jon puleston
DESCRIPTION
Jon PulestonTRANSCRIPT
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MINING THE BRAIN FOR INFORMATION:
NEW RESEARCH TECHNIQUES
By JON PULESTON
VP Innovation
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HOW TO BETTER MINE RESPONDENTS
FOR INFORMATION STARTS WITH
LEARNING HOW TO EFFECTIVELY
COMMUNICATE WITH THEM
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THINK ABOUT SURVEYS LIKE
ADVERTISING AGENCIES THINK ABOUT
ADVERTISING
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NEED TO THINK OF SURVEYS AS A
PIECES OF ENTERTAINMENT
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WHICH SURVEY DO YOU WANT TO COMPLETE?
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OR THIS ONE?
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RESPONDENTS ARE CONSUMERS
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MOTIVATING THEM TO THINKHOW WE RAISE PEOPLE’S INTEREST AND GET THEM THINKING
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HERE IS HOW A TYPICAL SURVEY STARTS...
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WE JUMP STRAIGHT INTO THE NITTY-GRITTY
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WHAT’S YOUR SURVEY’S CHAT-UP LINE?
“Which of the following
confectionary products have you
purchased for yourself or a family
member in the last 2 weeks
darling?”
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Which brands of toothpaste are
you aware of?
IF YOU HAD TO DO SOME RESEARCH ON
TOOTHPATE, HOW WOULD YOU START THE
SURVEY?
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Which of these celebrities has
got the nicest teeth?
…OR LIKE THIS?
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COPYWRITING QUESTIONS
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RESPONDENT REACTION?
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Please describe your favourite meal
Imagine if you were on death row and
had to plan your last meal. What would
you order?
HOW YOU ASK A QUESTION
CAN HAVE A BIG IMPACT
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A question
Steak au pouivre
Pesto pasta
Fish and chips
Garlic chicken
A game
Scotch broth soup as a starter served with garlic bread.
Medium grilled gammon steak with a lightly fried egg on
top with chips and side salad. A glass of red wine. A sticky
toffee pudding, followed by cheese and biscuits.
Bacon chips and tinned tomatoes and an egg butternut
squash soup(homemade) fillet steak well done (not burned)
new potatoes fresh garden peas fresh fruit salad and cream
all served with a good white wine
Calamari for starters Curried goat with rice & jerk chicken
with plantain and fried dumplings for main meal and hot
sticky toffee treacle pudding with hot custard for dessert
with a triple amaretto and lemonade to drink
Classic roast dinner with beef cooked medium rare, pink in
the middle and a little bit of blood, the roast potatoes crispy
on the outside soft on the inside, Yorkshire puddings, peas
and gravy cooked in shallow oil and chips
THE RESULT: RICHER MORE THOUGHTFUL FEEDBACK
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How much do you agree or disagree
with these statements?
How much like you are these people…
LIKERT QUESTION EXAMPLE…
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THE APPLICATION OF RULES Abstract rules are the core constituent of most games
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Golf A long walk with a heavy bag
Football Run around for hour and a half
STRIP AWAY RULES FROM GAMES
AND WHAT DO YOU HAVE?
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Example...
Describe yourself?
Describe yourself in EXACTLY 7 words
2.4Descriptors
85%Answered
4.5 Descriptors
98%Answered
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Pick EXACTLY 3….
In LESS THAN 7 words
Name ONE THING you would change about this product
If you could only buy one of these brands for the REST OF YOUR LIFE
UNDERSTANDING THE VALUE OF RULES IN
QUESTION
If you were buying xxxx which of these things would you DEFINITELY
do prior to purchase
In your PERFECT world what would you do…
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ART DIRECTING
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GETTING TO GRIPS WITH THE EFFECTIVE USE
OF IMAGERY IN SURVEYS
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THIS SORT OF APPROACH IS NOT GOOD ENOUGH
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IMAGES CAN ADD MEASURABLE VALUE
WHEN USED PROPERLY...
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WHAT THEY CAN DO IS ENCOURAGE
RESPONDENTS TO STOP AND THINK!
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Resulting in richer feedback
35% more
drinking incidents
recorded across the
day
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Pain sliders
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Pain sliders
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Source: ESOMAR Asia April 2012
Can gamification techniques cross cultures
Pain sliders
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EXAMPLE OF THE ERGONOMIC DESIGN OF
QUESTIONS
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UNDERSTANDING THE ROLE OF ICONOGRAPHY
LESS LOAD ON THE WORKING MEMORY
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Issues with this question:
1. Boring and repetitive so people’s brains switch off
MAKING TASKS MORE INTELLECTUALLY SATISFYING
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12% of people in the UK claim be unaware of the Olympics?
