Influence: The Psychology of Persuasion: Difference between revisions

{{reciprocity capsule}} <br>

'''[[Commitment]]''' and '''[[consistency (influence)|consistency]]''': {{commitment capsule}} <br>

'''[[Authority (influence)|Authority]]''': We are more susceptible to following instructions from people in a putative position of authority. As to this see the Milgram experiments etc.<br>

'''[[Social proof]]''': We are instinctive joiner-inners. Well, OK, you, my darling contrarians — obviously ''you’re'' not, but all the other [[sheeple]]  — ''they'' are. They will tend to behave in the same way that people in their social group and of their social status behave. Therefore if you can be persuaded ''that that is what your peers are doing'' you are likely to be persuaded to do it yourself. <br>

'''[[Liking (influence)|Liking]]''': It is no accident that handsome young people are good salespeople. The will is weak. if you like the person selling to you you're more likely to buy from them. Therefore, Physical Attraction, agreeableness and so on are very disarming. <br>

'''[[Scarcity (influence)|Scarcity]]''': On sale now for a limited time only. There are only five left. When they’re gone, they’re gone. A simple strategy, well-understood but nonetheless effective strategy. People can be persuaded to buy products that they would not buy were they not in scarce supply. Hence: never buy in an auction. <br>