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Influence (Commitment and consistency :pen: (We believe in the correctness…
Influence
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Liking :<3:
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a friend "who suggested I call on you": people buy faster (otherwise it is like you reject your friend)
Similarities: when you share the same background and interest #: so Mirror and match to sell better
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Our attitude towards something is influenced by the number of times we have been exposed to it in the past: like your face (your friends prefer this on) and the mirror image of your face (your prefer this one)
We dislike a person that brings bad news, even if he is not the reason (example: weather man)
Scarcity :fire:
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People are more motivated by the fact that they lose something instead of gaining something of equal value
Salesperson says that this model is very good but sold out. If client ask to check, he says ok i'll check but i understood you want to buy it? So he comes back with contract
As opportunities become less available, we lose freedoms, and we hate that
Already from age 2: we wants what is scarce or what is forbidden/difficult to have => idem with censoring information.
Customers who knew the scarcity of beef bought more but the ones that knew that and knew that this information was exclusive bought much more
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Authority :silhouette:
Exp with Doctor (Milgram), Teacher and Learner (actor) in the chair with shock voltage (until 400V!) => doctor said so, so they did it => no one stopt!. If doctor in chair, they stop
Connection with status and perceived size: higher status, people estimate the person bigger
If so-called unknown doctor called the nurse to give a dangerous drug to patient, they did it without questioning
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Reciprocation :recycle:
If you get an holiday card from someone you don't know, you answer #
If you do a favour, they "owe" you something and are easier to comply with one of your request. Even if they don't like you
We make concessions to someone who has made a concession to us: boy scout wants to have 5€, and if you refuse he makes a "concession" and sell then chocolade bars of 1€ => you buy