utils/psychology_layer.py

"""
Psychological Persuasion Layer
Implements: Loss aversion, social proof, scarcity, authority
"""

import random
from typing import Dict, List

class PsychologyEngine:
    """Applies psychological principles to demo presentation"""
    
    def __init__(self):
        # Loss aversion scenarios
        self.loss_scenarios = {
            "high": [
                "Data breach ($3.9M average cost)",
                "Service disruption ($300k/hour)",
                "Compliance fines (up to $20M)"
            ],
            "medium": [
                "Data corruption (24h recovery time)",
                "Performance degradation (50% slower)",
                "Security vulnerability exposure"
            ],
            "low": [
                "Minor configuration drift",
                "Increased operational overhead",
                "Manual review delays"
            ]
        }
        
        # Social proof statements
        self.social_proofs = {
            "oss": [
                "92% of Enterprise users report reduced incidents",
                "Fortune 500 companies save $2.3M annually with mechanical gates",
                "Developers report 15 minutes saved per decision"
            ],
            "trial": [
                "Join 1,000+ developers using ARF",
                "50+ companies started with trial and upgraded",
                "Average user prevents 3 high-risk actions weekly"
            ],
            "professional": [
                "Trusted by 200+ scale-ups",
                "Teams report 92% faster incident response",
                "40% reduction in on-call alerts"
            ],
            "enterprise": [
                "Deployed at 50+ Fortune 500 companies",
                "99.9% reliability across 1M+ decisions",
                "SOC 2 certified with zero findings"
            ]
        }
        
        # Authority signals
        self.authority_signals = [
            "SOC 2 Type II Certified",
            "GDPR & CCPA Compliant",
            "ISO 27001 Certified",
            "99.9% SLA Guarantee",
            "24/7 Dedicated Support",
            "On-prem Deployment Available"
        ]
        
        # Scarcity messages
        self.scarcity_messages = {
            "trial": [
                "⏳ Limited time: {days} days remaining in trial",
                "🎁 Free trial ends soon - upgrade to keep mechanical gates",
                "⚠️ Trial license expires in {days} days"
            ],
            "starter": [
                "💰 Special pricing: First 3 months at 50% off",
                "👥 Limited seats available at current price",
                "⏰ Offer ends this quarter"
            ]
        }
    
    def generate_loss_aversion_message(self, risk_score: float) -> Dict:
        """Generate loss aversion framing based on risk"""
        if risk_score > 0.7:
            category = "high"
        elif risk_score > 0.4:
            category = "medium"
        else:
            category = "low"
        
        scenarios = self.loss_scenarios[category]
        selected = random.sample(scenarios, min(3, len(scenarios)))
        
        return {
            "title": f"🚨 Without Enterprise, you risk:",
            "points": selected,
            "category": category,
            "risk_score": risk_score
        }
    
    def generate_social_proof(self, license_tier: str) -> str:
        """Generate tier-specific social proof"""
        proofs = self.social_proofs.get(license_tier, self.social_proofs["oss"])
        return random.choice(proofs)
    
    def generate_scarcity_message(self, license_tier: str, days_remaining: int = 14) -> str:
        """Generate scarcity messaging"""
        if license_tier in self.scarcity_messages:
            messages = self.scarcity_messages[license_tier]
            message = random.choice(messages)
            return message.format(days=days_remaining)
        return ""
    
    def generate_authority_signals(self, count: int = 3) -> List[str]:
        """Generate authority signals"""
        return random.sample(self.authority_signals, min(count, len(self.authority_signals)))
    
    def apply_prospect_theory(self, risk_score: float) -> float:
        """
        Apply Kahneman & Tversky's Prospect Theory:
        - Losses loom larger than gains (λ ≈ 2.25)
        - Value function is concave for gains, convex for losses
        """
        # For losses (risk > 0), apply convex weighting
        if risk_score > 0:
            # Diminishing sensitivity for losses
            perceived_risk = risk_score ** 0.88
            # Loss aversion coefficient (losses feel 2.25x worse)
            perceived_risk *= 2.25
        else:
            # For gains, apply concave weighting
            perceived_risk = -((-risk_score) ** 0.88)
        
        return min(1.0, max(0.0, perceived_risk))
    
    def generate_psychological_insights(self, risk_score: float, recommendation: str, license_tier: str) -> Dict:
        """Generate comprehensive psychological insights"""
        return {
            "loss_aversion": self.generate_loss_aversion_message(risk_score),
            "social_proof": self.generate_social_proof(license_tier),
            "scarcity": self.generate_scarcity_message(license_tier),
            "authority": self.generate_authority_signals(2),
            "perceived_risk": self.apply_prospect_theory(risk_score),
            "recommendation_impact": self._assess_recommendation_impact(recommendation),
            "tier_motivation": self._generate_tier_motivation(license_tier, risk_score)
        }
    
    def _assess_recommendation_impact(self, recommendation: str) -> str:
        """Assess psychological impact of recommendation"""
        if "BLOCKED" in recommendation or "HIGH RISK" in recommendation:
            return "high_anxiety"
        elif "REQUIRES APPROVAL" in recommendation or "MODERATE RISK" in recommendation:
            return "moderate_concern"
        else:
            return "low_concern"
    
    def _generate_tier_motivation(self, current_tier: str, risk_score: float) -> Dict:
        """Generate motivation to upgrade from current tier"""
        if current_tier == "oss":
            return {
                "target_tier": "trial",
                "value_prop": "Get mechanical gates for free",
                "motivation": "fear_of_loss",
                "urgency": "high" if risk_score > 0.5 else "medium"
            }
        elif current_tier == "trial":
            return {
                "target_tier": "starter",
                "value_prop": "Keep mechanical gates after trial",
                "motivation": "fear_of_loss",
                "urgency": "high"
            }
        elif current_tier == "starter":
            return {
                "target_tier": "professional",
                "value_prop": "Get 24/7 support and advanced gates",
                "motivation": "aspiration",
                "urgency": "medium"
            }
        elif current_tier == "professional":
            return {
                "target_tier": "enterprise",
                "value_prop": "Enterprise features and dedicated support",
                "motivation": "authority",
                "urgency": "low"
            }
        else:
            return {
                "target_tier": None,
                "value_prop": "You have the highest tier",
                "motivation": None,
                "urgency": None
            }