CMO.com – Think Executives Are Rational Decision Makers? Think Again

When you create a message for VPs or higher personas, you may be tempted to assume that their decisions are strictly rational and logical and that it’s all about the math. Why? Because they tell you that, and they believe it themselves.

Well, they are lying to you. Not on purpose, but lying nevertheless, according to a recent experiment we conducted with Dr. Zakary Tormala, a social psychologist with expertise in messaging and persuasion.

The study found that in a business decision-making scenario, you can provide executives with the same math with respect to a business proposition, but get significantly different results depending on how you frame the situation.

Conrad Smith, VP of consulting at Corporate Visions, reached out to Corporate Visions’ network of executives and asked them to take part in an online experiment. Participants—113 of them—came from a wide array of industries, including software, oil, finance, aerospace, and others, and occupied a range of high-level roles at their companies, from vice president up to CEO.

More of the CMO article from Tim Riesterer

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