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A fascinating exploration of the powerful forces that shape who we choose to listen to and believe, why talented and qualified people are ignored, and how these "messengers" influence society.

We live in a world where proven facts, verifiable data, and actual truths are freely and widely available. Why, then, are self-confident ignoramuses so often believed? Why are thoughtful experts frequently given the cold shoulder? And why do irrelevant details such as a person's height, relative wealth, or Facebook photo influence whether or not we trust what they are saying?

In this ground breaking forensic look into influence, Stephen Martin and Joseph Marks brilliantly demonstrate that we increasingly fail to separate the idea being communicated from the person conveying it. The messenger-who we believe either because of their socio-economic position/dominance/physical attractiveness or their trustworthiness/vulnerability/charisma-becomes more important than the message itself.

With fascinating accounts from business, politics, medicine, the arts, and popular entertainment, Martin and Marks establish key traits and features of the world's messengers, who not only have an enormous influence on what we think and believe, but ultimately influence who we are and who we are becoming.

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ISBN-13: 9781847942364
ISBN-10: 1847942369
Dimensiuni: 151 x 233 x 27 mm
Greutate: 0.42 kg
Editura: Random House
Colecția Random House Business Books

Notă biografică

Stephen Martin, the CEO of the consulting and training company Influence at Work, works with companies around the world. Based in London, he visits the United States frequently and in 2019 will lead a new executive education program in behavioral science at Columbia University Business School. He is also a guest lecturer on executive education programs at Harvard Business School, the London School of Economics, and the Judge Business School at Cambridge University,. He is the co-author of Yes! 50 Secrets from the Science of Persuasion, which has sold over a million copies internationally and been translated into 26 languages. Steve writes a regular business column, "Persuasion," for the British Airways inflight magazine and contributes to Harvard Business Review's prestigious 'Breakthrough Ideas for Business' list. Steve's work has been featured in broadcast and print media across the world, including BBC TV and Radio, MSNBC, The New York Times, Wall Street Journal, Wired, The London Times, Sunday Telegraph, and the Guardian.

Joseph Marks is an associate consultant with Influence at Work and a doctoral candidate working jointly at Massachusetts Institute of Technology and University College London. His research and studies have been published in both academic journals and The New York Times, Bloomberg and the Harvard Business Review.