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Robert B. Cialdini is a well known social psychologist who is currently a professor of psychology at Arizona State University. He received his Ph.D. from the University of North Carolina at Chapel Hill. Social psychology is often conceived to be the study of how individuals perceive, influence, and relate to others. ...
Psychology (Gk: psyche, soul or mind + logos, speech) is an academic and applied field involving the study of the human mind, brain, and behavior. ...
Arizona State University (ASU) is a public institution of higher education and research with several campuses located in and nearby to Tempe, Arizona. ...
This article or section does not cite its references or sources. ...
The University of North Carolina at Chapel Hill is a public, coeducational, research university located in Chapel Hill, North Carolina, United States. ...
He is best known for his popular book on persuasion and marketing, Influence: the Psychology of Persuasion (ISBN 0688128165). His book has also been published as a textbook under the title Influence: Science and Practice (ISBN 0321011473). In writing the book, he spent three years going "undercover" applying for jobs and training at used car dealerships, fund-raising organizations, telemarketing firms and the like, observing real-life situations of persuasion. The book also reviews many of the most important theories and experiments in social psychology. Persuasion is a form of influence. ...
It has been suggested that Product marketing be merged into this article or section. ...
Influence Science and Practice (ISBN 0321188950) is a Psychology book examining the key ways people can be influenced by Compliance Professionals. The books authors is Robert B. Cialdini, Professor of Psychology at Arizona State University. ...
Telemarket Office // Early History Telemarketing is a registered trademark owned by Nadji Tehrani who founded TeleMarketing Magazine in 1982. ...
Cialdini defines six "weapons of influence":
- Reciprocation - People tend to return a favor. Thus, the pervasiveness of free samples in marketing.
- Commitment and Consistency - If people agree to make a commitment toward a goal or idea, they are more likely to honor that commitment. However, if the incentive or motivation is removed after they have already agreed, they will continue to honor the agreement. For example, in car sales, suddenly raising the price at the last moment works because the buyer has already decided to buy. See cognitive dissonance.
- Social Validation - People will do things that they see other people are doing. For example, in one experiment, one or more accomplices would look up into the sky; the more accomplices the more likely people would look up into the sky to see what they were seeing. At one point this experiment aborted, as so many people were looking up, that they stopped traffic. See conformity, and the Asch conformity experiments.
- Authority - People will tend to obey authority figures, even if they are asked to perform objectionable acts. Cialdini cites incidents, such as the Milgram experiments in the 1950s and the My Lai massacre.
- Liking - People are easily persuaded by other people that they like. Cialdini cites the marketing of Tupperware in what might now be called viral marketing. People were more likely to buy if they liked the person selling it to them. Some of the many biases favoring more attractive people are discussed. See physical attractiveness stereotype.
- Scarcity - Perceived scarcity will generate demand. For example, saying offers are available for a "limited time only" encourages sales.
A free sample is a portion of food or other product which is given out in shopping malls, grocery stores, and other venues. ...
Cognitive dissonance is the perception of incompatibility between two cognitions, which can be defined as any element of knowledge, including attitude, emotion, belief, or behavior. ...
In psychology, conformity is the degree to which members of a group will change their behavior, views and attitudes to fit the views of the group. ...
The Asch conformity experiments, published in 1951, were a series of studies that starkly demonstrated the power of conformity in groups. ...
In politics, authority (Latin auctoritas, used in Roman law as opposed to potestas and imperium) is often used interchangeably with the term power. However, their meanings differ. ...
The experimenter (E) persuades the participant (S) to give what the participant believes are painful electric shocks to another participant (A), who is actually an actor. ...
Photographs of the My Lai Massacre provoked world outrage and made it an international scandal. ...
Look up like in Wiktionary, the free dictionary. ...
Tupperware logo Debuting in 1946, the Tupperware branded products are a line of durable home products including preparation, storage, and serving products for the kitchen and home. ...
It has been suggested that this article or section be merged with Word of mouth marketing. ...
The physical attractiveness stereotype is a term that psychologists use to refer to the tendency to assume that people who are physically attractive also possess other socially desirable personality traits. ...
The supply and demand model describes how prices vary as a result of a balance between product availability at each price (supply) and the desires of those with purchasing power at each price (demand). ...
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