Concepts (page 84)
- Tolerance
Tolerance is the phenomenon of needing more of a substance to produce the same effect, or of getting less of an effect from the same dose. It is one of the best-established findings in pharmacology…
- Top-of-Mind Accessibility
Top-of-mind accessibility is the principle that whatever was activated most recently is easiest to retrieve, and that what is easiest to retrieve gets acted on. The cognitive core, that recent and…
- Total Attention Control
Total attention control is the deliberate strategy of occupying the whole attentional field so that no competing message has anywhere left to land. Tim Wu traces the idea through the propaganda…
- Traction
Traction is Nir Eyal's word, from Indistractable in 2019, for action that pulls you towards what you intended to do. Distraction is action that pulls you away. Both descend from the Latin trahere…
- Transaction Decoupling
The loosening of the link between a payment and the benefits it bought, which bundled prices can produce.
- Transaction Utility
Transaction utility is the pleasure or sting of a deal itself, as distinct from what the goods are worth to the buyer. Richard Thaler introduced it in his 1985 paper in Marketing Science, as one…
- Transfer
Transfer is the question of whether learning one thing improves your ability at another thing you did not train. Near transfer, improvement on tasks close to what was practised, is ordinary and…
- Transitional Space
Transitional space is D. W. Winnicott's name for the intermediate zone between inner fantasy and outer reality, first seen in a child's blanket or teddy and later extended to play, art and culture…
- Tribal Psychology
Tribal psychology is the evolved human tendency to divide the social world into in-groups and out-groups, extending cooperation and trust to the in-group while treating the out-group with suspicion…
- Triggers
A trigger is something in the ordinary environment that brings a product back to mind. It has nothing to do with how interesting the product is. Berger and Schwartz found that products cued often by…
- True and Illusory Halo
True halo is agreement among a person's ratings that reflects real links between their qualities. Illusory halo is agreement produced by the rater's overall impression, which spreads to qualities…
- Truth-Bias
Truth bias is the tendency to judge other people's messages as honest more often than the facts justify. In Bond and DePaulo's 2006 meta-analysis of 206 documents, judges rated about 55 to 57 per…