Summary: Influence : The Psychology Of Persuasion | 9780061241895 | Robert B Cialdini

Read the summary and the most important questions on Influence : the psychology of persuasion | 9780061241895 | Robert B. Cialdini.

• 1 Weapons of Influence

  This is a preview. There are 13 more flashcards available for chapter 1
  Show more cards here

• What is meant by a trigger feature in a fixed-action pattern?

  That there can be a small trigger, like a specific color, that activates the fixed-action pattern.

• Name an example of a human automatic action.

  If we ask someone to do us a favor we will be more successful if we provide the word 'because' and not just the reason.

• How is human behaviour similar to that of turkeys?

  Human behaviour is similar to that of turkeys because a lot of it is automatically triggered by external factors. 

• What is meant by the click, whirr terms?

  That with a click/trigger a appropriate tape of fixed action patterns is activated and whirr means the standard sequence of behavior that rolls out because of the click.

• Why do people like discount coupons?

  Because they don't only save us money but we also expect them to save us the time and mental energy required to think about how to do it.

• What does the contrast principle means?

  A principle in human perception whereby the way we see the difference between two things that are presented one after another is affected. simply put, if the second item is fairly different from the first, we will tend to see it as more different than it actually is.

• Stereotypes also influence our behavior:

  
  A white coat (for example a doctor) = we automatically think he’s smart.
  --> If an expert said so, it must be true
  
  
  Expensive = Good.
  --> The expensive = good stereotype had worked quite well in the past, since normally the price of an item increases along with its worth; a higher price typically reflects higher quality.

• Why is it more profitable for salespeople to present the expensive item first?

  Not only because to fail to do so will lose the influence of the contrast principle, to fail to do so will also cause the principle to work actively against the sales man. (The suit will look much more expensive if you present it vice versa).

• 2 Reciprocation: The old Give and Take... and Take

  This is a preview. There are 34 more flashcards available for chapter 2
  Show more cards here

• What did the Hare Krishna people do to get their donation?

  They started using the reciprocity technique by giving people gifts before asking them for money.

• What is the social purpose for the rule of reciprocity?

  to promote the development of reciprocal relationships between individuals so that one person could initiate such a relationship without the fear of loss.