India UK
Commonwealth Games 3.3% 16.2%
Cricket World Cup 3.3% 26.7%
Football World Cup 5.4% 13.3%
Indian Premier League (ILP) 5.4% 62.9%
Wimbledon Tennis Championships 5.4% 9.5%
Formula One (F1) Motor Racing 6.5% 11.4%
Oscars Ceremony/Academy Awards 6.5% 18.1%
Olympic Games (Summer) 12.0% 12.4%
English Premier League (Football) 13.0% 13.3%
Olympic Winter Games 15.2% 13.3%
Rugby World Cup 17.4% 21.0%
World Athletics Championships 21.7% 21.9%
MTV Video Music Awards 23.9% 33.3%
UEFA Champions League 29.4% 15.2%
Youth Olympic Games 30.4% 52.4%
Barclays Premier League 32.6% 20.0%
NBA Championships 33.7% 30.5%
The Masters (Golf) 35.9% 19.1%
Paralympic Games 38.0% 11.4%
NFL Superbowl 52.2% 33.3%
Extreme Sports X Games 55.4% 56.2%
NHL Stanley Cup 66.3% 70.5%
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A MORE PURPOSEFUL & REWARDING QUESTION
TO ANSWER
INTELLECTUAL SATISFACTION
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UK India
Football World Cup 0.0% 0.0%
Olympic Games (Summer) 0.0% 3.3%
Formula One (F1) Motor Racing 0.0% 3.3%
MTV Video Music Awards 0.0% 5.4%
Oscars Ceremony/Academy Awards 0.0% 1.1%
UEFA Champions League 0.0% 8.7%
Barclays Premier League 0.9% 9.8%
Commonwealth Games 0.9% 1.1%
Olympic Winter Games 0.9% 5.4%
Paralympic Games 0.9% 6.5%
Rugby World Cup 0.9% 3.3%
The Masters (Golf) 0.9% 4.4%
Wimbledon Tennis Championships 0.9% 3.3%
World Athletics Championships 0.9% 3.3%
Cricket World Cup 1.7% 0.0%
English Premier League (Football) 1.7% 5.4%
NBA Championships 2.6% 10.9%
Extreme Sports X Games 3.5% 9.8%
NFL Superbowl 3.5% 14.1%
Indian Premier League (ILP) 7.0% 1.1%
Youth Olympic Games 7.8% 2.2%
NHL Stanley Cup 12.2% 16.3%
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MAKING QUESTIONS MORE
REWARDING
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RESPONDENT HAD TO PREDICT THE BRAND AGAINST
THE CLOCK & WIN POINTS FOR GETTING IT RIGHT
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AWARENESS TASK: ANSWER TIME PER QUESTION
Standard Survey Guessing Game with time pressure
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MORE ACCURATE BRAND RECOGNITION
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HOW TO GET RESPONDENTS TO THINK
IN DIFFERENT WAYS
fasterHarder intuitively creativelyObjectively
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MOST QUESTIONS IN SURVEYS MINE
ANALYTICAL THINKING WHICH ONLY A
FRACTION OF OUR DECISION ARE BASED
UPON
CONCIOUS DECISIONS
UNCONCIOUS DECISIONS
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SURVEYS TEND TO BE DOMINATED BY
SYSTEM 2/ANALYTICAL JUDGEMENTS
Which of these pet food products
would you buy?
The one with the
best ingredients
The one with the nice
picture of a dog
Research says this Sales say this
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CAN BE AS SIMPLE AS IMPOSING TIME LIMITS TO CHANGE THINKING PROCESS
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BRAND CHOICE
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TECHNOLOGY IS DRIVING THE RAPID
GROWTH OF IMPLICIT MEASUREMENT
TECHNQUES
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Brand logo
1/28TH second
Impressions of person subliminally influenced by brand logo.
