changingminds.org

How we change what others think, feel, believe and do

 

Disciplines

 

Techniques

 

Principles

 

Explanations

 

Theories

 

 

Home

 

Blog!

 

Quotes

 

Guest articles

 

Analysis

 

Books

 

Help us

 

Links

 

 

Please help
and share:

 

Automatic Believing

 

Explanations > Theories > Automatic Believing

Description | Research | So What? | See also | References 

 

Description

People initially believe everything they see and hear ('seeing is believing'), but then rapidly assess whether it is true or not and consequently reject or continue to believe things. This assessment and decision takes time and energy, so the more tired people get or more distracted by other things, the more they are likely to believe false information.

Research

Gilbert, Tafarodi and Malone (1993) asked people to read crime reports and recommend prison sentences, including some false statements which were marked in red to indicate them as such. In normal situations, they were not affected by the false statements. However, when they were overloaded by additional work, the false statements affected their judgment.

So What?

Using it

Persuade people when they are tired distracted. Make then tired by spending a long time with them in exhausting activities, physical or mental. Distract them by giving them a lot of information or points of special interest and then slipping in the thing you really want them to believe.

Defending

Do not make commitments when you are tired or distracted. Watch out for people trying to persuade you during such times when you cannot give the matter your full and proper attention.

See also

Belief Perseverance

References

Gilbert (1991), Gilbert (1998), Gilbert, Tafarodi and Malone (1993)

|awa|

More Kindle books:

And the big
paperback book


Add/share/save:


 

 


Save the rain


 

 


SalesProCentral

 

Contact Caveat About Students Webmasters Awards Guestbook Feedback Sitemap Changes

 

 

Quick links

Disciplines

* Argument

Brand management

* Change Management

Coaching
+
Communication

Counseling

Game Design

+ Human Resources

+ Job-finding

* Leadership

Marketing

Politics

+ Propaganda

+ Rhetoric

* Negotiation

* Psychoanalysis

* Sales

Sociology

+ Storytelling

+ Teaching

Warfare

Workplace design

 

Techniques

+ Assertiveness

* Body language

* Change techniques

* Closing techniques

+ Conversation

Confidence tricks

* Conversion

* Creative techniques

* General techniques

+ Happiness

+ Hypnotism

+ Interrogation

* Language

+ Listening

* Negotiation tactics

* Objection handling

+ Propaganda

* Problem-solving

* Public speaking

+ Questioning

Using repetition

* Resisting persuasion

+ Self-development

Sequential requests

Stress Management

* Tipping

Using humor

* Willpower

Principles

+ Principles

Explanations

* Behaviors

+ Beliefs

Brain stuff

Conditioning

+ Coping Mechanisms

+ Critical Theory

+ Culture

Decisions

* Emotions

Evolution

Gender

+ Games

Groups

+ Identity

+ Learning

Meaning

Memory

Motivation

+ Models

* Needs

+ Personality

+ Power

* Preferences

+ Research

Relationships

+ SIFT Model

+ Social Research

Stress

+ Trust

+ Values

Theories

* Alphabetic list

* Theory types

 


  Changing Minds 2002-2013

  Massive Content -- Maximum Speed

TOP