Sublime

“O meio é a mensagem”

asking people if they considered themselves adventurous.

The most effective commitments reach into the future by incorporating behaviors that affect one’s personal identity. They do so by ensuring that the commitment is undertaken in an active, effortful, and voluntary fashion, because each of these elements communicates deep personal preferences.

themselves with one or another of the levers of influence that exist in the social environment. To do so may take no more than one correctly chosen word that engages a strong psychological principle and launches one of our automatic behavior programs. Trust the human profiteers to learn quickly how to benefit from our tendency to respond mechanical

Therefore, an aspiring pre-suader wishing to prompt an action (helping, let’s say) should find a concept already associated strongly and positively with the action (togetherness would be a good choice) and bring that concept to mind in potential helpers just before requesting their aid.

La regla de la reciprocidad y la incomodidad que acompañaba al hecho de no haber devuelto el favor desató en mi casa una pequeña neurosis.

They stopped a second sample of individuals and began the interaction with a pre-suasive opener: “Do you consider yourself a helpful person?” Following brief reflection, nearly everyone answered yes. In that privileged moment—after subjects had confirmed privately and affirmed publicly their helpful natures—the researchers pounced, requesting help

We will use the actions of others to decide on proper behavior for ourselves, especially when we view those others as similar to ourselves.

From a list of brands, audience members indicated which ones they would be likely to choose when shopping. Guess what? It turned out that the survey respondents were least likely to select the products that had been inserted most prominently. It seems that the conspicuousness of the placements cued viewers to the advertisers’ sly attempts to sway t