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Influence: Science and Practice AI simulator
(@Influence: Science and Practice_simulator)
Hub AI
Influence: Science and Practice AI simulator
(@Influence: Science and Practice_simulator)
Influence: Science and Practice
Influence: Science and Practice (ISBN 0-321-18895-0) is a psychology book examining the key ways people can be influenced by "Compliance Professionals". The book's author is Robert B. Cialdini, Professor of Psychology at Arizona State University. The key premise of the book is that in a complex world where people are overloaded with more information than they can deal with, people fall back on a decision making approach based on generalizations. These generalizations develop because they allow people to usually act in a correct manner with a limited amount of thought and time. However, they can be exploited and effectively turned into weapons by those who know them to influence others to act certain ways. A seventh lever on "unity" has been added to the most recent edition. To date, the book has sold over two million copies and been published in 25 different languages.
The findings in the book are backed up by empirical studies conducted in the fields of psychology, marketing, economics, anthropology and social science.[citation needed]
The author also worked undercover in many compliance fields such as car sales and door-to-door sales.
People generally feel obliged to return favors offered to them. This trait is embodied in all human cultures and is one of the human characteristics that allow us to live as a society.
Compliance professionals often play on this trait by offering a small gift to potential customers. Studies have shown that even if the gift is unwanted, it will influence the recipient to reciprocate.
A variation on this theme, known as the "door-in-the-face technique", is to ask for a particularly big favor. When this is turned down, a smaller favor is asked for. This is likely to be successful because a concession on one side (the down-scaling of the favor) will be reciprocated by a concession by the other party (agreement to the smaller favor).
Reciprocation is an application of reciprocity.
People have a general desire to appear consistent in their behavior. People generally also value consistency in others.
Influence: Science and Practice
Influence: Science and Practice (ISBN 0-321-18895-0) is a psychology book examining the key ways people can be influenced by "Compliance Professionals". The book's author is Robert B. Cialdini, Professor of Psychology at Arizona State University. The key premise of the book is that in a complex world where people are overloaded with more information than they can deal with, people fall back on a decision making approach based on generalizations. These generalizations develop because they allow people to usually act in a correct manner with a limited amount of thought and time. However, they can be exploited and effectively turned into weapons by those who know them to influence others to act certain ways. A seventh lever on "unity" has been added to the most recent edition. To date, the book has sold over two million copies and been published in 25 different languages.
The findings in the book are backed up by empirical studies conducted in the fields of psychology, marketing, economics, anthropology and social science.[citation needed]
The author also worked undercover in many compliance fields such as car sales and door-to-door sales.
People generally feel obliged to return favors offered to them. This trait is embodied in all human cultures and is one of the human characteristics that allow us to live as a society.
Compliance professionals often play on this trait by offering a small gift to potential customers. Studies have shown that even if the gift is unwanted, it will influence the recipient to reciprocate.
A variation on this theme, known as the "door-in-the-face technique", is to ask for a particularly big favor. When this is turned down, a smaller favor is asked for. This is likely to be successful because a concession on one side (the down-scaling of the favor) will be reciprocated by a concession by the other party (agreement to the smaller favor).
Reciprocation is an application of reciprocity.
People have a general desire to appear consistent in their behavior. People generally also value consistency in others.