Context Makes the Irrational Rational
Inspired by on Lenny's Podcast
A Jobs to Be Done expert says when someone's behavior seems irrational, you don't have the whole story - and this explains why your kid's meltdowns actually make perfect sense.
Bob Moesta has conducted thousands of interviews trying to understand why people make the choices they do. The breakthrough insight?
'When you hear somebody's story and it seems irrational, like we'll have people go, "Oh my God, that's an anomaly. That doesn't happen." But what you realize is that the context makes the irrational rational.'
The irrational choice always makes sense once you understand the full context.
'Why would somebody cut their arm off? Well, if they're in this situation and this and this and this, there's nobody who would say they want to cut their arm off, but in certain situations you'll do it.'
This is every parenting meltdown. Why is my kid screaming about the blue cup? Irrational! Until you understand: they're exhausted, they had a hard day, that cup is the one tiny thing they can control.
When the behavior seems crazy, you're missing context. Find the context. Then the irrational becomes perfectly rational.
PM Theme: Customer research
Parenting Theme: Understanding behavior
“When you hear somebody's story and it seems irrational, like we'll have people go, 'Oh my God, that's an anomaly. That doesn't happen.' But what you realize is that the context makes the irrational rational.”Bob Moesta · 00:00:00
“Why would somebody cut their arm off? Well, if they're in this situation and this and this and this, there's nobody who would say they want to cut their arm off, but in certain situations you'll do it.”Bob Moesta · 00:55:31
