Quotes About Psychology

a communicator who references a weakness early on is immediately seen as more honest

Without question, when people are uncertain, they are more likely to use others' actions to decide how they themselves should act.

audiences have been successfully manipulated by those who use social evidence, even when that evidence has been openly falsified.

once we realize that obedience to authority is mostly rewarding, it is easy to allow ourselves the convenience of automatic obedience.

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.

The drop from abundance to scarcity produced a decidedly more positive reaction to the cookies than did constant scarcity.

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.

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

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

such cases it is vital to remember that scarce things do not taste or feel or sound or ride or work any better because of their limited availability.

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

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.

they described how they were able to draw website visitors' attention to the goal of comfort merely by placing fluffy clouds on the background wallpaper of the site's

Aunque para la mayoría de nosotros esta posibilidad parece remota, puede ser más real de lo que creemos. La idea de que no se puede persuadir a ninguna persona inocente a confesar un crimen, en especial uno de gravedad, es errónea. Y, de hecho, ocurre con una frecuencia perturbadora.

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.

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