Influence: The Psychology of Persuasion
The text explores principles of persuasion and compliance, highlighting psychological mechanisms like reciprocation, which influence human behavior in various social contexts, including marketing, politics, and personal interactions.
ia800203.us.archive.orgThree of the seven principles of influence—reciprocation, liking, and unity—seem particularly appropriate to the task.
Are there concepts that are aligned especially well with the broad goal of obtaining agreement? I believe so. In my book Influence, I argued that there are six such concepts that empower the major principles of human social influence. They are reciprocation, liking, social proof, authority, scarcity, and consistency. These principles are highly eff
... See morebooks like Robert Cialdini’s Influence and books like Persuasion and books that bridge the gap between the academic science of neuroscience and the practical application of it in marketing – I think that’s where if you’re someone who’s a student of marketing, a student of persuasion, a student of copywriting, that’s time well spent.
Much of the compliance process (wherein one person is spurred to comply with another person’s request) can be understood in terms of a human tendency for automatic, shortcut responding. Most of us have developed a set of trigger features for compliance—that is, specific pieces of information that normally tell us when compliance with a request is l
... See morethree motives of persuaders: reciprocation, liking, and unity for when