Basic Punjabi | Lesson 12 | Conversation at school & being with elders
Science of persuasion - Summary and Conversation Lesson
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Transcript of Science of persuasion - Summary and Conversation Lesson
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Dr. Robert CialdiniSteve Martin
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• Dr. Robert Cialdini: Professor Emeritus of Psychology and Marketing, Arizona State University.
• He is best known for his 1984 book on persuasion and marketing, Influence: The Psychology of Persuasion
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What are the six shortcuts?
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Scarcity
• How much of something exists• British airlines discontinued use of Concord• What is unique• What do they stand to lose
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Reciprocity
• People give back what they have received• Candy with the tip: one mint vs two mints• Candy with the tip: you are special, here’s more• Personalized• Unexpected
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Authority
• People follow the lead of credible experts• Display medical diploma• Uniforms• Property appraisals and contracts
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Consistency
• Ask for small commitments that can be made• Drive safe postcard vs billboard on lawn• Voluntary, active, public commitments
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Liking
• Three factors:• Similarities, compliments, cooperation• 2 groups, time = money vs. Small talk• Genuine compliments• Dale Carnegie
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Consensus
• Actions and behavior of others influences our actions
• Towels on floor of hotel room: environmental benefits vs. awareness of others’ actions
• THIS room
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Summarize: