READER’S REPORT From the Parent of a College Coed Dear Mother and Dad: Since I left for college I have been remiss in writing and I am sorry for my thoughtlessness in not having written before. I will...
So by my lights, the number one rule for salespeople is to show customers that you genuinely like them. There’s a wise adage that fits this logic well: people don’t care how much you know until they k...
Social scientists have determined that we accept inner responsibility for a behavior when we think we have chosen to perform it in the absence of strong outside pressures. A large reward is one such e...
The first, a quote from Voltaire, is contemptuous: Anything too stupid to be spoken, he asserted, is sung. The second, an adage from the advertising profession, is tactical: If you can’t make your cas...
The house I got them spotted for looks really great after they’ve first looked at a couple of dumps.
The idea of potential loss plays a large role in human decision making. In fact, people seem to be more motivated by the thought of losing something than by the thought of gaining something of equal v...
The noted archaeologist Richard Leakey ascribes the essence of what makes us human to the reciprocity system: We are human because our ancestors learned to share their food and their skills in an hono...
The powerful influence of filmed examples in changing the behavior of children can be used as therapy for various problems. Some striking evidence is available in the research of psychologist Robert O...
They behave in accordance with what the contrast principle would suggest: Sell the suit first, because when it comes time to look at sweaters, even expensive ones, their prices will not seem as high i...
Those scientists in France Worried about raising the chance A guitar would prompt Oui To a stranger’s startling plea Need not have been so troubled, Phone numbers more than doubled.
Where all think alike, no one thinks very much. —WALTER LIPPMANN I
Civilization advances by extending the number of operations we can perform without thinking about them.
Persons who go through a great deal of trouble or pain to attain something tend to value it more highly than persons who attain the same thing with a minimum of effort.
Subjects became fonder of the people and things they experienced while they were eating.
Tactic can be particularly successful when the audience is already aware of the weakness; thus, when a communicator mentions it, little additional damage is done, as no new information is added—except...
The main purpose of speech is to direct listeners’ attention to a selected sector of reality. Once that is accomplished, the listeners’ existing associations to the now-spotlighted sector will take ov...
The world abounds with cults populated by dependent people who are led by a charismatic figure.
Those who cheat for you will cheat against you.
We all fool ourselves from time to time in order to keep our thoughts and beliefs consistent with what we have already done or decided.
When we are uncertain, we are willing to place an enormous amount of trust in the collective knowledge of the crowd.
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