Bankruptcy Attorney

Yale Law Application Personal Statement Yale Law Blog Personal Statement Personal Statement For Yale Law School Yale Law Personal Statement Length Yale Law School Personal Statement Length Personal Statement Yale Law Fulbright Personal Statement Yale Yale Personal Statement Prompt Personal Statement For Yale Yale Personal Statement Length Yale Llm Personal Statement Yale Mph Personal Statement Word Limit Personal Statement Yale School Of Public Health Yale Personal Statement Public Health Yale Phd Personal Statement Personal Statement Yale Law School Yale Personal Statement Graduate School Law School Personal Statement Yale Blog Yale Transfer Personal Statement Yale Ucs Personal Statement Personal Statement Year 11 Writing Personal Statement Year 11 Writing A Personal Statement Year 11 Personal Statement For Year 11 Personal Statement In Year 11 Writing A Personal Statement In Year 11 How To Write A Personal Statement Year 11 Personal Statement Year Abroad Personal Statement Study Abroad Personal Statement Study Abroad Uk Personal Statement For Study Abroad Scholarship Personal Statement Study Abroad Application Personal Statement A Year Abroad Personal Statement For Year Abroad Personal Statement For Study Abroad In Uk Personal Statement York Personal Statement New York Personal Statement New York University Personal Statement For York University Personal Statement University Of York Postgraduate Personal Statement York Student Financial Statement York University Student Account Statement York University Yorku Personal Statement York Uk Personal Statement Writing A Personal Statement York Personal Statement For A Youth Worker Personal Statement Youth And Community Work Personal Statement For Youth Worker Personal Statement In Youth Work Personal Statement Of A Youth Worker Zoology Personal Statement University Personal Statement For Zoology Good Zoology Personal Statement Zoology Personal Statement Help Personal Statement Eth Zurich Personal Statement For Eth Zurich Personal Statement Cv New Zealand Zebra Personal Statement Personal Statement Zadanie Application Letter For Scholarship Application Letter I Application Letter I Am Confident Application Letter I Am Looking Forward Application Letter 3 Paragraphs Application Letter For 3 Days Leave Application Letter For Ups 3 Letter Application Letter 3 Application Letter For Teacher Application Letter For Any Position Letter Application Letter 5 Determination Letter Application 8718 Application Letter As A Teacher Application Letter As A Secretary Application Letter As A Driver Application Letter Bahasa Inggris Application Letter Bank Application Letter Book Application Letter Conclusion Application Letter Computer Technician Application Letter Content Application Letter Cv Application Letter Definition Application Letter Doctor Application Letter Dealership Application Letter Dear Sirmadam Application Letter English Application Letter Ending Application Letter Engineer Application Letter For Nursing Application Letter Graphic Designer Application Letter German Application Letter Heading Application Letter Hrm Application Letter Introduction Application Letter In Marathi Application Letter Jollibee Application Letter Journalist Application Letter Journalism Application Letter Kinds Application Letter Kindergarten Application Letter Kitchen Staff Application Letter Kpmg Application Letter Length Application Letter Manager Application Letter Margin Application Letter Marketing Application Letter Malaysia Application Letter Nigeria Application Letter Network Administrator Application Letter Of Intent Application Letter Of An Accountant Application Letter Purpose Application Letter Quality Control Application Letter Quick Learner Application Letter Resume Application Letter Salutation Application Letter School Application Letter To Graduate School Application Letter To College Application Letter To College Admission Application Letter Unknown Recipient Application Letter Un Application Letter Veterinary Receptionist Application Letter Volunteer Application Letter Vacancy Application Letter Word Application Letter Waitress Application Letter Wikipedia Application Letter Without Specific Position Application Letter Yours Sincerely Application Letter Youth Worker Application Letter For Yearbook Application Letter Zwroty Application Letter New Zealand Application Letter For Zoo Www Application Letter Co Za Application Letter For A Scholarship Applying Letter For A Scholarship Request Letter For A Scholarship Cover Letter Applying For A Scholarship Best Application Letter For Scholarship Application Letter For Company Scholarship Application For Scholarship Cover Letter Letter For Scholarship Consideration Cover Letter For College Scholarship Application Application For Phd Scholarship Cover Letter Letter For Scholarship Donations Letter For Scholarship Donor Application Letter For Scholarship Extension Request Letter For Scholarship Extension Application Letter For Scholarship Financial Assistance Application Letter For Government Scholarship Scholarship Application Letter For High School Application Letter For Scholarship In College Application Letter For Scholarship In University Request Letter For Application In Scholarship Application Letter In Scholarship Letter For Scholarship In College Application Letter For Masters Scholarship Request Letter For Scholarship Money Letter For Scholarship Money Letter