Once convinced, the person is so motivated as to deliver the 'goods'. The manager will have achieved the goal quietly, gently and with the minimum of effort. It is, in effect, an effortless achievement. The research is entirely of the applied type, which can and has been used to great practical advantage. Some of the findings in this field were first published in the fifties in a book with the title, The Hidden Persuaders, which became a bestseller.
Brain emits fast beta waves when a person is really interested in a particular presentation.
These waves can be detected by an instrument. Subliminal approach using short duration presentation, whereby the message is transmitted below the level of awareness. This is the title of a study carried out by the US Department of Labor among 1500 workers, who were asked to rate the job factors, from a list of 23, which they considered important starting from the most important factor. It is well known that individual behavior is intensely personal and unique, yet companies seek to use the same policies to motivate everyone. Tailoring' the policy to the needs of each individual is difficult but is far more effective and can pay handsome dividends.