Article | Harvard Business Review | November 2010

People Often Trust Eloquence More Than Honesty

by Todd Rogers and Michael I. Norton

Abstract

This article presents a dual interview based on a research study we conducted. Our study found that an artful dodger of questions was generally considered more likable than a person who answered the same questions directly but with less eloquence. We comment on the implications of this research for political campaigns and business management.

Keywords: Research; Social Psychology; Business or Company Management; Government and Politics; Advertising Campaigns;

Citation:

Rogers, Todd, and Michael I. Norton. "People Often Trust Eloquence More Than Honesty." Harvard Business Review 88, no. 11 (November 2010): 36–37.