Identity
Pink concludes that using nouns instead of verbs as part of a request is motivating in that it allows the listener to see themselves as the actor in the situation, with a particular identity. Seeing themselves as the noun, the listener has ownership of the action, what would otherwise be the non-personalized verb.
Will you be scammed?
Before you begin this article in earnest, I must point out that it discusses a collective research product; what I say going forward represents my own opinions on research a team has conducted, and does not necessarily reflect the opinions or viewpoints of any of the other team members or the research sponsors. I will also add that my interpretation of the research is one of several possible ones. I intend for my thoughts, like the research itself, to be stimulating rather than conclusive.
