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Persuasion tactics fit for a presidential campaign
美國大選中的「預說服」術


凱拉韋:行爲心理學專家恰爾迪尼的「預說服」理論認爲,人們傳達訊息之前發生的事情對說服的效果大有影響。

At some point in the spring, when Bernie Sanders had lost any chance of winning the Democratic nomination, Hillary Clinton’s campaign suddenly started to perk up. According to Scott Adams, creator of Dilbert and contrarian pundit, much of the improvement was due to one simple word: dark. Clinton’s team had made a point of using this word to describe Donald Trump’s speeches — thus inciting voters to engage in a little confirmation bias. Next time they saw him kiss a baby or do anything at all, they would think: how dark.

在今年春天的某個時候,伯尼•桑德斯(Bernie Sanders)徹底失去了贏得民主黨總統候選人提名的機會時,希拉蕊•柯林頓(Hillary Clinton)的競選突然開始生氣勃勃起來。漫畫《呆伯特》(Dilbert)的作者、另類專家史考特•亞當斯(Scott Adams)說,這種改善很大程度上要歸功於一個簡單的詞:dark(邪惡、陰暗的意思)。希拉里的團隊有意用這個詞來描述唐納德特•朗普(Donald Trump)的各種演說——從而激發選民萌生確認偏誤(confirmation bias)。下次當他們看到川普親吻一個嬰兒,或者做任何事情的時候,他們會想:多麼dark啊。

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