Quotes About Influence

There's an implication for influence: persuaders would be wise to match the System 1 versus 2 orientation of any appeal to the corresponding orientation of the recipient. Thus, if you are considering a car purchase primarily from the standpoint of its emotionally relevant features (attractive looks and exhilarating acceleration), a salesperson would be well advised to convince you by using feelings-related arguments.

The press may not be successful most of the time in telling people what to think, but it is stunningly successful in telling them what to think about.

The rule says that favors are to be met with favors; it does not require that tricks be met with favors. A

The messenger is the message." Of

Bad social proof in this situation. Temporarily disconnect automatic pilot.

Las empresas mejoran la probabilidad de que una persona se presente a una reunión o a un acto si, al convocarlo por teléfono, en lugar de decirle al final de la llamada: «Le apuntamos en la lista de asistentes. ¡Gracias!», utilizan la siguiente frase: «Le apuntamos en la lista de asistentes, ¿de acuerdo?

un programa popular de televisión— hace algo más que exponer al público a los mensajes publicitarios que lo acompañan, sino que también predisponen a esa audiencia, pre-suasivamente, a determinados tipos de mensajes comerciales.

You use your cuts to get people to swing attention to the parts of your message you really want them to focus on.

It states that one means we use to determine what is correct is to find out what other people think is correct.

the principle of social proof. It states that one means we use to determine what is correct is to find out what other people think is correct.

The principles—consistency, reciprocation, social proof, authority, liking, and scarcity

patsy. For as long as I can recall, I've been an easy mark

The differential phrasing might seem minor, but it is critical to achieving the company's unitization goal. Providing advice puts a person in a merging state of mind, which stimulates a linking of one's own identity with another party's.

All this has important implications for rearing children. It suggests that we should never heavily bribe or threaten our children to do the things we want them truly to believe in.

the world abounds with cults populated by dependent people who are led by a charismatic figure.

Our ability to create change in others is often and importantly grounded in shared personal relationships, which create a pre-suasive context for assent. It's a poor trade-off, then, for social influence when we allow present-day forces of separation—distancing societal changes, insulating modern technologies—to take a shared sense of human connection out of our exchanges. The relation gets removed, leaving just the ships, passing at sea.87 UNITY

the guiding factor in a decision is often not the one that counsels most wisely; it's one that has recently been brought to mind.

Parte de su fenomenal éxito se debía a su infatigable capacidad de trabajo y compromiso, pero no todo. Según los cronistas de aquel triunfo, Feldman nunca presionaba para lograr una venta a los potenciales clientes que se mostraban reticentes. En lugar de ello, introducía un toque sutil (y astuto) en su discurso que los guiaba con suavidad hacia esa decisión.

Así pues, solemos seguir la corriente de aquellas personas de nuestro entorno a las que nos parecemos.

Robert B. Cialdini

our attitude toward something has been influenced by the number of times we have been exposed to it in the past.

the correctness of an action was not adjudged by such considerations as apparent senselessness, harmfulness, injustice, or usual moral standards, but by the mere command of a higher authority.

principle of human behavior says that when we ask someone to do us a favor we will be more successful if we provide a reason. People simply like to have reasons for what they do.

subjects became fonder of the people and things they experienced while they were eating.