When We Leave Them Wanting . . .

. . . more, you are taking advantage of the Zeigarnik Effect.

Wikipedia describes this effect this way:

The Zeigarnik effect states that people remember uncompleted or interrupted tasks better than completed ones.

Russian Psychologist Bluma Zeigarnik first studied the phenomenon after noticing that waiters seemed to remember orders only so long as the order was in the process of being served.

Zeigarnik theorized that an incomplete task or unfinished business creates “psychic tension” within us. This tension motivates us toward completing tasks.

How can we take advantage of this effect?

Use it as a learning tool: As a trainer, leaving people "hanging" before a break or lunch, can arouse greater curiosity to close the loop upon student's return.

As reinforcement of the value of closure: We all want closure and we can often help people drive to that closure when they see a tangible end point that truly means completion.

Use it in a presentation: When presenting an important message, remember the value of the cliff hanger - get people thinking about possible solutions or the answer to a question for some period of time before "closing the loop."

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