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It wasn’t all that long ago we were describing ourselves as living in an information economy. Information was currency, access to information was crucial to success, and control of information was the ultimate form of power and influence. The flow of information is still central to the functioning of our global culture but our emotional reactions have become far more important than the accuracy of the information they are based on. To the point that the information, accurate or not, is becoming almost entirely irrelevant.
To be clear, we are an emotionally motivated species. That is not an evil or a defect, it is simply the truth of how we function. All decisions we make are driven primarily and overwhelmingly by our emotions. We do make measured and thought out decisions, we use logic and deduction to problem solve and trouble shoot, but our reason for doing so is always to achieve a particular emotional result. Satisfaction, resolution, increased pleasure, reduced pain, decreased fear, all actions and choices we make are in pursuit of a desired emotional outcome.
As a result our emotional motivations will always matter more to us than our methodical calculations. Anyone experienced in sales will affirm we use our emotions to make a purchase…