How we change what others think, feel, believe and do
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How we change what others think, feel, believe and do |
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Perceptual Salience
Explanations > Theories > Perceptual Salience Description | Research | Example | So What? | See also | References
DescriptionWe tend to over-estimate the causal role (salience) of information we have available to us. ResearchTaylor and Fiske (1975) arranged two people facing each other having a conversation, with other people sat in a circle around them. Afterwards, they asked the people from the circle to attribute cause for several incidents. The people attributed more to the people whose faces they could see better. ExampleWhen we see news of criminal muggings, we become more fearful when we go out, even though the chance of us being hurt remains unchanged and very small. So what?Using itGive the other person plenty of information that will help them make the decisions you want of them. DefendingWhen making important decisions, look beyond the available data. See alsoAnchoring and Adjustment Heuristic, Availability Heuristic, Attribution Theory, Recency Effect References|awa| |
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