16 Questions
What is the principle behind the 'Truths Are Us' concept?
We determine correct behavior by finding out what others think is correct
Why do advertisers like to tell us that a product is 'best-selling'?
Because it will increase the product's appeal to us
What is the strategy behind Tupperware's success?
They capitalize on our impulse to buy from a friend or someone we know and like
Why do people tend to obey authority?
Because they learn that a widely accepted system of authority is beneficial to society
What is the principle behind 'The Rule of the Few'?
We are more likely to accept requests of people we know and like
Why do scarce items seem more appealing to us?
Because the idea of potential loss greatly affects our decisions
What is the idea behind testimonials?
To bank on our response to authority
What is the strategy behind using attractive and likable strangers in advertisements?
To use the principle of liking
According to Robert B. Cialdini's model, what is the primary reason we make automatic responses?
Because our complex world forces us to resort to these shortcuts
What is the primary purpose of understanding the six psychological triggers of influence?
To resist unethical and manipulative persuasion
What is the term used to describe the six psychological triggers of influence?
Weapons of automatic influence
What is the principle of reciprocation based on?
The idea that humans are hardwired to give and take
What is the primary goal of fund-raisers who ask for a small amount of money initially?
To create a sense of obligation in the donor
What is the principle of commitment based on?
The idea that humans want to keep their thoughts and beliefs consistent
How many psychological triggers of influence are outlined in Cialdini's model?
6
What is the title of the book in which Cialdini outlines his model of influence?
Influence
Study Notes
Persuasion Models
- Robert Cialdini's book "Influence" outlines six psychological triggers that prompt us to act and to believe.
The Six Principles of Influence
- Reciprocation: Humans feel obligated to return a favor, leading to a yes to a request we might otherwise refuse.
- Commitment: We believe in the correctness of a difficult choice once we make it, and want to keep our thoughts and beliefs consistent.
- Social Proof: We determine correct behavior by finding out what others think is correct, and see an action as more acceptable when others are doing it.
- Liking: We are more likely to accept requests from people we know and like, or those who say they like us.
- Authority: We obey authority because we learn that a widely accepted system of authority is beneficial to the orderly functioning of society.
- Scarcity: We tend to regard opportunities as more valuable when their availability is restricted, and the idea of potential loss greatly affects our decisions.
Explore the six psychological triggers of influence outlined in Robert Cialdini's book Influence, including reciprocity, commitment, social proof, liking, authority, and scarcity. Learn how these triggers affect our behavior and decision-making.
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