How do you believe someone?
It seems like context is really important. Used-care-salesmen face an uphill battle on the field of ‘reputation’. Businessmen in suits have some kind of unconscious advantage. Then there’re podcasters.
Why are podcast people so persuasive?
I wondered this after looking up another ETF by another ETF operator and podcast interviewee. They always seem to have good ideas and my rationalizing brain runs faster than my legs on my podcast runs. Negative splits are a joke compared to the legitimization I can do. Well, you do need to zig when everyone else zags.
Part-of-the-reason may be due to something Dr. Tim Levine (YT) calls “Truth-Default Theory.” The thinking goes that Truth-Default allows coordination.
The part of Levin’s talk that related to my podcast persuadability was when he addressed couples. In one study they collected college couples and told some couples that one might be lying about some things (it was a large collection of statements to hide the true nature of the study) and they told other couples nothing of the sort.
For couples who received hints of deception, the lie-spot-rate was slightly above average (60%). However in couples with NO hints the rate terrible. It was so bad, Levine said, “During debriefing we had several subjects deny the nature of the experiment and tell us their partner did not lie to them and we were surely mistaken.”
In a study of political agreeableness, there was a humanizing element to hearing someone’s voice rather than reading their words. This is may be what happens in podcasts. Listeners subscribe to things they want to hear (confirmation tendency) with people they enjoy listening to (liking tendency) in a medium (McLuhan) that is more persuasive.
Pile on Levine’s theory that we default to believe. He said, “My theory is that absent some kind of prompting, thoughts of deception don’t even come to mind.” The payoff to believing must be worth it.
On a Christmas walk with my father-in-law, we covered a lot of ground in both sidewalk and ideas, and one that we touched on was fasting. I explained that I believed in fasting without considering the science. In fasting, there’s nothing to sell.
Constant vigilance is impossible and unwanted. Truth trust leads to cooperation–which got us here. However, an awareness might help at least avoid the situations that aren’t win-win.
Thanks for reading. More around this idea on Twitter.