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La domanda cruciale è: quali fattori fanno sì che una persona piaccia più di un’altra?
Robert B. Cialdini • Le armi della persuasione (Orizzonti) (Italian Edition)
La regla de la reciprocidad y la incomodidad que acompañaba al hecho de no haber devuelto el favor desató en mi casa una pequeña neurosis.
Robert B. Cialdini • Influencia. La Psicología De La Persuasión
Influence: Science and Practice by Robert Cialdini. Cialdini has done more to advance the scholarship of persuasion than anyone in the world. This book is his classic. You need to read it. Seriously. Go get it now. His public workshops, which I’ve attended, are also excellent. More information at: http://www.influenceatwork.com. Made to Stick: Why
... See moreDaniel H Pink • To Sell Is Human
Os incentivos altamente visíveis causaram os efeitos obtidos em razão de seus vínculos diretos com o ganho monetário pessoal,
Robert B. Cialdini • Pré-suasão: A influência começa antes mesmo da primeira palavra (Portuguese Edition)
Of course, it’s possible their increased buying wasn’t caused by the pull of reciprocity. Perhaps these customers simply liked what they’d tasted so much, they bought more of it. But a closer look doesn’t support this explanation. The recipients didn’t buy more of the candy they’d sampled; they only bought more of other types of candy. Seemingly, e
... See moreRobert B. Cialdini • Influence, New and Expanded: The Psychology of Persuasion
asking people if they considered themselves adventurous.
Robert Cialdini • Pre-Suasion: A Revolutionary Way to Influence and Persuade
La mayor parte de nosotros ha desarrollado un conjunto de factores desencadenantes de la conformidad, es decir, unas partes específicas de la información que, en condiciones normales, nos indican cuándo es probable que acceder a una petición resulte correcto y beneficioso. Cada uno de estos factores desencadenantes de la conformidad puede usarse co
... See moreRobert B. Cialdini • Influencia. La Psicología De La Persuasión
It is worthy of note that I have not included among the six principles the simple rule of material self-interest—that people want to get the most and pay the least for their choices. This omission does not stem from any perception on my part that the desire to maximize benefits and minimize costs is unimportant in driving our decisions. Nor does it
... See moreRobert B. Cialdini PhD • Influence: The Psychology of Persuasion (Collins Business Essentials)
we employ the factors of reciprocation, consistency, social proof, liking, authority, and scarcity so often and so automatically in making our compliance decisions.