po polsku
illustration: bing.com/createWhat is the selfish trap technique? Dariusz Doliński, Tomasz Grzyb, and Wojciech Kulesza from SWPS University explain that its effectiveness depends on how the request is made. It should be framed so that individuals who consider themselves intelligent feel compelled to comply. Refusal should make them feel they lack the quality in question.
Even as children, we unknowingly fall into this trap, but adults are just as susceptible. To test this, the researchers conducted two experiments.
Not a Compliment, Nor a Coincidence
In the first experiment, the researchers tried to pressure people into filling out a survey. They used the term "intelligence" because most people see themselves as intelligent, and belief in one’s intellectual abilities is important for self-esteem. The researchers hypothesized that referencing this trait would make people more inclined to agree. The study included 532 participants, both women and men.
- In the first part, the researcher approached individuals at a bus stop, asking them to complete a survey needed for academic credit.
- In the second part, the researcher expanded the request, stating the survey was intended for intelligent people.
In the first part, 174 out of 532 participants (about 33%) agreed to participate. In the second part, 279 participants (over 52%) complied. The difference between these results was statistically significant.
- First, the design of the initial experiment allowed for multiple interpretations, such as seeing it as a compliment. The statement mentioned seeking intelligent people, and the person was implied to be one of them. The second experiment eliminated these doubts, explains Prof. Dariusz Doliński, one of the study authors, in a summary published on SWPS University`s website. - Second, when two experiments with different scenarios yield similar patterns, the researcher gains confidence that it’s not a coincidence. Third, if only the first experiment were conducted, doubts might arise as to whether the technique works only for gaining consent to participate in a survey and not for more significant decisions.
Rationality? We Like to Have It
The next phase of the study tested whether appealing to participants` sense of rationality would be equally compelling. The results were just as clear.
In the first scenario, a car dealership employee called a client, asking if they wanted to schedule a vehicle inspection at an authorized service center. If the client agreed, an appointment was made. In the second scenario, the conversation was identical, but the employee added that studies show rational customers prefer authorized service centers.
In the first scenario, 25 out of 60 participants (about 42%) agreed to the inspection. In the second scenario, 43 out of 60 participants (nearly 72%) agreed. Observing actual behavior, 22 participants (over 36%) from the first group showed up for the inspection, compared to 40 participants (over 66%) in the second group.
Opportunities and... Risks
The SWPS researchers emphasize that the selfish trap is not inherently unethical. It can be used for positive purposes, such as discouraging harmful habits, adopting healthier routines, or supporting important causes. However, it can also be employed as a manipulation technique.
- For any influence technique, reflection is the best defense. One should avoid acting automatically and instead consider whether the suggestion aligns with their values and personal interests, explains Prof. Doliński in the study’s summary. - If the balance is negative, a response such as "Perhaps some intelligent people do this, but others do not. I belong to the latter group, thank you for the suggestion, but I’ll pass" is sufficient.
The concept of the selfish trap, a new social influence technique not previously described in literature, was presented by SWPS University psychologists Professors Dariusz Doliński, Tomasz Grzyb, and Wojciech Kulesza in the journal Social Influence.
source: SWPS University
COMMERCIAL BREAK
New articles in section Media industry
Who really controls the news on the internet? A study from Spain
Krzysztof Fiedorek
Analysis of more than thirteen thousand articles reveals behind-the-scenes mechanisms of spanish digital media. Left-wing portals are responsible for 50.33 percent of texts on lobbying. The energy lobby generates 63.41 percent of publications. Only one daily newspaper evaluates pressure groups positively.
Children and artificial intelligence. The generation of a global experiment is growing
Joanna Sokołowska, UNICEF Polska
A UNICEF analysis based on new data from 10 countries shows that at least 20 million children have already used artificial intelligence (AI). Many of them are ahead of adults, adopting these technologies at a pace more than three times faster.
New generations and the end of traditional news. Reuters Institute report
Krzysztof Fiedorek
Traditional news media are losing touch with the youngest generation of audiences, who grew up in a digital environment. Young people aged 18 to 24 spend time online continuously and expect publishers to take a fresh approach to presenting reality, according to a report by the Reuters Institute.
See articles on a similar topic:
Artificial Intelligence is ALREADY Outperforming Humans in Creativity
Krzysztof Fiedorek
ChatGPT, an AI model based on the GPT-4 engine, achieved better results than the vast majority of students in the standard Torrance Test of Creative Thinking (TTCT), which evaluates creativity. The study was conducted by researchers from the University of Montana.
Yellow Press. What is Yellow Journalism?
Krzysztof Fiedorek
The terms "yellow press" and "yellow journalism" are often used pejoratively to describe journalistic practices focused on sensationalism, gossip, and emotions rather than objective facts. Let’s explore their origins, distinctive features, and impact on society.
Television 2025. Report by the European Broadcasting Union
Krzysztof Fiedorek
Europeans are watching less and less television. In 2024, the average viewing time was 3 hours and 13 minutes per day. Only 54% of young people had any contact with TV, and public broadcasters held a 23% share. Television is losing relevance, especially among the youngest viewers.
Media Subscriptions to Replace Advertising. TMT Predictions 2018
BARD
Some publishers already consider attempts to generate revenue from online advertising a waste of time. According to the "TMT Predictions 2018" report by Deloitte, by the end of 2018, half of all adults in developed countries will have at least two online media subscriptions.
