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Think Twice
book

Think Twice

by Michael J. Mauboussin
November 2012
Intermediate to advanced
224 pages
5h 8m
English
Harvard Business Review Press
Content preview from Think Twice

CHAPTER FOUR

Situational Awareness

How Accordian Music Boosts Sales of Burgundy

TONY, A MIDDLE-AGED MAN with his glasses perched on the end of his nose, was the last to answer. He had a furrowed brow and appeared nervous. “Same,” he replied without conviction. With that incorrect response, Tony added evidence to one of the most famous social psychology experiments—Solomon Asch’s study of conformity under group pressure.

Asch first ran these experiments in the 1940s. He assembled a group of eight people. Unbeknownst to the true subject, seven of the participants were accomplices. Asch asked them to complete the trivial task of matching the length of a given line with one of three unequal lines. The procedure was simple, and the answers were virtually ...

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Publisher Resources

ISBN: 9781422155547