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Cialdinis Principles of Influence (Liking (physical attractiveness (halo…
Cialdinis Principles of Influence
Reciprocity
Offered a coke they may or my not want, then follow up with a favor
Giving someone flowers, and then follow up by asking them for a favor
Ask them a stiff request, then back down to get a yes
Commitment
Asked them theoretically if they'd be willing to volunteer, get a yes, and then actually ask them to volunteer
Ask them to display a very small sign in their yard, get a yes, and then ask them to display a HUGE sign
Social Proof
Person having heart attack, placed two bystanders next to them that did nothing, target individual also did nothing. Also common in crime cases where bystanders do nothing
Peer Pressure
Authority
Lethal Shocks because they
were told to press on
Nurses were told to administer a
drug because they were told to
Liking
physical attractiveness
(halo effect)
similarity
(Mirror Body Language)
familiarity
Pavlovian Association
(think Celebrity Ad)
Scarcity
2 cookies in a jar seen much more valuable
than 10 cookies in a jar
We want items that are scarce, and even more so when in competition with scarce items with others