Sublime

If I can get you to make a commitment (that is, to take a stand, to go on record), I will have set the stage for your automatic and ill-considered consistency with that earlier commitment. Once a stand is taken, there is a natural tendency to behave in ways that are stubbornly consistent with the stand.

impression management,

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

What may occur is a change in the person’s

Whenever one takes a stand that is visible to others, there arises a drive to maintain that stand in order to look like a consistent person.

I choose not to treat the material self-interest rule separately in this book because I see it as a motivational given, as a goes-without-saying factor that deserves acknowledgment but not extensive description.

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

they’ve changed that reality by infusing their task environments with more helpful varieties that automatically activate a preferred way of responding.

If choice architects want to shift behavior and to do so with a nudge, they might be able to achieve this by simply informing people about what others are thinking and doing.