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Messengers: Who We Listen To, Who We Don't, And Why

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Paperback
Published: March 2019
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BIC Subject: Popular psychology
 
Published: 19-Mar-2019
Format: Paperback, 320 pages, 0x0mm
ISBN: 9781847942364
Stock Code: 7942364
Product Description
 
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? These are just some of the questions that behavioural experts Steve Martin and Joseph Marks tackle in their ground-breaking new book Messengers- Who We Listen To, Who We Don?t, and Why. Drawing extensively on the very latest research, they identify the powerful forces that result in some becoming society?s prevailing Messengers, and others ending up woefully ineffectual or under-represented. They examine the worlds of punditry, business and politics to show why being right carries less weight than looking right. And in the process they demonstrate why in a world of ambiguity, uncertainty and fake news it is now increasingly the Messenger who is the message.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? These are just some of the questions that behavioural experts Steve Martin and Joseph Marks tackle in their ground-breaking new book Messengers- Who We Listen To, Who We Don?t, and Why. Drawing extensively on the very latest research, they identify the powerful forces that result in some becoming society?s prevailing Messengers, and others ending up woefully ineffectual or under-represented. They examine the worlds of punditry, business and politics to show why being right carries less weight than looking right. And in the process they demonstrate why in a world of ambiguity, uncertainty and fake news it is now increasingly the Messenger who is the message.
Stephen Martin (Author) Steve Martin is the CEO of INFLUENCE AT WORK (UK). Together with Dr Noah Goldstein and Dr Robert Cialdini he is co-author of the New York Times, Wall Street Journal and Business Week International bestseller Yes! 50 Secrets from the Science of Persuasion, which to date has sold a million copies and has been translated into 26 languages. Yes! was long-listed for the Royal Society?s annual prize for science writing and featured in Harvard Business Review?s prestigious 'Breakthrough Ideas for Business? list.Steve?s work has featured in broadcast and print media across the world, including BBC TV and Radio, MSNBC, The Times, Sunday Telegraph, Guardian, New York Times and Wired. Over 2 million people read his regular business columns, including his 'Persuasion? page in the British Airways inflight magazine and his features for the Harvard Business Review. He is a guest lecturer on executive education programmes at the London School of Economics, the Judge Business School, Cambridge, and Harvard Business School.Joseph Marks (Author) Joseph Marks is a doctoral researcher at University College London. His research focuses on people?s perceptions of themselves and how their environment and others influence their cognition and decisions. He holds a Master?s degree in Social Cognition from University College London and an undergraduate degree in Psychology from the University of Birmingham. His research with INFLUENCE AT WORK has been applied across a variety of business and public policy settings, including financial regulation, healthcare and public transport.
 
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