Prebral: Influence: Science and Practice

Influence: Science and Practice by Robert B. Cialdini

My rating: 5 of 5 stars



Influence

pg. 4- a well known principle of human behavior says that when we ask someone to do up a favor we will be more successful if we provide a reason.

Pg. 33-34 - or, more generally, why should it be that small first favors often stimulate larger return favors? One important reason concerns the clearly unpleasant character of the feeling of indebtedness. Most of us find it highly disagreeable to be iota state of obligation. It weighs heavily on us and demands to be removed.

Pg. 52- once we make a choice or take a stand, we will encounter personal and interpersonal pressures to behave consistently with that commitment. Those pressures will cause us to respond in ways that justify our earlier decision. We simply convince ourselves that we have made the right choice and, no doubt, feel better about our decision.
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we all fool ourselves from time to time in order to keep our thoughts and beliefs consistent with what we have already done or decided. For instance, immediately after casting a ballot, voters believe more strongly that their candidate will win.

Pg. 99- the principle of social proof. This principle states that we determine what is correct by finding out what other people think is correct (Lun et al., 2007). The principle applies especially to the way we decide what constitutes correct behavior. We view a behavior as correct in a given situation to the degree that we see others performing it.

Pg. 100- Cavett Robert said: "Since 95% of the people are imitators and only 5% initiators, people are persuaded more by the actions of others than by any proof we can offer."





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