Quotes from Robert B. Cialdini

Sabemos por numerosos estudios que jugar a videojuegos violentos incita de manera inmediata conductas antisociales.

Un resultado interesante de este proceso es que los niños que ven que sus padres abren sus casas a diferentes personas, será muy probable que, cuando lleguen a adultos, ayuden a otros.

Little wonder, then, that the influential French anthropologist Marcel Mauss, in describing the social pressures surrounding the gift-giving process in human culture, can state, "There is an obligation to give, an obligation to receive, and an obligation to repay."12

Hell: A sumptuously provisioned banquet hall full of hungry people with locked-strait elbow joints who can't feed themselves because their unbendable arms won't allow it. Heaven: Everything's the same except people are feeding each other.

In the realm of self-correction mechanisms, then, we can find another source of validation for a core tenet of pre-suasion: immediate, large-scale adjustments begin frequently with practices that do little more than redirect attention.69

After all, the reciprocity rule asserts that if justice is to be done, exploitation attempts should be exploited. READER

This last phenomenon has been replicated in a pair of restaurant studies in which patrons received their bills on tip trays that either did or did not contain credit-card logos. The diners tipped significantly more in the presence of the logos, even when they paid with cash.

Consistency is the hobgoblin of little minds." Or, at least, so goes a frequently heard quotation attributed to Ralph Waldo Emerson.

we are trained from childhood to chafe, emotionally, under the saddle of obligation.

Therefore, when children of different racial groups are thrown into the incessant, harsh competition of the standard American classroom, we ought to—and do—see hostilities worsen.

Weathermen pay price for nature's curve balls

Existe um princípio na percepção humana, o princípio do contraste, que afeta a forma como vemos a diferença entre duas coisas quando apresentadas uma após a outra. Em suma, se o segundo item for razoavelmente diferente do primeiro, é grande a probabilidade de vê-lo como mais diferente do que de fato é.

La respuesta tiene que ver, en parte, con un principio de la comunicación que, aunque es esencial, generalmente no se tiene demasiado en cuenta: aquello que mostramos primero modifica la forma en la que la gente percibe lo que presentamos después.

Mostrar um produto barato primeiro e depois um caro fará com que este último pareça ainda mais caro.

quienes hacen trampas por ti también te las harán a ti.

If the answer is that we want it primarily for the purpose of owning it, then we should use its availability to help gauge how much we want to spend for it. However, if the answer is that we want it primarily for its function (that is, we want something good to drive, drink, eat, etc.), then we must remember that the item under consideration will function equally well whether scarce or plentiful. Quite simply, we need to recall that the scarce cookies didn't taste any better.

the recipe for disharmony was quick and easy: Just separate the participants into groups and let sit for a while in their own juices.

It should come as no surprise, then, that there is a strong but sad parallel in the human jungle. We too have profiteers who mimic trigger features for our own brand of automatic responding. Unlike the mostly instinctive response sequences of nonhumans, however, our automatic tapes usually develop from psychological principles or stereotypes we have learned to accept.

numerosas investigaciones demuestran que reducir la distancia ante un objeto hace que parezca que este merece más la pena.

just envisioned themselves moving toward (rather than away from) a container of snack food came to like it better and were willing to pay over four times more to obtain it.16

Em condições normais, você torce por seu sexo, sua cultura, sua localidade [...] e o que você quer provar é que você é melhor do que a outra pessoa. Seja quem for a pessoa por quem você torce, ela representa você; e quando vence, você vence.

Presenting an inexpensive product first and following it with an expensive one will cause the expensive item to seem even more costly as a result—hardly a desirable consequence for most sales organizations.

Those who don't know how to get people to say yes soon fall away; those who do, stay and flourish.

we may be less satisfied with the physical attractiveness of our own lovers because of the way the popular media bombard us with examples of unrealistically attractive models.