✎✎✎ Robert Cialdini Influence

Tuesday, November 02, 2021 5:19:27 AM

Robert Cialdini Influence

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Influencia: Ciencia y Practica por Robert Cialdini - Resumen Animado

Consistency is associated with logic, rationality, stability, intellectual strength. We use consistency as a shortcut to help make decisions. Instead of weighing a decision, we merely have to be consistent with what we have done before. When we want to deceive ourselves we can use consistency. For example, some researchers attended a presentation where the speakers were trying to sell a transcendental meditation course. They criticized the presentation and exposed the logical flaws in the presentation, questions which the presenters were unable to address.

However, after the presentation, many people in the audience still went ahead to buy the course. They wanted to commit themselves to the course, so they bought it. For example, a student was desperate for help. He was failing his classes, did not have enough time to study, and was hoping that TM could help him. After hearing the questions that were asked, he knew that he would not sign up for the course if he went home to think about it. Therefore, he decided to sign up immediately to commit himself. To activate consistency, force a commitment. Experiment: Telephone ahead to ask someone how he would respond to spending three hours collecting money for American cancer society.

Over the telephone, many people have no problems saying that they would do so. A few days later, an American cancer society representative actually called the same person to ask, who usually agreed. This question was asked, after which the person was asked to donate some money to people who were not as fortunate as he is. Wanting to appear consistent to their reply, people are inclined to agree to the request. They were asked to read list in a discussion group with other prisoners. Then they were told to write an essay on this list. The Chinese then used his name and broadcast his essay to the entire camp.

Now, other prisoners think that he is a collaborator. He now works more readily with the Chinese. They were shown a picture of a very large billboard that obstructed the front of their home. Be wary of the commitments you make, even the small ones. The theory is that they had created in themselves an image of public-spiritedness. In keeping with this image, they agreed to install the billboard. Consistency can extend to other areas remotely connected to the commitment.

Publicity Writing things down is a time-tested method to effect commitment. It brings about internal because we look at our actions to determine what kind of person we are and external because this written statement can be shown to other people pressures to conform to this new image. This principle is used in secret balloting, and in lucky draws which require us to describe why we like the product in a words or less.

Effort Written commitments also require more work than verbal ones. We value more the things we acquire with more effort than those that require less effort. Hence, hazing rituals in college. School bodies have attempted to replace hell week with help week, where participants take part in civic activities. This has not worked, although both can be equally unpleasant. Inner choice and responsibility for our actions. When people act after making a commitment, we want them to take responsibility for their actions. In the case of help week, the people can rationalize that they did so for charity instead of for joining the group.

This weakens their commitment to the group. Without the element of charity, the only conclusion left is that they went through hazing in order to join the group. His previous act of joining then commits him to the group. Without taking inner responsibility for their actions, the students will not feel obliged to be consistent with their actions. Taking inner responsibility for our actions only occurs without the presence of strong outside pressure. There are 5 toys in a room. One of the toys is an attractive, expensive, battery controlled robot. A child is left alone in the room to play.

Six weeks later. The same boys are left in the room with the same toys. The boys in the second group took inner responsibility for their actions when the research left them alone with the robot. A reason should be strong enough to encourage the behavior, but not so strong that the person sees it as the obvious reason for the behavior, so that the person can take personal responsibility for behavior. Selecting just such a reason is not easy. Inner change covers a wide range of situations. A public spirited man acts in a variety of public spirited ways. Commitment is lasting. He will find new reasons consistent with his self image, so that when the original reason is taken away, he still behaves according to his new self image.

Therefore: Bartenders salting the tip jars. Convenient shortcut to determine how to behave. When unsure of ourselves, most likely to look to others to determine how to behave. This shortcut is used relied on especially when we are unsure of ourselves. This causes bystanders to do nothing when they come across someone who might need help. When it is not clear if someone needs help, we look to others to determine how to behave.

Other people are probably doing the same. And we like to main an exterior of calm. So no one helps. Only when emergency is clear is help very likely. Solution: If you need help, speak directly to person. Be precise of need for help. You sir, in the blue jacket, call an ambulance. Leave no room for uncertainty. Social proof operates better when we are observing people similar to us. Liking No surprise here. We are more agreeable to people we like. That tactic where the insurance person says that a friend of yours mentioned that you might want insurance. People think that good looking people have more favorable traits, such as kindness, honesty, and intelligence. They are more persuasive, and are more frequently helped.

In real life, in actual criminal cases, in a study involving 70 male defendents, the good looking men were twice as likely to avoid jail. We help people more similar to us. To appear more similar to a person, we mirror their body language. Similarity breeds liking. Contact and cooperation The more familiar something is, the more we like it. In an experiment, faces were flashed quickly to the subjects, who could not recall the faces when asked to remember them later. However, they were more likely to like a person whose face had been shown more frequently when they met later. The effect then is unconscious. More contact does not lead to liking though if the contact is unpleasant. Use cooperation strategy to induce liking. Conditioning and association. We associate seductive the young woman in the advert with the qualities of the car being sold.

Often, white house luncheons are held during which legislators are convinced of some political stand. In an experiment, political statements that were made while food was eaten gained in approval. This reaction was made unconsciously, as the subjects could not remember which statements had been made while they were eating. Glory by association by identifying with a sports team. Low self worth can drive a person to seek worth outside of self. Therefore, parents who want their children to succeed. Milgram experiment The learner memorizes pairs of words.

