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科學家證實
1.
科學家證實 巧妙加入第3個選項可左右人們決定 資訊四
A 粱瑞泊 9489047
2.
首先,科學家找來一群志願者, 給他們幾樣東西做選擇, 並同時用
fMRI 腦部掃描, 看看他們腦部的狀況。
3.
第一階段 科學家拿了A物、B物兩個差不多好的東西, 要求志願者們在兩者之間做選擇,
這時候,科學家發現這些人的腦部出現異常活動, 有一個叫「 amygdala 」的部位呈現出「受驚擾」的模樣。 也就是說,當這兩個「差不多」的物品到了實驗者面前, 叫他作一個選擇, 這位實驗者在考慮的過程中,會感到焦躁、不安, 在好多個因素中層層抽絲剝繭, 試圖揪抽出兩者中較佳的那個選擇。
4.
第二階段 科學家在實驗者考慮的過程中再給他們「第三樣東西」, 暫且稱為「C物」。
這個C物和剛剛的B物很相似,但明顯的比B還「爛」。 這時候,這位實驗者一次要在A、B、C中選一, 應該會「更煩躁」才對不是嗎? 但奇妙的是,在C出現後,有如「拯救」了大腦, 他們腦中同區塊的那些驚擾的運動竟然就無緣無故的消失了。 實驗者也在這時候表情自在的,做出了他們的決定。
5.
科學家將這奇妙的「第三個選項」C物, 直接稱為「誘餌」,它存在的目的, 只是要誘發這個人對先前兩個選項的其中一個。
換句話說, 若善用這個「C物」,就能巧秒的左右別人的決定! 行銷最厲害的, 就是改變人的動作,這也是最好玩的地方。 我們平常不見得要賣產品才要改變人的動作, 許多時候,我們或許想改變自己, 或者想改變朋友、改變老闆、改變同事… 都可以用這個可怕的招術。
6.
像這樣有趣的「選擇」境況, 在行銷學中,共有三種已知的效應: 第一種叫
「 相似效應 」 (Similarity Effect) 第二種叫 「 妥協效應 」 (compromise effect) 第三種則是剛介紹、經過科學實驗證明的 「 吸引效應 」 (attraction effect)
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