Sublime

The principles—reciprocation, liking, social proof, authority, scarcity, commitment and consistency, and unity—are discussed both in terms of their function in society and in terms of how their enormous force can be commissioned by a compliance professional who deftly incorporates them into requests for purchases, donations, concessions, votes, or

the word “because” trigger an automatic compliance response from Langer’s subjects, even when they were given no subsequent reason to comply.

We resist the seductive luxury of registering and reacting to just a single (trigger) feature of the available information when an issue is important to us.

subjects, even when they were given no subsequent reason to comply. Click, run.

La domanda cruciale è: quali fattori fanno sì che una persona piaccia più di un’altra?

increase the chance that we will do what they wish merely by providing us with a small initiating favor.

Gran parte del proceso de persuasión (por el que se incita a una persona a acceder a la petición de otra) se puede explicar con la tendencia humana a reaccionar con el atajo de forma automática.

Abiti Un altro tipo di simbolo che può mettere in moto la nostra risposta meccanica all’autorità è il vestiario. Benché più tangibile di un titolo, anche l’abito è altrettanto facile da falsificare.

At this third stage, motivating action is the main objective. That is, a well-liked friend might show me sufficient proof that experts recommend (and almost all my peers believe) that daily exercise is a good thing, but that might not be enough to get me to do it. The friend would do well to include in his appeal the principles of consistency and s