Test against a blank image or different brand or pre and post advertising
2 second 4 second
IMPLICIT ASSOCIATION TESTS
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-30% -20% -10% 0% 10% 20% 30%
Exciting
Likable
Only interested in making money
Someone I could relate to
Someone I could count on
Care about me
Annoying
Company I would enjoy
I don’t need in my life
Con artist
Very ordinary
Impact of brand on perceptions of person
* Based on comparison of net scores from top 2 & bottom 2 choices on 7 point scale v control
Disagree Agree
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SOURCE: COG RESEARCH
MEASURING IMPLICIT EMOTIONAL
RELATIONSHIPS WITH BRANDS
FunWarmReliableOld FashionedCheerful
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FastSlow
Agree
Disagree
Cool
Old fashioned
Reliable
CheerfulFun
Warm
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FastSlow
Agree
Disagree
Cool
Old fashioned
Reliable
Cheerful
Fun
Warm
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USING FACIAL RECOGNITION TECHNOLOGY WE CAN NOW MEASURE HOW PEOPLE FEEL WITHOUT ASKING QUESTIONS
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WWW.GMI-MR.COM | CONFIDENTIAL | 60
OPEN YOUR MINDTO THE POWER OF
THE
OPEN
ENDED
QUESTION
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A BI-PRODUCT OF BIG DATA ARE RAPID
ADVANCEMENTS IN NATURAL LANGUAGE
PROCESSING TOOLS & TECHNIQUE
THIS TECHNOLOGY IS OPENING UP NEW OPPORTUNITIES
FOR MARKET RESEARCHERS
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DISTRIBUTION OF STARS
50% OF FILMS SCORE 4 STARS
rushskyfall
olympus has fallen
harry potter
now you see meelysium
despicable me 2kick ass 2
alpha papairon man 3
the dark knightrunner runnerthe way way
backfreshman father
brother bearshe was to good
for himlawless
the muppetsles miserablesjack reacherabout time
great gatsby
looperst trinians
8 degrees belowthe butler
mamathe heatmeet the robinsonsthe rush
this is the endthe world's end
transformersred obsession
incrediblesmirror boy
red2mortal
instrumentsboratmud
scooby doo 2american piei'm so excited
narniabattleship
next three daysthe boat that
rockedno pain no gain meet the milners
the croodshansel and gretel
the flying scotsman
crossing over
the last mileoblivion
the notebooki give it a yearthe sweeney
avatarthe woods
only the rainthink like a man act like a lady
visitor qtower heistweekend
twilightepic
behind the candelabra
papillionend of watch
plan 9 from outer
spacepuss in boots
red statethe conjuring
we're the millers
planesone direction this
is usthe awakening
grown ups 2man of steel
smurfsmonsters universitytaken 2
anuvahoodhang em high
after earthpitch perfect
the lone ranger
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WORD SCORING SYSTEMSa system based upon respondents ratings of words
super
great
gem
thrilling
fascinating
inspiring
exciting
very good
beautiful
clever
entertaining
engrossing
enjoyable
enchanting
innovative
classic
amusing
hilarious
moving
interesting
adventurous
touching
good
fun
cool
incredible
pretty good
heart-warming
very nice
emotional
liked
provoking
quite good
decent
quirky
different
fine
nice
bizarre
average
typical
ordinary
confusing
light weight
childish
juvenile
dated
overrated
dull
not great
nothing
poor
disliked
boring
mindless
disappointing
stupid
exceptional
masterpiece
spectacular
fantastic
outstanding
superb
excellent
amazing
greatest
brilliant
awesome
wonderful
fabulous
epic
powerful
favourite
loved
marvellous
best
absurd
bad
very poor
nonsense
pointless
useless
lousy
sucked
drivel
pathetic
dreadful
garbage
junk
awful
rubbish
terrible
crap
the worst
disgrace
4 points
3 points
3 points
2 points
2 points
1 points
-2.5 points
-2.5 points
-0.5 points
-3 points
“extremely ****”
“really ****”
“quite ****”
“incredibly ****”
multiply by 1.75
multiply by 1.5
multiply by 0.5
multiply by 2
“not ****”
multiply by -0.5
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APPLIED TO FILMS: GREATER DIFFERENCIATION OF SENTIMENT
REFLECTING EXACTLY WHAT THE RESPONDENTS THINK
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“good sci-fi story with excellent special effects”
WHAT STOOD
OUT ABOUT IT
WHAT TYPE OF
FILM IT WAS
“it was hilarious. i loved the minions and couldn't
stop smiling”
“great film, most enjoyable whilst playing
my emotions”
“some excellent action, a reasonable plot
although a little transparent”
A SINGLE OPEN-ENDED REVEALS MORE
THAN JUST SENTIMENT & RATINGS
FILMS:
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CODING & CLUSTERING COMMENTS:
HUMOUR
“funny”
“hilarious”
“humorous”
“made me
laugh”
“comical”
“light-
hearted”
