The renowned British philosopher Alfred North Whitehead recognized this inescapable quality of modern life when he asserted that civilization advances by extending the number of operations we can perf...
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...
There's a critical insight in all this for those of us who want to learn to be more influential. The best persuaders become the best through pre-suasion - the process of arranging for recipients to be...
When our freedom to have something is limited, the item becomes less available, and we experience an increased desire for it. However, we rarely recognize that psychological reactance has caused us to...
When the newspaper detailed the suicide of a young person, it was young drivers who then piled their cars into trees, poles, and embankments with fatal results; but when the news story concerned an ol...
Without question, when people are uncertain, they are more likely to use others’ actions to decide how they themselves should act.
Extensive analysis requires more time, energy, and motivation. As a consequence, its impact on our decisions is limited by the rigor it requires. If we don’t have the wherewithal (time, capacity, will...
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.
Once a person’s self-image is altered, all sorts of subtle advantages become available to someone who wants to exploit that new image.
Patsy. For as long as I can recall, I’ve been an easy mark
Quite frequently the crowd is mistaken because they are not acting on the basis of any superior information but are reacting, themselves, to the principle of social proof.
What is more accessible in mind becomes more probable in action,
A job candidate might say, I am not experienced in this field, but I am a very fast learner. An information systems salesperson might state, Our set-up costs are not the lowest; however, you’ll recoup...
But more telling for me as a persuasion scientist attuned to pre-suasive approaches was how Mr. Buffett began that all-important section.
Dear Mother and Dad: Since I left for college I have been remiss in writing and I am sorry for my thoughtlessness in not having written before. I will bring you up to date now, but before you read on,...
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...
Every day in every way, I’m getting busier. —ROBERT CIALDINI
In this case, because we know that the things that are difficult to possess are typically better than those that are easy to possess, we can often use an item’s availability to help us quickly and cor...
La respuesta tiene que ver, en parte, con un principio de la comunicación que, aunque es esencial, generalmente no se tiene demasiado en cuenta: aquello que mostramos primero modifica la forma en la q...
Lastly, these findings tell me that the answer to the question of whether, as a group, MDs are primarily patient-serving or self-serving is . . . yes. They are each, depending on their attentional foc...
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