Sublime

Aqueles participantes cuja equipe de trabalho havia sido desonesta tiveram um resultado 20% pior no teste.

The “That’s Not All” (TNA) strategy

Slightly broadening these findings, social scientists have found that they can "prime" people into certain forms of behavior by offering simple and apparently irrelevant cues. It turns out that if certain objects are made visible and salient, people's behavior can be affected. Objects characteristic of

In crafting triggers to try out, the set of six principles of persuasion that Robert Cialdini presents in his book Influence are also invaluable. We mentioned one earlier, in discussing his insight that once people take an action of whatever kind, they are more inclined to take that action again. Here is the full set: Reciprocity—whereby people are

In the 1970s, the Krishna organization in the United States also used this tactic to great effect. They gifted flowers to passersby on the street and, though generally annoyed, people often made donations to the organization to satisfy their need to reciprocate the gift of the flower.

Show it shiny things. • Tell it all the other elephants are doing it. • Leverage the elephant’s habits.

Survey researchers have discovered that sending a monetary gift (e.g., a silver dollar or a $5 check) in an envelope with a mailed questionnaire greatly increases survey completion rates, compared to offering the same monetary amount as an after-the-fact reward. Indeed, one study showed that mailing a $5 “gift” check along with an insurance survey

Hubo tres importantes descubrimientos que nos ayudan a entender por qué resulta tan efectiva la técnica del rechazo y la retirada. En primer lugar, en comparación con las otras dos opciones, la estrategia de empezar con una petición exagerada y, después, ir cambiando a la más moderada tenía como resultado que la mayor parte del dinero fuese para la