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The drawbacks are that these automated responses may result in silly mistakes and costly errors. Judgmental Heuristics – mental shortcuts we employ in making out everyday judgments In humans, psychologists have found uncovered some of these shortcuts: The mechanical behavior to a known trigger provides efficiency by saving vital time, energy, and personal resources. Trigger Feature – the feature that allows one to decide on a correct course of action without having to analyze wholly and carefully other pieces of information in the situation Mental Shortcuts Also, the research observed that a trigger activated these patterns:

Scientists discovered these patterns or habits occur similarly in the same way and order every time.

Motivating Action: Consistency and Scarcityĭownload The PDF Book Summary For Influence: The Psychology Of Persuasion Chapter 1 – Levers Of Influence (Power): Tools Of The TradesĪmong many species of animals, ethologists, the researchers who study animal and human behavior, have “identified regular, blindly, mechanical patterns of action:įixed-action Patterns – the automatic-behavior patterns tend to be triggered by a single feature of the relevant information in the situation.

Reducing Uncertainty: Social Proof and Authority.Cultivating Relationships: Reciprocation, Liking, and Unity.Robert Cialdini organizes the book, Influence: The Psychology of Persuasion based on six universal principles and unity will be the most helpful in achieving these three motives of persuaders: Unity – the experience of togetherness with others is about shared identities and is used by people to define themselves and their groupsĭr.Commitment and Consistency – “a desire in most people to be and look consistent within their words, beliefs, attitudes, and deeds”.Scarcity – states that “people assign more value to opportunities that are less available”.Authority – the power or right to give orders, make decisions, and enforce obedience.Social Proof – states that people decide what to believe or how to act in a situation by examining what others are believing or doing there.Liking – states that “people prefer to say yes to individuals they like”.Reciprocation – “requires that one person try to repay what another person has provided”.He wanted to observe how the following principles of compliance or levers of influence are used: Robert Cialdini immersed himself into the lives of compliance professionals, such as marketers, salespeople, recruiters, etc. Buy Influence on Amazon Introduction: The 7 Principles Of Influenceįor three years, Dr.