Communications designed to persuade mislead and damage you using untruths and half-truths is called propaganda.
Social psychologists define something called priming: unconscious memories influence your behavior. Sometimes fo a very long time. Through repetition (a form of brainwashing).
Franchising trade magazines and trade shows influences potential franchisees to see franchising (in relation to independent business) as lower risk and higher success. Banks write their booklets in a very pro-franchise manner. McDonald’s success and its use as a bell weather (“the McDonald’s of the poo-collection industry”) primes candidates to attribute success where none exists.
Neither of these “truths” is true but that’s irrelevant. By the time the candidate franchisee is looking the low risk/high success bias is part of their DNA. They’ve created a stereotype.
As the scientifically-based research indicates, just looking at words associated with either youth or old age influence how you behave.
What kind of chance do you think you have at a trade show or a franchisor’s open house when every tiny detail is controlled for a positive sales effort? No one’s brain is very good at defending against these extremely powerful persuasion trick and traps. The technology of franchising is the science of neutralizing your defenses and then when the financial loss happens, re-assigning blame from these techniques to you (ie. On Cooling the Mark Out).