Messengers audiobook cover - Who We Listen To, Who We Don’t, And Why

Messengers

Who We Listen To, Who We Don’t, And Why

Stephen Martin and Joseph Marks

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Categories:
PsychologyCommunication Skills

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Quiz — Test Your Understanding

Question 1 of 9
Why did investigators of the 2007-08 financial crisis prefer to speak with journalist Michael Lewis rather than investor Michael Burry, who actually predicted the crash?
  • A. Burry's financial predictions were eventually proven to be based on fraudulent data.
  • B. Lewis possessed the traditional status, appearance, and communication skills that the awkward Burry lacked.
  • C. Lewis had lost millions of dollars in the crash, making him a more empathetic and relatable messenger.
  • D. Burry refused to speak to the investigators due to his deep distrust of government authorities.
Question 2 of 9
What psychological concept explains why pedestrians are three times more likely to follow a jaywalker wearing a suit than one wearing denim?
  • A. The Halo Effect
  • B. The Authority Bias
  • C. The Just World Hypothesis
  • D. The Conformity Principle
Question 3 of 9
According to the book, what is the primary reason people blindly follow instructions from perceived experts, such as a nurse administering ear drops rectally?
  • A. Humans are naturally submissive to aggressive or dominant behavior.
  • B. People fear the legal and financial consequences of disobeying medical professionals.
  • C. The medical field strictly enforces hierarchical obedience among its staff and patients.
  • D. It is beneficial to simply trust that experts know what they are doing rather than trying to master their trades ourselves.
Question 4 of 9
Which of the following traits is most closely associated with a messenger projecting dominance?
  • A. A low-pitched voice and expansive posture
  • B. A high-pitched, highly energetic speaking style
  • C. A youthful, highly symmetrical face
  • D. A warm, empathetic facial expression
Question 5 of 9
Why do humans generally find average-looking and symmetrical faces attractive?
  • A. They are heavily promoted by modern media and advertising campaigns.
  • B. They signal approachability, warmth, and vulnerability to others.
  • C. They serve as an evolutionary indicator of good genes and a lack of genetic problems.
  • D. They closely resemble the faces of our primary caregivers from childhood.
Question 6 of 9
What did the Zimbabwean 'Get Braids Not Aids' program demonstrate about effective messengers?
  • A. Medical professionals in white coats are universally the most effective messengers for public health.
  • B. Friendly connection and trust can be more effective than high socioeconomic status when discussing sensitive topics.
  • C. Messages delivered by dominant figures are remembered longer by the target audience.
  • D. Vulnerability is the only way to convince people to change their deeply ingrained health habits.
Question 7 of 9
In the Texaco vs. Pennzoil lawsuit, what major factor contributed to Texaco losing the case and facing a massive penalty?
  • A. Texaco's lawyers presented factually incorrect data to the jury.
  • B. Pennzoil hired more physically attractive and dominant attorneys.
  • C. The jury shared a birthday with the Pennzoil executives, creating a subconscious bond.
  • D. Texaco's legal team was perceived as pompous, rude, and lacking warmth.
Question 8 of 9
How does displaying vulnerability, such as Theresa May's awkward dancing, typically affect a messenger's relationship with their audience?
  • A. It permanently destroys their perceived competence and authority.
  • B. It creates a boost in human connection that usually outweighs any loss of status.
  • C. It makes the audience feel superior, leading to immediate rejection of the message.
  • D. It only works if the messenger is already considered highly attractive by the audience.
Question 9 of 9
According to the text, how can a messenger like Donald Trump be viewed as trustworthy by his supporters despite making numerous false statements?
  • A. Trustworthiness is strictly based on socioeconomic status and perceived wealth.
  • B. His supporters lack access to objective fact-checking resources.
  • C. He consistently delivers or tries to deliver on his core principles, showing faithfulness to his character.
  • D. His dominant body language overrides any logical analysis of his spoken words.

Messengers — Full Chapter Overview

Messengers Summary & Overview

Messengers (2019) is a fascinating exploration of why we listen to, follow, or believe in some people but not others. It explains why thoughtful experts are sometimes ignored in favor of confident blowhards. And it reveals why apparently irrelevant details, like the color of someone’s lipstick or the roundness of their face, can make a huge difference to how we respond to them. 

Who Should Listen to Messengers?

  • Communicators who want to step up their influence 
  • Professionals who want to be more persuasive 
  • Anyone who wants to find more ways to connect with the people in their lives

About the Author: Stephen Martin and Joseph Marks

Stephen Martin is the CEO of Influence at Work, a consulting firm. He leads a Columbia University executive education program in behavioral science and is a million-selling author of Yes! 50 Secrets from the Science of Persuasion. Joseph Marks is a doctoral researcher in experimental psychology at University College London who has written for the New York Times and The Guardian. 

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