Influence: The Psychology of Persuasion, Cialdini
Do Diligence,
Some of the methods mentioned so far, advertising, propaganda, and thought reform can be used to influence people's behavior.
I can only really scratch the surface on a weblog.
For those interested, I would suggest starting with and excelllent book: Influence: The Psychology of Persuasion by Robert B. Cialdini, PhD. It is a very practical introduction to social psychology. Thanks to Michael Webster.
Cialdini defined his Weapons of Influence as follows:
- Reciprocation - we will repay our debts (often many times over and to our detriment, "a free flower at the airport"),
- Commitment and Consistency - getting to "yes" by rigging the questions ("do you want your funeral costs to burden your children?"),
- Social proof - we seek validation in other people's same behavior (conformity, we act just like sheep),
- Liking - we buy from people we like, people who seem to share in our values (Tupperware/Pampered Chef party anyone?),
- Authority - it is scary how far we will go in obeying men in white coats (ie. Milgram experiment), and
- Scarcity - the rule of the few.
But I must caution: Do not just take a few words here and there. These ideas can be misused if you don't study them adequately. A little bit of information can be a dangerous thing.
I have found the study of these concepts very useful in many ways.
Les Stewart MBA
Understanding Franchising
Cialdini's Brilliance
Cialdini is absolutely brilliant - his examples will reasonate with you for quite some time.
I have 3 or 4 copies of his book on hand at any time just so that I can give them away.
Michael Webster PhD LLB
Franchise News
I'll have to get Cialdini's book
I have been in sales all my life.
As a young girl I saw the best of the best of a con man. I am sure we don't know what's going on out there. A good example is the cult in El Dorado Texas. People who are obviously brainwashed. So sad.