Influence, New and Expanded: The Psychology of Persuasion
a gift to my child is a gift to me.
Robert B. Cialdini • Influence, New and Expanded: The Psychology of Persuasion
Parade SWAG should be child-focused items.
contrast principle
Robert B. Cialdini • Influence, New and Expanded: The Psychology of Persuasion
Consider, for example, the shortcut rule that goes, “If an expert said so, it must be true.” As we will see in chapter 5, there is an unsettling tendency in our society to accept unthinkingly the statements and directions of individuals who appear to be authorities on a topic. That is, rather than thinking about an expert’s arguments and being conv
... See moreRobert B. Cialdini • Influence, New and Expanded: The Psychology of Persuasion
Make no mistake, human societies derive a truly significant competitive advantage from the reciprocity rule and, consequently, they make sure their members are trained to comply with it. Each of us has been taught to live up to the rule from childhood, and each of us knows the social sanctions and derision applied to anyone who violates it. Because
... See moreRobert B. Cialdini • Influence, New and Expanded: The Psychology of Persuasion
The second important thing to understand is that we, too, have our preset programs, and although they usually work to our advantage, the trigger features that activate them can dupe us into running the right programs at the wrong times.
Robert B. Cialdini • Influence, New and Expanded: The Psychology of Persuasion
Because of the increasing tendency for cognitive overload in our society, the prevalence of shortcut decision-making is likely to increase proportionately. Compliance professionals who infuse their requests with one or another of the levers of influence are more likely to be successful. The use of these levers by practitioners is not necessarily ex... See more
Robert B. Cialdini • Influence, New and Expanded: The Psychology of Persuasion
During the COVID-19 outbreak of 2020, researchers examined the reasons Japanese citizens employed to decide how often to wear face masks, as urged by the country’s health scientists; although multiple reasons were measured—such as perceived severity of the disease, likelihood mask-wearing would protect oneself from infection, likelihood mask-wearin... See more
Robert B. Cialdini • Influence, New and Expanded: The Psychology of Persuasion
One favorite and profitable tactic of certain compliance professionals is to give something before asking for a return favor. The exploitability of the tactic is due to three characteristics of the rule of reciprocation. First, the rule is extremely powerful, often overwhelming the influence of other factors that normally determine compliance with ... See more
Robert B. Cialdini • Influence, New and Expanded: The Psychology of Persuasion
It is more profitable for salespeople to present the expensive item first; to fail to do so not only loses the force of the contrast principle but also causes the principle to work against them. Presenting an inexpensive product first and following it with an expensive one makes the expensive item seem even more costly—hardly a desirable consequenc... See more