The Neuroscience of Selling by John Asher

Author:John Asher
Language: eng
Format: epub
Publisher: Sourcebooks
Published: 2019-10-06T16:00:00+00:00

Ultimate Attribution Bias

The ultimate attribution bias arises as a way to explain the negative behavior of a person not part of your group as flaws in their personality. It is also the belief that positive acts performed by a member of your group are a result of their personality, whereas if a person in your group behaves negatively, it is a result of situational factors.

Practical application

We are biased toward our own groups. Because buyers come from many groups other than our own (gender, age, ethnic background, etc.), be careful not to stereotype them and lose opportunities for connection and cooperation.

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