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LPO 3373

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Cassie Lynn

on 9 February 2010

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Transcript of LPO 3373

INFLUENCE:
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"
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