If we’re highly motivated, we will focus on and be persuaded by the arguments in the message itself. If we’re not motivated, we’re more likely to be influenced by external cues, like a person’s appearance, what she’s wearing, how she’s talking, and the like. Visceral cues, like the basic emotion brought forth by a powerful story, however, can override even motivation. Instead of processing a message logically, we act like the unmotivated person and take in all the wrong things. That’s the power of the play. Even if we’re trying hard not to get conned, if the play unrolls in the right way, it
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