For Scholarship Mba Motivation Letter For Scholarship Application How To Make Application Letter For Scholarship Letter For Scholarship Need Cover Letter For Nursing Scholarship Application Request Letter For Extension Of Scholarship Request Letter Of Scholarship Motivation Letter For Application Of Scholarship Application Letter For Postgraduate Scholarship Application Letter To Principal For Scholarship Cover Letter For Phd Scholarship Application Application Letter For Scholarship Request Letter For Scholarship Recommendation Letter For Scholarship Recipient Letter For Scholarship Renewal Letters For Scholarship Requests Reference Letter For Scholarship Application Recommendation Letter For Scholarship Application Regret Letter For Scholarship Application Reference Letter For Scholarship Application From Employer Application Letter For School Scholarship Application Letter For Scholarship To University Application Letter For The Scholarship Letter For Scholarship To Study Abroad Request Letter To Scholarship How To Write Application Letter For Scholarship Writing Application Letter For Scholarship Written Application Letter For Scholarship Writing Cover Letter For Scholarship Application Writing A Reference Letter For Scholarship Application Reference Letter For Your Scholarship Application Thank You Letter For Scholarship Application Application Letter For Teaching Position At A University Application Letter For Teaching Assistant Position Cover Letter For Teaching Position At University Cover Letter For Teaching Art Position Cover Letter For Teacher Aide Position Cover Letter For School Board Position Best Cover Letter For Teaching Position Cover Letter For Biology Teaching Position Cover Letter For Business Teaching Position Cover Letter For Business Teacher Position Cover Letter For Teaching Position College Cover Letter For Teaching Position Canada Cover Letter For Teaching Position Application Cover Letter For School Custodian Position Cover Letter For School Caretaker Position Cover Letter For Dental Teaching Position Cover Letter For School Bus Driver Position Cover Letter For Teaching English Position Cover Letter For Teaching Esl Position Cover Letter For Teaching Position For College Cover Letter For Teaching Faculty Position Cover Letter For Fresher Teaching Position Good Cover Letter For Teaching Position Generic Cover Letter For Teaching Position Cover Letter For Graduate Teaching Position Application Letter For Teaching Position Fresh Graduate Application Letter For Teaching Position In College Cover Letter For Teaching Position In College Cover Letter For Teaching Position In Korea Application Letter For Kindergarten Teacher Position Cover Letter For Teaching Position Entry Level Cover Letter For School Librarian Position Cover Letter For Language Teaching Position Cover Letter For Mentor Teacher Position Cover Letter For Teaching Position No Experience Cover Letter For Teaching Position Nz Cover Letter For Teacher Assistant Position No Experience Cover Letter For Teaching Position Overseas Cover Letter For School Office Position Cover Letter For Online Teaching Position Application Letter For Teaching Position Pdf Cover Letter For Teaching Position Pdf Application Letter For School Principal Position Cover Letter For Teaching Position Private School Cover Letter For School Principal Position Cover Letter For School Psychologist Position Cover Letter For School Psychology Position Re Application Letter For Teaching Position Cover Letter For Reading Teacher Position Resume Cover Letter For Teacher Position Cover Letter For School Secretary Position Cover Letter For School Superintendent Position Cover Letter For Substitute Teaching Position Cover Letter For Technology Teacher Position How To Write An Application Letter For Teaching Position Application Letter For Teaching Position With No Experience Cover Letter For Teaching Position With Experience Cover Letter For Teacher Assistant Position With No Experience Writing An Application Letter For Teaching Position Application Letter It Support Application Letter It Engineer Application Letter For It Fresh Graduate Application Letter For It Professional Application Letter 9 Klasse Request Letter Items Application Letter For Lost Item Request Itin Letter Itin Application Letter Request Letter Itr Application Letter It Position Application Letter It Specialist Application Letter It Technician Application Letter It Officer Application Letter It Support Officer Application Letter Itu Apa Application Letter I Am Writing Letter I Am Writing Letter I Am Writing To You Letter I Am Writing To Enquire Letter I Am Writing In Regards To Cover Letter I Am Writing In Response Letter Of Application I Am Writing Letter Of Application I Am Writing To Apply Letter I Am Writing Regarding Application Letter I Am Writing To Letter I Am Writing To Cover Letter I Am Writing To Apply Cover Letter I Am Writing To Express My Interest Cover Letter I Am Writing To Cover Letter I Am Writing To You Cover Letter I Am Writing To Express Letter I Am Writing You Application Letter Indonesia Application Letter Images I-131 Application Letter Application Letter 120 Words Application Letter 2011 I 539 Application Letter Iata Application Letter Ib Application Letter Application Letter Ict Application Letter Ict Technician Application Letter Icu Nurse App Letter Icon Application Letter For Ict Officer Application Letter For Ict Teacher

