Influence: Science and Practice: Difference between revisions

Revision as of 04:39, 3 September 2018

Revision as of 11:08, 17 January 2019

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Compliance professionals often play on this trait by offering a small gift to potential customers. 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 (social psychology)|reciprocity]].

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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]]''.

===Social proof===

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===Liking===

People are more likely to agree to offers from people whom they like. There are several factors that can influence people to like some people more than others:

* [[Physical attractiveness]] can give people a "[[halo" effect]] whereby others are more likely to trust them and to think of them as smarter and more talented.

There are several factors that can influence people to like some people more than others:

* [[Physical attractiveness]] can give people a "halo" effect whereby others are more likely to trust them and think of them as smarter and more talented.

* People tend to like people who are most like themselves.

* People tend to like those who pay them compliments.

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The [[Milgram experiment]] ran by [[Stanley Milgram]] provided some of the most stunning insights into how influential [[authority]] can be over others.

People often actreact in an automated fashion to commands from authority and even to symbols of authority (such as [[academic degree]]s, [[uniform]]s, expensive cars, etc.), even ifwhen their instincts suggest the commands should not be followed.

===Scarcity===