Stephen Martin, Joseph Marks Books
Stephen Martin is a British behavioral scientist and author specializing in applying psychology to business and communication. Joseph Marks is a psychologist and researcher at University College London, focusing on decision-making and social influence.
Known for: Messengers: Who We Listen To, Who We Don't, and Why
Books by Stephen Martin, Joseph Marks
Messengers: Who We Listen To, Who We Don't, and Why
Messengers is a behavioral science study exploring why some people are heard and believed while others are ignored, even when their messages are more valid. Stephen Martin and Joseph Marks identify eight key traits that determine a messenger’s influence—from authority and competence to warmth and vulnerability. Drawing on decades of psychological and behavioral research, the book reveals how who delivers a message can matter more than the message itself.
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The Messenger Effect
Early in our research, we kept encountering a surprising finding: when it comes to persuasion, the messenger often eclipses the message. Imagine two individuals delivering identical information. One is a respected expert, articulate and composed; the other, perhaps equally knowledgeable, appears unc...
From Messengers: Who We Listen To, Who We Don't, and Why
Hard Messengers Overview
The first category of messengers—those we call *hard messengers*—derive their impact from status and strength. They command attention not through empathy but through authority signals: wealth, expertise, and dominance. In social systems, hard messengers tend to occupy the higher rungs of hierarchy. ...
From Messengers: Who We Listen To, Who We Don't, and Why
About Stephen Martin, Joseph Marks
Stephen Martin is a British behavioral scientist and author specializing in applying psychology to business and communication. Joseph Marks is a psychologist and researcher at University College London, focusing on decision-making and social influence.
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Stephen Martin is a British behavioral scientist and author specializing in applying psychology to business and communication. Joseph Marks is a psychologist and researcher at University College London, focusing on decision-making and social influence.
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