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973: Mastering the New Rules of Persuasion with Leslie Zane

How to Be Awesome at Your Job

NOTE

Instinct Over Intellect

A significant majority, about 95%, of decisions are driven by instinct rather than conscious reasoning, with individuals often rationalizing their choices post hoc. This instinctual decision-making is prevalent across various sectors, including finance and healthcare, where even professionals like doctors rely on their gut feelings. Despite the belief that decisions are made thoughtfully, the subconscious largely influences them. Understanding this instinctive behavior is crucial for marketers, who typically rely on extensive brand health studies that evaluate specific brand attributes, yet may overlook the underlying instinctual drivers that truly inform consumer decisions.

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