Sublime

Create a scarcity

Le séquencement de ces chapitres tient donc compte des principes les plus adaptés à l’obtention de ces trois motifs de persuasion : réciprocité, appréciation et unité quand la culture de la relation est importante ; preuve sociale et autorité lorsque c’est la réduction de l’incertitude qui prime ; cohérence et pénurie quand la motivation de l’actio

One restaurant that asked people to pay what they wanted for a meal found that people paid less than the restaurant would have charged normally. That might not sound good for the restaurant owner, but more people came to dine at the restaurant and almost no one paid nothing or very little. In total, the restaurant made more money.5 This relatively

If I can get you to make a commitment (that is, to take a stand, to go on record), I will have set the stage for your automatic and ill-considered consistency with that earlier commitment. Once a stand is taken, there is a natural tendency to behave in ways that are stubbornly consistent with the stand.

These principles can be compacted into an acronym. Taken together they spell STEPPS.

advertisers: Recognition/recall, a widely used index of success for all other forms of ads, might greatly underestimate the effectiveness of banner ads. In the new studies, frequently interjected banners were positively rated and were uncommonly resistant to standard wear-out effects, yet they were neither recognized nor recalled. Indeed, it looks

The way they can accomplish this is to make some prices available only to those who make a fuss, for example by threatening to quit!