Our brain loves shortcuts, and they can be used to manipulate us.
themselves with one or another of the levers of influence that exist in the social environment. To do so may take no more than one correctly chosen word that engages a strong psychological principle and launches one of our automatic behavior programs. Trust the human profiteers to learn quickly how to benefit from our tendency to respond
... See moreRobert B. Cialdini • Influence, New and Expanded: The Psychology of Persuasion
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
... See moreRobert B. Cialdini • Influence, New and Expanded: The Psychology of Persuasion
Influence: Science and Practice
Google Search
Messenger We are heavily influenced by who communicates information. Incentives Our responses to incentives are shaped by mental shortcuts. Norms We are strongly influenced by what others do. Defaults We “go with the flow” of preset options. Salience Our attention is drawn to what is novel and seems relevant to us. Priming Our acts are often
... See more