Social influence principles of Cialdini
7 important questions on Social influence principles of Cialdini
What are the six social influence principles of Cialdini?
- Social proof (validation)
- Commitment
- Reciprocation
- Liking
- Authority
- Scarcity
What is social proof (Cialdini)?
- Approval: belonging
- Correct information
Social proof and persuasion:
- "75% of the guests who stayed in this room reuse towels"
- Likes, reviews
What is commitment (Cialdini)?
Reduce cognitive dissonance by:
- Removing dissonant cognition
- Add new consonant cognitions
- Change behavior
- Higher grades + faster learning
- Never study anything twice
- 100% sure, 100% understanding
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What are commitment/consistency based strategies?
- Make people commit to something
- Do a subsequent request
- Foot in the door:
- Small request changes self-view
- Bigger request more likely to be in line
- Low balling:
- Compliance with small requist changes self-view, mentally own the decision
- Change conditions so that initial request becomes more costly. More likely to behave in line with self-view
- Social labeling:
- Assigning a label to a person changes self-view
- Asking for something in line with label
What is reciprocation (Cialdini)?
- Door in the face technique
- First big request which will be declined
- Then small request: feels like a gift, which is reciprocated
- That's not all!
- Initial request is followed by adding something attractive (free samples) or reducing something less desirable
What is the role of authority (Cialdini)? How are the effects explained?
- Heuristic: experts are usually right
- Trust and credibility: people want to feel secure in their choices, preferring someone T&C
What is scarcity (Cialdini)? How can you explain this influence?
Opportunities seem more valuable to us when their availability is limited.
- Scarcity heuristic: what is unique or scarce must be good
- Gains/losses
- Resisting limitations to freedom (reactance)
- People value their freedom; and when it is taken away they strongly want to regain it
The question on the page originate from the summary of the following study material:
- A unique study and practice tool
- Never study anything twice again
- Get the grades you hope for
- 100% sure, 100% understanding
