Article June 3, 1985 Issue

SECOND THOUGHT

Looking again at news and commentary

Newsweek

From Newsweek, January 16, 1984

"... A new kind of computer programming [has appeared] that may create paranoia even as it captures the public imagination: psych-out software. The first such product ... is designed to give salespeople a detailed strategy for manipulating customers into buying through a matching-up of the psychological characteristics of both parties.

"... Operation is simple: the user sits in front of a computer and types in agreement or disagreement with 80 personal statements, ranging from 'I worry about selling more than most' to 'A strong defense is necessary for America's survival.' The program then asks the user to rate the intended customer by agreeing or disagreeing with 50 adjectives such as 'talkative' or 'sarcastic.'

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June 3, 1985
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