Persuasion with deceit elicits the “Trojan Horse Effect” in tennis players

When people decide and solve problems without complete information, often use heuristics, leading to cognitive biases. To 90 both sexes tennis players, subdivided into three levels of performance, was requested to test two identical rackets having two similar strings, apart for the brand and the price, presented to half of the sample with reversed details about their nature. The deceived players evaluated the strings in accordance to the suggestions offered, with an inverted proportion between the evaluation gradient and the level of performance. The higher the performance level, the higher was the factual evaluation. The non-influenced group judged the strings in accordance to its own sensitivity and didn’t reached the other group results. Persuasion with deceit generates an effect temporarily defined as: the “Trojan Horse Effect”. Further research is needed to verify if performance can be increased by using training methodologies eliciting this effect.