Influence, New and Expanded: The Psychology of Persuasion
- Reciprocation: What goes around comes around...profitably! 5. Commitment/consistency: The “Four Walls” technique. 6. Scarcity: Get ’em while they last!
Drew Eric Whitman • Ca$hvertising
each time we comply with a request, even a trivial request, it modifies our attitudes and self-concept such that we will tend to act more consistently with that type of action.
Maura Ginty • Landing Page Optimization: The Definitive Guide to Testing and Tuning for Conversions
suspect that when the amount of money that the participants could make per question was $10, it was harder for them to cheat and still feel good about their own sense of integrity
Dan Ariely • The Honest Truth About Dishonesty: How We Lie to Everyone--Especially Ourselves
she ended up buying more than $200 worth of cosmetics. “I didn’t really need them,” she said. “But I felt I owed him a good sale for the time he had spent with me and the way he had lifted my spirits.”