updated 2d ago
Influence, New and Expanded: The Psychology of Persuasion
- In the study, when people were led to believe Clooney had made favorable comments about a book that took a pro-evolutionary stance, they became significantly more accepting of the theory. What’s more, the change occurred regardless of the participants’ age, sex, or degree of religiosity. To assure the result wasn’t due to something unique to George... See more
from Influence, New and Expanded: The Psychology of Persuasion by Robert B. Cialdini
Minsuk Kang 강민석 added 8mo ago
- I’d warn against minimizing the favor in all-too-common language that disengages the influence of the rule of reciprocation: “No big deal.” “Don’t think a thing about it.” “I would have done it for anybody.” Instead, I’d recommend retaining that (earned) influence by saying something such as, “Listen, if our positions were ever reversed, I know you... See more
from Influence, New and Expanded: The Psychology of Persuasion by Robert B. Cialdini
Minsuk Kang 강민석 added 8mo ago
- By starting with an extreme request sure to be rejected, a requester can then profitably retreat to a smaller request (the one desired all along), which is likely to be accepted because it appears to be a concession.
from Influence, New and Expanded: The Psychology of Persuasion by Robert B. Cialdini
Minsuk Kang 강민석 added 8mo ago
- 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
from Influence, New and Expanded: The Psychology of Persuasion by Robert B. Cialdini
Minsuk Kang 강민석 added 8mo ago
- Social proof is most influential under three conditions. The first is uncertainty. When people are unsure, when the situation is ambiguous, they are more likely to attend to the actions of others and to accept those actions as correct. In ambiguous situations, for instance, the decisions of bystanders to offer emergency aid are much more influenced... See more
from Influence, New and Expanded: The Psychology of Persuasion by Robert B. Cialdini
Minsuk Kang 강민석 added 8mo ago
- Take a look at the position of the ad watch’s hands. It is in the form of a smile. That smile-like configuration, with all its favorable associations, has become the standard in nearly all timepiece ads—for good reason. Arranging a watch’s hands in such a position in an ad leads observers to experience more pleasure in viewing the ad and to express... See more
from Influence, New and Expanded: The Psychology of Persuasion by Robert B. Cialdini
Minsuk Kang 강민석 added 8mo ago
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 morefrom Influence, New and Expanded: The Psychology of Persuasion by Robert B. Cialdini
Arthur Itey added 7mo ago
contrast principle
from Influence, New and Expanded: The Psychology of Persuasion by Robert B. Cialdini
Arthur Itey added 7mo ago
Before they are likely to change their minds, people want to be assured any decision they are being urged to make is wise. Under these circumstances, according to the model, the principles of social proof and authority should never be ignored—because evidence that a choice is well regarded by peers or by experts makes it, indeed, appear prudent.
from Influence, New and Expanded: The Psychology of Persuasion by Robert B. Cialdini
Serim Tarcan added 4mo ago