Jsou to lidé, kteří mají skrytou vadu osobnosti – nízké sebepojetí. Hluboko uvnitř je pocit, že jejich osoba má malou cenu, a to je nutí vyhledávat prestiž ne prostřednictvím vytváření nebo vylepšován...
It is much more profitable for salespeople to present the expensive item first, not only because to fail to do so will lose the influence of the contrast principle; to fail to do so will also cause th...
It is easier to resist at the beginning than at the end. —LEONARDO DA VINCI
In general, when we are unsure of ourselves, when the situation is unclear or ambiguous, when uncertainty reigns, we are most likely to look to and accept the actions of others as correct.
If we want them to buy a box of expensive chocolates, we can first arrange for them to write down a number that’s much larger than the price of the chocolates. If we want them to choose a bottle of Fr...
I can live for two months, confessed Mark Twain, on a good compliment.
Freedoms once granted will not be relinquished without a fight. The
Deep inside is a sense of low personal worth that directs them to seek prestige not from the generation or promotion of their own attainments, but from the generation or promotion of their association...
As a general rule, whenever the dust settles and we find losers looking and speaking like winners (and vice versa), we should be especially wary of the conditions that kicked up the dust—in
After being exposed to the price of the large item, the price of the less expensive one appears smaller by comparison. In the same way, the larger-then-smaller-request procedure makes use of the contr...
After all, the reciprocity rule asserts that if justice is to be done, exploitation attempts should be exploited. READER
Advertisers love to inform us when a product is the fastest-growing or largest-selling because they don’t have to convince us directly that the product is good, they need only say that many others thi...
Actually he wrote, A foolish consistency is the hobgoblin of little minds. For some obscure reason, a central distinction had been lost as the years eroded the accurate version of his statement to mea...
Abraham’s willingness to plunge a dagger through the heart of his young son because God, without any explanation, ordered it. We learn in this story that the correctness of an action was not judged by...
Üstüne gelinmiş, stresli, kararsız, umursamaz, aklı başka yerde veya yorulmuş olduğumuz zaman eldeki bilgilerin en azına yoğunlaşırız. Bu şartlar altında karar verirken ilkel fakat gerekli tek kanıt y...
We all fool ourselves from time to time in order to keep our thoughts and beliefs consistent with what we have already done or decided.
Tactic can be particularly successful when the audience is already aware of the weakness; thus, when a communicator mentions it, little additional damage is done, as no new information is added—except...
Persons who go through a great deal of trouble or pain to attain something tend to value it more highly than persons who attain the same thing with a minimum of effort.
It will be when prestige (both public and private) is low that we will be intent upon using the successes of associated others to help restore image.
The second important thing to understand is that we, too, have our preprogrammed tapes; and, although they usually work to our advantage, the trigger features that activate them can be used to dupe us...