Podcast · ~2 hr

Kunal Shah: Core Human Motivations (The Knowledge Project)

Shane Parrish and Kunal Shah · Farnam Street, The Knowledge Project Free Intermediate India

This goes underneath Delta 4 into why Indians pay for some things and not others: value versus price, trust, and the real value of time and money at Indian income levels. If you want to understand the psychology that makes the market price sensitive, this is the deepest treatment available. It helps you judge which deltas people will actually reward.

• People pay for perceived value, not features, and that calculus differs by income
• Trust and time are undervalued levers in Indian consumer decisions
• Understanding motivation tells you where a big delta is even possible