Messengers

Why are self-confident ignoramuses so often believed?
Why are thoughtful experts so often given the cold shoulder?
And why do apparently irrelevant details such as a person’s height, their relative wealth, or their Facebook photo influence whether or not we trust what they are saying?


When deciding whether or not someone is worth listening to, we think we carefully weigh their words and arguments. But those are far from being the only factors that hold sway with us.

In this ground-breaking new book behavioural experts Stephen Martin and Joseph Marks pinpoint the eight powerful traits that determine who gets heard and who gets ignored. They show how such apparently irrelevant details as a person’s appearance or their financial status influence our response to what they have to say, regardless of its wisdom or foolishness. They explain how trust is won, even when it may not be deserved. They analyse the nature of the charismatic speaker and the verbal and physical cues they employ. And they demonstrate how the tiniest of signals – from the shoes we wear, to the pitch of our voice and the warmth of our smile – can transform how others perceive us and so determine whether they are prepared to pay heed to what we have to say.

Above all, Martin and Marks show how looking and sounding right is often far more persuasive than actually being right.

In a world of ambiguity, uncertainty and fake news they compellingly demonstrate how, increasingly, the Messenger is the Message.

Informacja dotycząca wprowadzenia produktu do obrotu:
Ten produkt został wprowadzony na rynek przed 13 grudnia 2024 r. zgodnie z obowiązującymi wówczas przepisami (Dyrektywą o ogólnym bezpieczeństwie produktów). W związku z tym może on być nadal sprzedawany bez konieczności dostosowania do nowych wymogów wynikających z Rozporządzenia o Ogólnym Bezpieczeństwie Produktów (GPSR). Produkt zachowuje pełną legalność w obrocie, a jego jakość i bezpieczeństwo pozostają zgodne z obowiązującymi wcześniej standardami.

Information regarding product placement on the market:
This product was placed on the market before December 13, 2024, in accordance with the applicable regulations at the time (the General Product Safety Directive). As a result, it can continue to be sold without needing to meet the new requirements introduced by the General Product Safety Regulation (GPSR). The product remains fully compliant with all previously valid legal standards, ensuring its continued quality and safety.