Predictably Irrational: "We’re Swayed by Confidence More than Expertise, 25th June 2009, 06:00 am
“For the great majority of mankind are satisfied with appearances, as though they were realities, and are more often influenced by the things that ’seem’ than by those that ‘are.’”
-16th-century Italian politician Niccolo Machiavelli
It’s something we come across regularly: presentation trumps content. Often what matters is not what we know, or what we have done, but rather how we spin it. It’s why cover letters are so important, and why the peripheral route to persuasion – one of advertising’s biggest weapons – works.
Now, Don Moore of Carnegie Mellon University demonstrated yet another way that we are heavily influenced by delivery — We tend to seek advice from experts who exhibit the most confidence – even when we know they haven’t been particularly accurate in the past."
Extracted from Dan Ariel's blog. Hear Dan on TED Talks, he's quite humorous and brilliant.
1 year ago