[LOOV Survey] Was "Human spoken words convey better" an illusion? About 80% of business professionals experience "Explanation Fatigue"! Explanations with "Low Listening Performance" lead to dropped deals and candidate exclusions.
A survey by LOOV revealed that 75% of business professionals suffer from "explanation fatigue" when listening to sales pitches, and this high "conviction cost" directly causes lost business opportunities.
📋 Article Processing Timeline
- 📰 Published: April 2, 2026 at 19:00
- 🔍 Collected: April 2, 2026 at 14:30
- 🤖 AI Analyzed: April 21, 2026 at 06:32 (448h 2m after Collected)
LOOV Co., Ltd. (Headquarters: Meguro-ku, Tokyo; Representative Director and CEO: Masato Uchida; hereinafter "the Company"), which develops "TALKsmith" to implement a new infrastructure for business communication through the automation and capitalization of presentations, conducted a survey on the reality of "Listening Performance (hereinafter, Kikipa)" targeting 1,058 business people in their 20s to 50s.
■ Survey Results Highlights
In this survey, we analyzed what kind of burden listeners feel in situations where they "listen" to sales explanations, business negotiations, and service guidance from the perspectives of time, psychology, and cognitive effort.
As a result, it became clear that communication friction such as "difficulty listening," "lack of clarity," and "awkwardness" when receiving an explanation is not just a mere discomfort, but leads to concrete opportunity losses such as a decline in motivation to consider, exclusion from comparison candidates, and a drop in trust toward sales representatives and companies.
Our company raises this structural challenge as the problem of "Kikipa". "Kikipa" is a concept that grasps whether a state has been designed where the listener can understand convincingly in a short time with low burden. The results of this survey showed that losses due to communication friction are not problems with the listener's comprehension or concentration, but structural management issues that can be proactively improved by the side giving the explanation.
■ Details of Survey Results (Excerpt)
Corporate sales explanations, negotiations, and service guidance are originally venues for conveying value to the other party, prompting agreement, and building trusting relationships.
However, in reality, due to communication friction such as long talks, invisible conclusions, and inability to reach desired information, the listener bears a "conviction cost." This conviction cost is composed of time (time lost before getting to the main point), psychology (emotional burden such as difficulty asking questions or interrupting), and comprehension effort (cognitive load of interpreting and complementing information oneself). These conviction costs are by no means special. For example, they occur daily as "situations experienced at least once in the workplace or during negotiations," such as "listening to the end without knowing what the point was," "taking too long to get to the main point and not reaching the desired information," "wanting to ask a question but finding it hard to interrupt and continuing to listen," or "not understanding after hearing it once and having to reorganize it oneself later."
In this survey, we visualized the reality of this conviction cost and analyzed the behavioral and emotional changes that occur as a result. Consequently, we found that approximately 80% feel fatigue from listening to explanations, and furthermore, this burden leads to postponed negotiations, delayed consideration, exclusion from comparison candidates, loss of trust, and deterioration of brand image.
1. Approximately 80% of business professionals answered that "Listening to explanations is tiring"
When asked about their experience of feeling fatigue or burden when listening to an explanation, such as "not reaching the desired information" or "conclusions being unclear," 75.0% answered "Often" or "Sometimes."
This indicates that the place of explanation, which is supposed to be a place for appealing value
■ Survey Results Highlights
In this survey, we analyzed what kind of burden listeners feel in situations where they "listen" to sales explanations, business negotiations, and service guidance from the perspectives of time, psychology, and cognitive effort.
As a result, it became clear that communication friction such as "difficulty listening," "lack of clarity," and "awkwardness" when receiving an explanation is not just a mere discomfort, but leads to concrete opportunity losses such as a decline in motivation to consider, exclusion from comparison candidates, and a drop in trust toward sales representatives and companies.
Our company raises this structural challenge as the problem of "Kikipa". "Kikipa" is a concept that grasps whether a state has been designed where the listener can understand convincingly in a short time with low burden. The results of this survey showed that losses due to communication friction are not problems with the listener's comprehension or concentration, but structural management issues that can be proactively improved by the side giving the explanation.
■ Details of Survey Results (Excerpt)
Corporate sales explanations, negotiations, and service guidance are originally venues for conveying value to the other party, prompting agreement, and building trusting relationships.
However, in reality, due to communication friction such as long talks, invisible conclusions, and inability to reach desired information, the listener bears a "conviction cost." This conviction cost is composed of time (time lost before getting to the main point), psychology (emotional burden such as difficulty asking questions or interrupting), and comprehension effort (cognitive load of interpreting and complementing information oneself). These conviction costs are by no means special. For example, they occur daily as "situations experienced at least once in the workplace or during negotiations," such as "listening to the end without knowing what the point was," "taking too long to get to the main point and not reaching the desired information," "wanting to ask a question but finding it hard to interrupt and continuing to listen," or "not understanding after hearing it once and having to reorganize it oneself later."
In this survey, we visualized the reality of this conviction cost and analyzed the behavioral and emotional changes that occur as a result. Consequently, we found that approximately 80% feel fatigue from listening to explanations, and furthermore, this burden leads to postponed negotiations, delayed consideration, exclusion from comparison candidates, loss of trust, and deterioration of brand image.
1. Approximately 80% of business professionals answered that "Listening to explanations is tiring"
When asked about their experience of feeling fatigue or burden when listening to an explanation, such as "not reaching the desired information" or "conclusions being unclear," 75.0% answered "Often" or "Sometimes."
This indicates that the place of explanation, which is supposed to be a place for appealing value