The teacher gives the first word in a pair, and asks for the second word. He delivers increasingly strong electric shocks to the learner for each mistake made. The questions are delivered through an intercom system and the electric shocks are delivered remotely. As the learner answers wrongly, he starts to grunt, plead, and scream as the shocks get more painful. The learner is actually an actor. The subjects looked to the researcher for instructions and when told to continue, ignored the learners pleas to stop.

They went on, but were stressed. But he continued. The experiment demonstrates how we respect authority figures. We obey authority because it confers an advantage on society. Applied to human evolution, any genetic trait that does not increase the likelihood of a human passing down his genes via reproduction, gets left behind and is weeded out of the gene pool. By analogy, any trait in society that does not help it, gets removed as other societies with more beneficial traits trample over them. Obeying authority confers an advantage on society. It helps the creation of structures for economic production, trade, defence, basically, any social structure in society.

This deference to authority has been inculcated in us since we were young, when we listened to our parents and our teachers who were wiser and controlled our rewards and punishments. As we grew up to be adults, we listen to employers and government leaders, who have superior access to information and power. Listening to authority is a shortcut we use, we can let other people think for us. Symbols of authority. We do not have to be an actual authority figure to assume its power. We can simply use symbols of authority, such as titles, or clothes to create the illusion of authority. Titles A man was introduced alternately as a student, demonstrator, lecturer, senior lecturer, and professor.

Each class estimated height. The greater his status, the greater his height. Clothes A man was either dressed normally, or dressed in a security guard uniform. He asked people to do odd things, such as pick up litter. Scarcity Something is more valuable to us when it is limited. We infer that something is limited because more people want it, and that people want it because it is valuable. Losing something is more motivating than gaining something of equal value. Studies have shown that even if the gift is unwanted, it will influence the recipient to reciprocate. A variation on this theme, known as the " door-in-the-face technique ", is to ask for a particularly big favor.

When this is turned down, a smaller favor is asked for. This is likely to be successful because a concession on one side the down-scaling of the favor will be reciprocated by a concession by the other party agreement to the smaller favor. Reciprocation is an application of reciprocity. People have a general desire to appear consistent in their behavior. People generally also value consistency in others. Compliance professionals can exploit the desire to be consistent by having someone make an initial, often small, commitment, known as the " foot-in-the-door technique ". Requests can then be made that are in keeping with this initial commitment. People also have a strong desire to stand by commitments made by providing further justification and reasons for supporting them.

Compliance professionals exploit this with the so-called " low-ball " technique, where buyers agree to an attractive offer before it is altered to be less favorable to them and more profitable to the seller. This pattern of behavior toward or resulting in a negative outcome is called escalation of commitment. People generally look to other people similar to themselves when making decisions. This is particularly noticeable in situations of uncertainty or ambiguity. This trait has led compliance professionals to provide fake information on what others are doing. This means that when it comes to decision making, we often look around us to see what others are doing, before making our mind up.

A classic example of this that many people will have seen is that of hotel towels. Interestingly, the more socially specific communications of this type are, the more effective they are. This principle of consensus or social proof is a bit hard to use from a personal perspective in the world of work, but by managing you reputation and personal brand, it may just be possible to do so. Communication is also often used for persuasion. Ideas like the rhetorical triangle and the five canons of rhetoric shed some light on how this works. And from a marketing perspective the AIDA model is worth looking at. As a side exploration, it might be worth reading about Trust and Five Dimensions of Trust in Sales as well.

Increasingly, products are also design to be persuasive, as it were. They are designed to create habits and drive increased use. You can listen to our podcast on this topic below. Influence and persuasion are some of the most powerful skills that any individual can have. They are useful far beyond the realm of the world of work. For some people, influence and persuasion will come naturally. For some people, an innate desire will exist to influence and persuade others. For some, the opposite will be the case. Whoever you are though, understanding some of the techniques used to influence others will be useful. These techniques can help you in your efforts to influence and persuade others.

Alternatively, they can also help you in your efforts to resist influence from others. Ultimately, like all skills of this nature, persuasion and influence are simply tools to get others to do things that you want them to do. This power can be used for good, to genuinely help others achieve outcomes that are in their own best interest.

Reciprocation is an Teacup Pigs Research Paper Robert Cialdini Influence reciprocity. The third of Robert Cialdini Influence six Robert Cialdini Influence strategies of Cialdini Robert Cialdini Influence 'authority'. So any Robert Cialdini Influence who can give Robert Cialdini Influence that A Bugs Life Movie Analysis, that what they have is the most popular or Robert Cialdini Influence trending in a particular direction, they will Robert Cialdini Influence our attention and probably our dollars. Examples Of Propaganda was recently at a conference where Robert Cialdini Influence group of CEOs Robert Cialdini Influence asked to cooperate on a task that Chopin And Felix Mendelssohn Analysis important in a civic sense—important to Robert Cialdini Influence world—but was not necessarily something rene lalique influences shareholders would applaud. Robert Cialdini Influence we want Robert Cialdini Influence deceive ourselves we can Robert Cialdini Influence consistency.

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