There is a natural human tendency to dislike a person who brings us unpleasant information, even when that person did not cause the bad news.
There is a natural human tendency to dislike a person who brings us unpleasant information, even when that person did not cause the bad news. The simple association with it is enough to stimulate our...
There are certain disturbing things we simply would rather not realize. Because it is a preprogrammed and mindless method of responding, automatic consistency can supply a safe hiding place from those...
The principle of social proof says so: The greater the number of people who find any idea correct, the more the idea will be correct.
The patrolman’s account provides certain insights into the way we respond to social proof. First, we seem to assume that if a lot of people are doing the same thing, they must know something we don’t....
The obligation to receive reduces our ability to choose whom we wish to be indebted to and puts that power in the hands of others.
The lesson applies as well to the politics of family as country. The parent who grants privileges or enforces rules erratically invites rebelliousness by unwittingly establishing freedoms for the chil...
The joy is not in experiencing a scarce commodity but in possessing it.
Nothing in life is as important as you think it is while you are thinking about it.18
By no means is my friend original in this last use of the expensive = good rule to snare those seeking a bargain. Culturist and author Leo Rosten gives the example of the Drubeck brothers, Sid and Har...
We are trained from childhood to chafe, emotionally, under the saddle of obligation.
Numerosas investigaciones demuestran que reducir la distancia ante un objeto hace que parezca que este merece más la pena.
Where all think alike, no one thinks very much. —WALTER LIPPMANN
The time to react protectively is when we feel ourselves liking the practitioner more than we should under the circumstances.
The rule says that we should try to repay, in kind, what another person has provided us.
The messenger is the message. Of
The aim is to get someone to want to buy quickly, without thinking too much about it.
Take, for example, the strange case of the rectal earache reported by Cohen and Davis. A physician ordered ear drops to be administered to the right ear of a patient suffering pain and infection there...
Research has shown that we automatically assign to good-looking individuals such favorable traits as talent, kindness, honesty, and intelligence (for a review of this evidence, see Langlois et al., 20...
One study found that the reading scores of students in a New York City elementary school were significantly lower if their classrooms were situated close to elevated subway tracks on which trains ratt...