Pyne: I guess your long hair makes you a girl. Zappa: I guess your wooden leg makes you a table.
Price alone had become a trigger feature for quality; and a dramatic increase in price alone had led to a dramatic increase in sales among the quality-hungry buyers. Click, whirr!
Now, during the tourist season, she first tries to speed the sale of an item that has been difficult to move by increasing its price substantially.
Notice that all of the foot-in-the-door experts seem to be excited about the same thing: You can use small commitments to manipulate a person’s self-image; you can use them to turn citizens into publi...
More and more frequently, we will find ourselves in the position of the lower animals—with a mental apparatus that is unequipped to deal thoroughly with the intricacy and richness of the outside envir...
It states that one means we use to determine what is correct is to find out what other people think is correct.
In one experiment conducted on five classes of Australian college students, a man was introduced as a visitor from Cambridge University in England. However, his status at Cambridge was represented dif...
If a gift, favor, or service incorporates all three features of meaningfulness, unexpectedness, and customization, it can become a formidable source of change.
First, we seem to assume that if a lot of people are doing the same thing, they must know something we don’t.
Excuse me, I have five pages. May I use the Xerox machine because I have to make some copies? The result was that once again nearly all (93 percent) agreed, even though no real reason, no new informat...
Everything should be made as simple as possible, but not simpler. —ALBERT EINSTEIN
Every day in every way, I’m getting busier. —ROBERT CIALDINI B
Do you consider yourself a helpful person? Following brief reflection, nearly everyone answered yes. In that privileged moment—after subjects had confirmed privately and affirmed publicly their helpfu...
Do not seek dishonest gains; dishonest
Apparently we have such an automatically positive reaction to compliments that we can fall victim to someone who uses them in an obvious attempt to win our favor.
All things being equal, you root for your own sex, your own culture, your own locality…and what you want to prove is that you are better than the other person. Whomever you root for represents you; an...
When we are uncertain, we are willing to place an enormous amount of trust in the collective knowledge of the crowd.
The main purpose of speech is to direct listeners’ attention to a selected sector of reality. Once that is accomplished, the listeners’ existing associations to the now-spotlighted sector will take ov...
People seem to be more motivated by the thought of losing something than by the thought of gaining something of equal value.
Civilization advances by extending the number of operations we can perform without thinking about them.