ACTION
“action”
“action-
packed”
“lively”
“explosive”
“exciting”
“high-
octane”
DRAMA
“emotional”
“romantic”
“heart-
warming”
“touching”
“inspiring”
“love”
“dramatic”
TENSION
“tense”
“thrilling”
“jump”
“suspenseful”
“scary”
“dark”
“intense”
“anxious”
THEMATIC DIFFERENCES
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EMOTIVE COGNATIVEVS
“emotional”
“heart-
warming”
“touching”
“happy”
“love”
“joy”
“interesting”
“educational”
“thought-
provoking”
“engaging”
“moralising”
“values”
ENGAGEMENT OF HEART OR MIND
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Twilight Breaking Dawn – Part 2 The Hunger Games
OUR LANGAUGE REVEALS OUR
LESS CONCIOUS OPINIONS
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It’s the cheapest
Its cheap
Its cheaper than…
Its affordable
Economical
Good value
Better value
Value for money
The best value
Worth paying more for
It’s the best quality
10 DIFFERENT WAYS TO DESCRIBE THE PRICE
OF A PRODUCT…
Buying purely on price
Quality trade off
Buying on quality
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PREDICTIVE
THINKING
TECHNIQUE
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WILL YOU BUY THIS?
YES = <0.3 correlation with sales*
* Please note this is an anecdotal figure
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WILL YOU CLEAN UP?YES = 50%
PREDICT HOW MANY WILL CLEAN UP?YES = 15%
HOW MANY CLEANED UP?
WE ARE NOT GOOD AT PREDICTING OUR OWN BEHAVIOUR
13%
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How much would you pay?
£10, £11, £12, £13, £14, £15, £16, £17, £18, £19, £20+
THE VALUE OF THE PROJECTIVE VIEWPOINTS
Predict what price you think this will be sold at?
£10, £11, £12, £13, £14, £15, £16, £17, £18, £19, £20+
<50% less than actual price
Within 1% of actual price
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WHO WILL YOU VOTE FOR?
1,000 respondents
PREDICT WHO WILL WIN?
20 people gambling
IOWA ELECTION MARKET
IN 451 out of 596 OCCASIONS
ELECTION FORECASTING
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PREDICTION ACCURACY* = Quality of
information x Motivation of predictors to
make a correct prediction x Ability of the
people to objectively process that
information.
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Note it’s not dependent directly on
sample size. One person with
access to all the right information
can make a correct call e.g. Nate
Silver!
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THE MONTECARLO METHOD
The “mote carlo” method
instead of sampling lots of
people and averaging
out their answers (all of
who may have the same
network error) it samples
lots of sources of
information and averages
out their answers.
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-100
0
100
200
300
400
500
600
Thumbs up
Eye catching
Curiosity
Interest
Clarity
Positive perception
2 sec thumbs up
"This is exactly the type of advertisingwe should be doing!"
Design
Winning ad
Considered verdict
2 sec verdict
A MONTECARLO APPROACH TO AD TESTING:
Every measure tells a slightly different story
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PREDITVE MARKET TRADING
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-200%
-100%
0%
100%
200%
300%
400%
500%
600%
1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24
Sum Net Investment Traditional rating
GREATER DIFFERENTIATION OF OPINION
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CREATIVE THINKING
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USING GAMES IN SURVEYS TO GET PEOPLE
THINKING MORE CREATIVELY
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0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
With Stimulus Without
Very imaginative
Quite
Not very
QUALITY OF IDEAS
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RANDOM STIMULATION
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1. Idea for an idea...
6 to 18 ideas
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2. Thinking rooms
0.7 to 6.9 ice cream names
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3. Thinking through the minds of...
1 or 2 thoughts increased to 10 to 20
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SUMMARY
• Learning how to mine our brains for
information is all about learning how to get
people think in different ways
• I would encourage you to treat respondents
in a survey like consumers
• Break away from some of the more
traditional question approaches
• Open you mind to the power of open ends
• Embrace the Monte Carlo approach
• Make things FUN!
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Q & A
TWITTER @JONPULESTONwww.question-science.blogspot.co.uk