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Transcript of LPO 3373
The Psychology of Persuasion by Robert B. Cialdini, Ph.D. Weapons of Influence fixed action patterns trigger feature click, whirr... Human Behavior triggers automatic compliance click, whirr... ...we need a reason because Automatic Behavior Patterns $ = quality betting the odds Shortcuts...
we need them! Contrast Principle beauty price size temperature Reciprocation favors obligation gifts invitations rejection-then-retreat Commitment & Consistency a central motivator a need to be consistent blind consistency...
no need to think COMMITMENT! "...because" Harvard social
psychologist Ellen Langer Social Proof For applause on entrance, if a gentleman 25 lire
For applause on entrance, if a lady 15 lire
Ordinary applause during performance, each 10 lire
Insistent applause during performance, each 15 lire
Still more insistent applause 17 lire
For interruptions with "Bene!" or "Bravo!" 5 lire
For a "Bis" at any cost 50 lire
Wild enthusiasm- a special sum to be arranged
(adverised rates of an Italian claque) pluralistic ignorance Liking, Authority, and Scarcity physical attractiveness Milgrim's shock experiment similarity compliments! Ethology-
the study of animals in their natural setting canned laughter other peoples actions
constitute correct behavior ""much obliged" = "thank you"