One of our favorite subjects is the way marketers can use psychology to manipulate you into doing what they want (we don’t think “brainwashing” is too strong a word).
We know what you’re thinking: You’re far too cynical to fall for the ads you fast forward through on your DVR or the little tricks employed by marketers and politicians to push your subconscious buttons. But are you sure? Because science has found …
#5. The Color of a Pill Can Trick You into Thinking It’s Working
Remember when Neo got to choose between the red pill and the blue pill? The blue pill would have put him back to sleep in the fake world of cubicles and steaks in the Matrix, where the red pill would wake him up to the real world and its industrial womb factory. You probably just chalked that scene up to another case of Hollywood turning a complicated situation into a simplistic metaphor, but what you probably didn’t realize is that you’re living out your own little Matrix scenario every time you go to the pharmacy.
“I really hope being swallowed by a mirror is covered by my insurance.”
Did you notice how the red pill would let Neo “wake up” to the real world, but the blue pill would let him stay “asleep” in the dream world? Now go to your pharmacy. What color are all of the sleeping pills?
Blue, blue and blue — if not the package, then the pill itself. That’s not coincidence; researchers have found that the color of a pill makes a difference in how it works. In one study, every patient was given the exact same sedative, but some patients received it in a blue pill and others in an orange pill. The blue pill takers reported falling asleep 30 minutes faster, and sleeping 30 minutes longer, than the orange pill takers.
What the hell? It’s yet another weird manifestation of the placebo effect. You probably already know that you can give a guy with a headache a Tic Tac and tell him it’s medicine, and there’s a good chance it will fix his headache just like an aspirin would, for reasons science doesn’t completely understand. Well, it turns out that that already illogical and somewhat insane phenomenon is also affected by the color of the pill. The reason is that how you perceive effectiveness affects effectiveness — and when it comes to stuff you consume, color matters.
So, in a different experiment, subjects were told they were going to get a sedative or a stimulant, when in fact they were getting neither — all of the pills were placebos. Yet 66 percent of the subjects who took blue pills reported feeling less alert, compared to only 26 percent of those who took pink pills. That’s because we’ve been trained to think that blue = sleep.
Also blue = drowning, and certain types of poisonous reptiles. Sweet dreams!
In a different study, when researchers put various fake medicine packages in front of subjects, the subjects picked certain colors of boxes over others. Warm colors like brown and red were perceived as more potent, especially if the shades were darker. Green and yellow, on the other hand, might as well have been 7Up-flavored Tic Tacs as far as the subjects were concerned. And this is why heart medicines are often red and brown, while skin medicines are yellow and sleeping pills are often blue or green. Painkillers, on the other hand, are often white … maybe to remind us of opium? We’re not sure.
All we remember is consuming ghosts whole, and then the long silence.
Wait, it gets even stupider. Color associations are also cultural. Maybe in America blue is a calming, peaceful color, but in Italy it’s associated with the national soccer team. So researchers found that, rather than making him drowsy, a blue pill would send an Italian man screaming and singing and rioting into the night.
#4. “Priming” Can Play Us Like Puppets
Quick: When’s the last time you bought flowers at a grocery store? Never? Yet when you walk through the door at most grocery chains, what’s the first thing you see? Here’s what’s right inside the door at Whole Foods:
And here’s Kroger:
What the hell? These are grocery stores, people are there to buy food. Why would they lead off with a fringe product that 99 percent of the shoppers probably won’t even look at? It has to do with the subtle science of mind control known as priming.
Yes, it is entirely possible to manipulate people into certain behaviors without them knowing it. We’re not talking about subliminal suggestion, the disproven gimmick that claimed it could make people buy products by inserting hidden messages in movies. No, the real technique is priming, and it’s as sinister as a windowless white van at a playground.
“It’s goddamn tangerines and muesli again. That van guy is the worst.”