Reciprocity – the reason why people no longer listen to companies

whispersmHaving read more about reciprocity than I ever had expected, I have come to realize the importance of this ancient and simple reflex that we developed eons ago to become the only hyper-social species without all being brothers and sister, on explaining why we behave the way we do in 21st century business environments.

The most recent aha moment came when I read “How We Know What Isn’t So,” by Thomas Gilovich, in which he describes communications as a reciprocal process – saying:

Because communication or conversation is a reciprocal process, it is not surprising that many of the needs and goals of the speaker and listener are complementary. This is well illustrated by one of the most basic goals of communication, to ensure that the act of communication is “justified.” For the speaker, this means, among other things, that his or her message should be worthy of the listener’s attention; for the listener, it means that the interaction must in some way be worthwhile. To satisfy this basic goal, it is necessary that certain preconditions be met. The message should be understandable (i.e., not assume too much knowledge on the part of the listener), and yet not be laden with too many needless details (i.e., not assume too little knowledge on the part of the listener).

Of course, that is what most companies do not understand. And that is, not surprisingly,  also what many advertisers have understood for a long time. For communications to truly work, it needs to be reciprocal – there has to be value in it somewhere. Value can come in the form of warnings (i.e, don’t use that product, it doesn’t really work), useful information (which in most cases is different from product specs), and of course entertainment (nothing beats a good story or a funny one).

Throughout most of the 20th Century corporate communications’ history, however, communications was not a reciprocal process – because companies did not have to. The only information you could get about their products and services came from them, and the only thing they wanted from you was your money. They did not care whether the communication was truly based on a “I help you now, and I know you will help me later” basis – because they did not have to.

So now that we have companies with real bad habits and a platform of participation called social media that allows people to talk to other people in conversations that are truly reciprocal – it is no wonder that 2/3rds of all buying decisions are made based on information not coming from the company selling the product or service.

The other important topic that Gilovich brings up in his book which has profound implications for corporate communicators is the effect of  “sharpening” and “leveling” of messages – he says:

What the speaker construes to be the gist of the message is emphasized or “sharpened,” whereas details thought to be less essential are de-emphasized or “leveled.” Secondhand accounts often become simpler and “cleaner” stories that are not encumbered by minor inconsistencies or ambiguous details.

The message here being – keep your communications clean, retellable, and free of unnecessary details.

0saves
If you enjoyed this post, please consider leaving a comment or subscribing to the RSS feed to have future articles delivered to your feed reader.

You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.



AddThis Social Bookmark Button