Podcast
Questions and Answers
What is the principle behind the 'Truths Are Us' concept?
What is the principle behind the 'Truths Are Us' concept?
- We determine correct behavior by finding out what others think is correct (correct)
- We regard opportunities as more valuable when their availability is restricted
- We accept requests from people we know and like
- We obey authority because it is beneficial to society
Why do advertisers like to tell us that a product is 'best-selling'?
Why do advertisers like to tell us that a product is 'best-selling'?
- Because it is a new product
- Because it will increase the product's appeal to us (correct)
- Because it is cheaper to produce
- Because it has been tested and proven to be good
What is the strategy behind Tupperware's success?
What is the strategy behind Tupperware's success?
- They use celebrities to endorse their products
- They use the scarcity principle to create demand
- They use authority figures to promote their products
- They capitalize on our impulse to buy from a friend or someone we know and like (correct)
Why do people tend to obey authority?
Why do people tend to obey authority?
What is the principle behind 'The Rule of the Few'?
What is the principle behind 'The Rule of the Few'?
Why do scarce items seem more appealing to us?
Why do scarce items seem more appealing to us?
What is the idea behind testimonials?
What is the idea behind testimonials?
What is the strategy behind using attractive and likable strangers in advertisements?
What is the strategy behind using attractive and likable strangers in advertisements?
According to Robert B. Cialdini's model, what is the primary reason we make automatic responses?
According to Robert B. Cialdini's model, what is the primary reason we make automatic responses?
What is the primary purpose of understanding the six psychological triggers of influence?
What is the primary purpose of understanding the six psychological triggers of influence?
What is the term used to describe the six psychological triggers of influence?
What is the term used to describe the six psychological triggers of influence?
What is the principle of reciprocation based on?
What is the principle of reciprocation based on?
What is the primary goal of fund-raisers who ask for a small amount of money initially?
What is the primary goal of fund-raisers who ask for a small amount of money initially?
What is the principle of commitment based on?
What is the principle of commitment based on?
How many psychological triggers of influence are outlined in Cialdini's model?
How many psychological triggers of influence are outlined in Cialdini's model?
What is the title of the book in which Cialdini outlines his model of influence?
What is the title of the book in which Cialdini outlines his model of 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.
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Description
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.
