Persuasion: The Business Science to Engaging the Unconscious Mind

IESP | Tuesday, July 12 | 10:15 - 11:15 AM 

We interact with others, especially at work, to persuade and influence them. We want our coworkers to adopt our ideas and consider our recommendations to make sure they’re keeping our issues in mind as they make decisions. The same is true with our customers. We engage in relationships with customers (and suppliers) to persuade them and influence the choices they make about our business. This session will explore the behavioral science behind why and how we persuade, influence, and build relationships with each other. You’ll hear from experienced panelists how influence and persuasion work with their coworkers, partners, and customers. You’ll leave this session with 7 crucial tips on how to apply these persuasive principles to your own circumstances. 

Tim Houlihan, Founder & Chief Behavioral Strategist of BehaviorAlchemy (Moderator)

Tim is passionate about finding answers to the why-we-do-what-we-do question. His consultancy applies a behavioral lens to improve the lives of workers, customers and policymakers and his clients include the Global 1000. He is a guest lecturer at universities and a speaker at behavioral symposiums. Tim is also a co-founder of Behavioral Grooves, a weekly podcast with listeners in more than 100 countries. Previously, Tim was Vice President of Reward Systems at BI WORLDWIDE where his responsibilities included a $300 million global portfolio of reward systems and platforms, the behavioral sciences strategist, and was the chief liaison to research partners in universities around the world.

David Gould, CPIM, Managing Director, Europe at 360insights

David holds a Bachelor’s (HONS) degree in Mechanical Engineering, graduating from the University of Westminster in London, UK. In 2014, after 23 years in the I.T. channel in various senior leadership roles, he moved into the incentive industry in the role of CEO at CR Worldwide, a full-service Incentives Solution Provider which was acquired by 360insights, a Channel Incentive Management (CIM) company, in 2020. David’s role then changed to Managing Director, Europe at 360insights. He has been an active member of the IMA since 2014. Since 2018, he has served on the board of the Incentive & Engagement Solution Providers (IESP), an IMA Strategic Industry Group (SIG), in various positions including president in 2020. In July 2019, he gained the Certified Professional of Incentive Management (CPIM) designation and was also appointed to the IMA. In January 2022, he commenced a 3-year term as a Trustee at the Incentive Research Foundation (IRF), serving on its board.

Theresa Harkins-Schulz, CRP, CCP, SPHR, SVP, Customer Experience & Product at Inspirus

As Senior Vice President of Customer Experience for Inspirus, Theresa uses her deep experience to create long-lasting impact and success. She’s a strategic and passionate leader of people and was an early innovator in the deployment of global enterprise recognition strategies to impact business objectives. Theresa brings her vast HR professional experience from leading recognition programs at award-winning Fortune 500 organizations to her position. Prior to joining Inspirus, Theresa managed teams including HR strategy, technology and analytics at Tesoro. At Delta Air Lines she was responsible for strategic planning, design and implementation of incentive and recognition programs. 

Richelle Suver, Vice President, Incentives & Recognition at One10

Richelle is Vice President, Incentives & Recognition for One10, a leader in performance improvement solutions in North America. Richelle oversees One10’s go-to-market strategy and its Incentives & Recognition business segment which includes global rewards as well as technology development for One10’s propriety performance improvement platforms, PerformX and Rewarding You. She brings a seasoned background to One10, having held leadership positions in travel operations, marketing, sales and product management for enterprise recognition and incentive technology solutions. She serves as a Board Trustee for the Incentive Research Foundation and chairs the IRF Research Committee. Richelle is an active member Women In Incentives Network (WiiN). She is also a member of Women in Technology International (WITI). In 2021, Richelle was honored as one of Northstar Media’s “15 Event Professionals Making an Impact.”