved to UBS for three years, where he most recently led a group of corporate client advisors in the credit business. At the computer company Digital, Roetheli began as a sales manager, later becoming district manager and vice director. In 1991, Roetheli set up his own business as a management consultant and has been advising companies on important management decisions ever since. At the same time, Roetheli began studying psychology, which he completed with a doctorate on individuals making personnel decisions. Since 1999, Roetheli has also been a lecturer in decision-making psychology at the University of Applied Sciences Northwestern Switzerland. www.entscheiden.com
What is happiness?
"What constitutes happiness in individual cases and for individual people varies [...] with age, gender, race, education, state of health, situation, place of residence, time, religion and much more. Happiness is that which is desirable, which 'normally' (i.e. in the majority of cases) could not be expected in a certain situation. A misfortune has happened when the expected is clearly negatively undercut. You can be very or very lucky, happy or very happy. You can be lucky without being happy, but you can also be happy without having been lucky. Happiness and happiness therefore know degrees and different mixing ratios [...]. If you remain in the realm of the expectable, then you are
satisfied. Happiness goes beyond what is expected. Happiness is therefore relative to what is expected in the respective context."
from: Jo Reichertz (2009), "Happiness as a consumer good? or: Mass media