Influence: The Psychology of Persuasion, by Robert B. Cialdini
Salesmen, advertisers and other compliance professionals manipulate us through use of these six principles of persuasion:
--our human sense of reciprocity
--need for internal commitment/consistency
--attraction to scarcity
--being influenced by liking someone or something,
--appeals to authority, and
--social proofs.
Salesmen, advertisers and other compliance professionals manipulate us through use of these six principles of persuasion:
--our human sense of reciprocity
--need for internal commitment/consistency
--attraction to scarcity
--being influenced by liking someone or something,
--appeals to authority, and
--social proofs.
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