Focus on Behavior
Also known as: Behavioral Interviewing, Past Behavior Rule
The rule requiring questions to focus on past or current behavior rather than hypothetical or future intentions.
Full Definition
Hypothetical questions elicit responses about the ideal self — how people wish they behaved — not the actual self. Past behavior is the only reliable predictor of future behavior. Questions like 'Would you use X?' generate inflated adoption intent. Questions like 'Tell me about the last time you dealt with X' generate real behavioral data.
Example
'How often do you think you'll encounter this issue next year?' vs 'How many times did this come up in the last month?' The first generates an aspirational estimate. The second generates a behavioral fact.