ビジネス用心理学
公開日:2016.01.12

信じる力が目標の達成を容易にする「プラシーボ効果」


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こんにちは、藤です。
今この瞬間のあなたにとって一番重要な目標は何ですか?
ビジネスでもプライベートでも、今はまだ出来ていない事を
達成するためには、目標を立てるという行為が必要です。
そして立てた目標を達成するには、「私は達成できる」と
信じていることも重要な要素となってきます。
今回は、信じる力が目標達成にも影響を及ぼす「プラシーボ効果」の話をします。

プラシーボ効果とは

プラシーボ効果とはどういう効果かと言うと、
例えば風邪をひいた時や頭が痛い時に、
かかりつけの医師から、ただの粉砂糖を
「これはよく効く薬です」と言って渡された場合、
薬と言われた粉砂糖を飲むことによって風邪が治ったり、
頭痛がやわらいだりする事が、実際にあるようなのです。
この、実際に薬ではないものを薬だと信じて飲むことによって、
実際に薬を飲むのと同じような効果が起こることを、プラシーボ効果といいます。
驚くことに、プラシーボ効果は薬だけでなく外科的な手術においても実証されています。
外科手術が必要な患者に、あたかも外科手術を行ったようなふりをすることで、
手術を行ったのと同じ結果が起こった例があるのです。
鍼治療においても同様の効果があるという結果が出ています。
もちろん個人差や症状によって、いつでも絶対にプラシーボ効果が
おこるというものでもないようなのですが。

また、製薬会社は、新薬の開発時にプラシーボ効果も検証するそうです。プラシーボ効果を差し引かないと、実際の効果を確定できないからです。
プラシーボ効果は無視することができない要素なのです。

プラシーボ効果によって脳内物質が作られていた

どうして、薬や手術という治療行為なしで薬や手術と同様の結果が出せるのだと思いますか?
それは、意識活動を司る脳の働きによるものだそうです。
薬を飲んだ、手術を受けたと脳が認識し、その認識の内容によって、
エンドルフィンやドーパミンなどの脳内物質が作り出されます。
例えばエンドルフィンは、昔から痛み止め薬として使われてきた
モルヒネの何倍もの鎮痛効果を持つ物質だそうです。
痛み止めの薬を飲んだという認識を脳が持つことで、
痛みを抑える物質が作りだされるという事です。
プラシーボ効果は、ただの暗示や気のせいではなく、
医学的にも実証されていることなのです。

プラシーボ効果のビジネスへの応用

そして、プラシーボ効果は、ビジネスにも応用することができます。
もちろん薬を飲んだりはしませんが、「〇〇する事が可能だ」と
信じることで、できると信じている人の方が
できないと信じている人よりも良い結果を出すという実例があります。
ビジネス版プラシーボ効果は、
自分はもちろん、顧客やスタッフに対して活用することができます。
例えば営業で、
・顧客Aは多分契約がとれない
・顧客Bはもしかすると契約がとれるかもしれない
という情報を与えてスタッフに営業をかけさせた時には、
顧客Bの方が契約を取りやすくなったりするのです。
この場合は、可能性を信じることによって営業スタッフが
チャンスを掴みやすい状態になる、という事かもしれないですね。
ドーパミンとかが脳内で作られているのかもしれません。

脳内物質まで作ってしまう「信じる気持ち」は、結構侮れないです。
プラシーボ効果を上手に活用して、「目標達成しやすい状態」を作ってみてはいかがでしょうか。

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執筆者:藤 勝行 (http://xlab.co.jp)

4年間経営した会社を倒産後、再度起業したインターネット広告代理店(エックスラボ)を3期目で年商約10億円グループにまで成長させる。集客をしたい中小企業の経営者や大手企業の担当者、同業他社までも参加するセミナーを開催する起業家。広告マン兼マーケッター。

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