The idea behind the flowers is that, as we’ve touched on elsewhere, hitting you with a product that is highly perishable yet fresh will “prime” you into thinking of freshness, and that you will carry that “freshness” mindset with you all the way back to the discount meat case. It sounds like bullshit — humans don’t connect completely unrelated ideas like that, right? Yet it’s confirmed pretty much every time they test it.
Sometimes “priming” is as simple as finding that people will keep a room cleaner if it smells like disinfectant — that subtle reminder is enough to make people think, “This is a clean room, I should keep it clean.” But when you see how far they can take this, it gets weird.
“Can we try to keep the murder room confined to one area, please?”
In one study, scientists instructed volunteers to form sentences using words associated with old people, under the guise that it was a language proficiency test. So, one sentence could have been “The Depends were too elderly (in Florida.)” That’s just an example we made up. So these hip, presumably liberal young college students were pumped with terms associated with the elderly, and guess what happened next?
No, they didn’t hike up their pants to their nipples and start watching Jay Leno. But as they left the study, they walked slower than the students who were given neutral words earlier. The students primed to think of elderly stereotypes took on characteristics they associated with the elderly. Seriously, this happened. And you can get the same result in infinite ways; in another experiment, those who were primed with words conveying rudeness (like “aggressively,” “bold,” “rude,” “bother,” “disturb” and “intrude”) interrupted the experimenter more frequently during a conversation after the tests.
They also found a clipboard embedded in their foreheads later on, but that was probably just a coincidence.
Wait, it gets stupider than that. In yet another study, researchers set up a devious experiment where students accidentally bumped into a klutz on the way to the session. Their bump partner held either a hot or a cold drink, which he or she asked the unknowing patsy to hold for a second while they collected their shit. When the students actually got to the study, they were asked to rate a hypothetical person’s personality. The subjects who had held an iced tea earlier were more likely to call the fake persona “cold” or “selfish” than the students who held a cup of hot coffee. Some base association with cold and warmth at the subconscious level was enough to affect their conscious judgment.
“Hmm. I’d say the person was fuzzy and likely to consume their young.”
So the next time you see an ad on TV, take a moment to notice the show or scene preceding the ad. Because advertisers are paying more for placement that will prime the viewer. For instance, OnStar ran ads for its emergency vehicle service during a commercial break that came right after a car crash scene in The Bourne Supremacy. It was worth it, because studies show that that little bit of priming makes people twice as likely to buy the product.
#3. Our Views on a Subject Depend on How It’s Phrased
You’re probably already aware that minor changes to the wording of a survey can alter people’s opinions. During the health care debate, for example, four separate organizations conducted polls to see what percentage of Americans supported a so-called “public option.” Their results ranged from a measly 44 percent to 66 percent support, due in large part to differences in wording. Calling it a “government administered health insurance plan — something like the Medicare coverage that people 65 and older get” garnered 66 percent support. And calling it “a government-run health insurance plan” plummeted support to 44 percent. Calling it “Just what Mussolini would have wanted” reduced the number to 2 percent.
“Ha-HAAAAAAAH! NOW I’VE GOT YOU!”
You might think that it’s just a matter of people not actually understanding how the system works (“I said I wanted Medicare, not GOVERNMENT!”), but it really is all about how the brain can be manipulated with very subtle differences in wording, regardless of your knowledge level.
In this study, social psychologists sent out surveys to several hundred registered voters before an election. Half the recipients were asked if it was “important to vote.” The other half were asked if it was “important to be a voter.” With this one difference, the people who read the word “voter” were nearly 14 percent more likely to actually vote on Election Day. The researchers suspected that using the word “voter” caused people to identify themselves with the word. Since these people considered themselves to be voters, they were more likely to get out and vote.
“I was called a motherfucker, too, but that’s on everyone’s manifesto.”
On the other hand, using the word “vote” implied that the survey was asking the people to perform a task. Even if they answered “yes” to the question, they felt no association with the word (i.e., they weren’t voters, they were just being told to vote), so they were less likely to follow through. One was about a simple action, the other was about being a type of person.
So what happens if someone implies that you’re a “gamer” or a “runner” or a “hooker”? You do the math.
