Scientific Definition
We're more persuaded by people we like.
Plain-English Definition
We're more persuaded by people we like.
Feynman Explanation
The right vendor with the wrong rep loses to the wrong vendor with the right rep.
Core Principle
We're more persuaded by people we like.
Mechanisms
We're more persuaded by people we like.
Pending editorial review.
Pending editorial review.
Pending editorial review.
Pending editorial review.
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Pending editorial review.
Inputs (Triggers)
Pending editorial review.
Outputs (Behaviors)
Pending editorial review.
Behavioral Signature
The right vendor with the wrong rep loses to the wrong vendor with the right rep.
Examples
- Procurement quietly favors the supplier the team enjoys working with.
- Decisions influenced by relationships more than results.
Pending editorial review.
Famous Experiments
Pending editorial review.
Design Principles
- Blind scoring. Decisions made before relationships deepen.
Measurement Approaches
Pending editorial review.
Evidence
Pending editorial review.
Pending editorial review.
The Perverse Incentive Lens™
How this behavior is exploited — and how to redesign around it.
- Blind scoring. Decisions made before relationships deepen.
Pending editorial review.
Pending editorial review.
Interactive Mini Network
Click any neighbor to re-center the graph and follow the threads of connection.
Knowledge Graph Neighbors
Auto-linked to the rest of the Human Behavior Taxonomy by family, domain, dimension, and shared keywords.
We overweight whoever has the bigger title in the room.
Adopting beliefs because the room already did.
Spending disproportionate energy on trivial decisions.
Diffused responsibility means nothing happens.
Once we say it publicly, we'll defend it past the data.
Forgetting what it's like not to know what you know.
Assuming everyone secretly agrees with us.
Their failure: character. Our failure: situation.
Low expectations produce low performance.
One strong trait colors judgment of unrelated traits.
We extend more trust, benefit of the doubt, and rope to 'our people.'
We see 'them' as more uniform than 'us.'