Ulterior Motives

How goals, both seen and unseen, drive behavior
Art Markman is a cognitive scientist at the University of Texas whose research spans a range of topics in the way people think. See full bio

Comments on "To know me is to like me III: Subliminal advertising"

To know me is to like me III: Subliminal advertising

When you travel for work, you end up on a lot of airplanes. Often, that means some polite conversation with the person sitting next to you. As a psychologist, that conversation is a dangerous one, because eventually I get asked what I do. When I say that I'm a psychologist, people's initial reaction is that I have somehow been analyzing all of their deepest problems, or perhaps that I have been looking into their soul.

They are relieved (and perhaps a little disappointed) when I tell them that I study the way people think. But quickly, they find other questions about thinking that have always puzzled them. One of the most common questions centers on the effectiveness of subliminal advertising. Read More

No crippy stories???

They might not be interesting, but they are certainly crippy sometimes!! :-)

Subliminal advertising is not

Subliminal advertising is not only not interesting, it is totally false. A fact that Dr. Markman is curiously ignorant of.

Aware

I've been really aware of my cravings for food or products lately, especially suspicious of my motivations and desires for wanting that item. For example, I was in a supermarket the other day to pick up what I thought were essentials and after grabbing some bread and cheese I had a craving for chocolate and my mind flashed a recent snickers commercial I had seen...I found myself walking toward the candy aisle, suddenly realizing how much like a zombie I had been acting, I stopped. Standing there stupefied in the store, I began to seriously question the notion of free will, I looked at the remaining items on my grocery list and wondered what possibly may have compelled me to want those things...I began to wonder if anything I've ever done has been my idea, if there was a single aspect of my life that I've done of my own volition. I dropped my basket of groceries and left the store in a dejected, existential funk. My every action, my every impulse, the car I drove, the threads that clothed me, the foods that fed me, was none of it my idea? What of me was real? Do I, as a sentient entity, exist or am I merely a puppet moving to the pipe of Pied Pipers, to and fro, from one advertised aim to the next? Magazine subscriptions, music tastes, hobbies, is none of it real? I'm actually still quite confounded by this...after much debate and consideration, I've still not come to any conclusions, we are products of our environment, we learn through mimicry and instruction, we actually don't do anything of our own volition. There exists no such thing as a self-made man, we are all the clay and marble of another sculptor as others are the clay and marble of us, our parents chisel a little bit here, you chisel there, Coca Cola chisels and molds, a teacher hammers out some shapes, eventually they've crafted some monstrosity in the general shape of their image, complete with flaws and artistic flourishments, cracks that are superficial and cracks that run through.

You have hit on a central

You have hit on a central puzzle in modern psychology. There is increasing evidence that much of our behavior is driven by factors that go beyond our conscious control. I did a related post on my blog a few weeks ago. A link to that post is here:

https://www.psychologytoday.com/blog/ulterior-motives/200909/take-list-t...

But, the fact that much of your life is driven by habits and by your environment does not mean that there aren't also places where you can exert executive control. Breaking out of habitual modes of behavior requires effort and it requires being mindful of your actions.

Treat your crisis of confidence at the grocery store as an invitation to live (at least some of) your life with more awareness of the factors that shape your behavior.

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