Mammalian brain · Social Drives & Status
Social Proof
When unsure, people do what others like them do; a descriptive norm — 'most guests reuse their towels' — moves behaviour more than an appeal, though replications show a smaller advantage than the famous study claimed.
An everyday example
'Most people in your area choose this plan.'
What it can cost you
Choosing by headcount, especially when the count is selected, framed or invented.
Warning signs
- I trusted the number of people.
- I did not ask who they were.
One thing to do
Ask who the 'most people' are, how they were counted, and whether their situation is yours.
Is this happening to you right now?
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