If you’re a “mather.”
#2. You Emotionally Bond With People You Sing With
There’s not very much we know about the people of North Korea, but we do know they love to do things in unison. Watch a few minutes of this footage from the North Korean Mass Games to see what we mean:
It’s nice how Kim Jong Il can’t be bothered to give much of a damn during the whole thing. Can you even imagine the months it took to put together that monstrosity? And for what? To put on a show for a guy who glibly flips through a magazine halfway through? Except, oh wait. There’s a lot more to these exercises than impressing the dear leader. And whatever it is the participants are getting out of their involvement with this performance, you’ve probably experienced it as well.
Oh God, it’s the same expression that our fathers had when we explained what we did for a living.
Ever been to a sporting event in America? A football game, baseball game, an anything in a stadium? What did you do first, once you found your seats and got your drinks and settled in for the game? You stood back up and sang the national anthem with everyone else. Guess what? Scientists have discovered that when we perform synchronized activities such as singing songs, reciting chants or even as simple an act as walking together, we end up feeling more connected to the people we’re performing these activities with.
“We share everything but synchronized boners.”
Because it turns out it’s not what you’re saying or singing or chanting that matters. It’s just the fact that you’re performing these activities in unison with other people. Researchers at Stanford University found that when volunteers were instructed to walk around campus together, the simple difference between letting them walk normally versus instructing them to walk in step with each other increased the volunteers’ willingness to cooperate with each other afterward.
Even more surprisingly, how harmonious the participants felt had nothing to do with any positive emotions created by the synchronized activities themselves. Whether or not they enjoyed performing the activities, they simply became more cooperative with each other. The researchers concluded that “synchrony rituals” may therefore have evolved as a way for societies to get individuals to work together and be willing to make personal sacrifices for the benefit of the group.
“Put your right hand over your … eh, you’re good, buddy.”
Hell, why else would every country have a national anthem? Why would every military make their troops march and chant in unison?
#1. Cars Have Facial Expressions, and We Buy Accordingly
The human mind loves to see human faces in everything; tortillas, clouds, cat butts, the moon, other faces, everything. The phenomenon even has a name: pareidolia. Knowing this, would you want to live in the Hitler house?
D Legakis / Athena
Number nein, on the reich.
Or a cardboard box that looked perpetually befuddled?
Even the homeless have their standards.
When making faces out of things, we don’t just say, “Hey, that cloud looks like Abraham Lincoln” or “That scab looks like Al Roker.” We give the face emotions, presumably based on which way its eyebrows and mouth are going. And researchers at the University of Vienna found that we therefore subconsciously tack on those emotions to, say, cars. In other words, we did half of Pixar’s work for them in 2006.
We had to, because they clearly couldn’t give a shit whether these guys were relatable.
It’s easy to see it — every car has two headlights (eyes), a grill (mouth) and maybe something that looks like a nose. So, knowing we assign emotions to objects, you’d think that most of us would pick the happiest-looking cars we could find. Like we’d all be clamoring for vintage Volkswagen Beetles.
After cleaning Lindsay Lohan’s vomit off the back seats.
You’d be wrong. When we drive, we’re not out there to make friends, unless you’re a hippie, and then shouldn’t you be on a bike or a donkey or something? Nope, what we want to convey is toughness, speed, aggression. So we want our cars to have the face of a monster. Or at least a mean dude. Researchers found that lower, wider cars with a wide air intake and angled or slit-like headlights give a picture of power. Not sleepiness, as you’d expect, but power. And that’s what drivers are looking for when picking out new vehicles. At least, when picking out certain kinds of vehicles.
That’s why the Dodge Charger looks pissed:
But not as mad as this Bugatti Veyron concept:
You can even see this in the boring, tame old Honda Civic. Here’s the standard sedan model, for the moms out there:
Thin-lipped disapproval included.
Now here’s the sport model:
Do you see the little difference? The scowl? Maybe this will help:
Wow. We’re … we’re kinda sorry we had to illustrate that.