Quotes About Behavior

Psychologists have long understood the power of the consistency principle to direct human action.

The second important thing to understand is that we, too, have our preprogrammed tapes; and, although they usually work to our advantage, the trigger features that activate them can be used to dupe us into playing them at the wrong times.

Social scientists have determined that we accept inner responsibility for a behavior when we think we have chosen to perform it in the absence of strong outside pressures. A

If a gift, favor, or service incorporates all three features of meaningfulness, unexpectedness, and customization, it can become a formidable source of change.

frequently the crowd is mistaken because they are not acting on the basis of any superior information but are reacting, themselves, to the principle of social proof.

once a person's self-image is altered, all sorts of subtle advantages become available to someone who wants to exploit that new image.

the automatic, fixed-action patterns of these animals work very well the great majority of the time. For example, because only healthy, normal turkey chicks make the peculiar sound of baby turkeys, it makes sense for mother turkeys to respond maternally to that single "cheep-cheep" noise.

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

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

Compared to the customers who got only the standard sales appeal, those who were also told about the future scarcity of beef bought more than twice as much.

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

They behave in accordance with what the contrast principle would suggest: Sell the suit first, because when it comes time to look at sweaters, even expensive ones, their prices will not seem as high in comparison.

Our best evidence of what people truly feel and believe comes less from their words than from their deeds. Observers trying to decide what a man is like look closely at his actions.

It is odd that despite their current widespread use and looming future importance, most of us know very little about our automatic behavior patterns. Perhaps that is so precisely because of the mechanistic, unthinking manner in which they occur. Whatever the reason, it is vital that we clearly recognize one of their properties: They make us terribly vulnerable to anyone who does know how they work.

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

Robert B. Cialdini

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.

automatic-pilot device, like social proof, should never be trusted fully;

Cuando la gente actúa al unísono, no solo se ven a sí mismos como más parecidos, sino que después se evalúan unos a otros más positivamente.

The time to react protectively is when we feel ourselves liking the practitioner more than we should under the circumstances.

Existe algún mecanismo aplicable en toda clase de contextos del que puedan echar mano las entidades para provocar este tipo de comportamientos sincronizados y condicionar así a los distintos integrantes del grupo hacia los objetivos grupales? Pues sí. Se trata de la música.

According to the theory, whenever free choice is limited or threatened, the need to retain our freedoms makes us desire them (as well as the goods and services associated with them) significantly more than previously.

deberíamos estarlo. La regla de la reciprocidad rige muchas situaciones de naturaleza puramente interpersonal que no implican un intercambio de dinero ni comercial. Un ejemplo ilustrativo de esto es

quite frequently the crowd is mistaken because they are not acting on the basis of any superior information but are reacting, themselves, to the principle of social proof.