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Science Says There Are 6 Reasons People Say Yes.

In: Business and Management

Submitted By Davidvandyke
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Science says there is 6 reasons people say yes!

The Six Principles of Influence ( Six Weapons of Influence) were created by Robert Cialdini, Regents' Professor Emeritus of Psychology and Marketing at Arizona State University.
Cialdini identified the six principles through experimental studies:

The six principles are as follows:
1. Reciprocity
As humans, we generally aim to return favors, pay back debts, and treat others as they treat us. According to the idea of reciprocity, this can lead us to feel obliged to offer concessions or discounts to others if they have offered them to us. One example of this concept was tested with Mints being handed out with the bill at restaurants. Tips increased with server giving more than three mints and telling the customer that for being great customers she gave them extra. Tips increased exponentially.

2. Commitment
Cialdini says that we have a deep desire to be consistent. For this reason, once we've committed to something, we're then more inclined to go through with it.
For instance, you'd probably be more likely to support a colleague's project proposal if you had shown interest when he first talked to you about his ideas.

3. Social Proof
This principle relies on people's sense of "safety in numbers." If you have ever been in a hotel and read the sign suggesting reuse of towels. Hotels learned that by putting a statement saying how many guests reuse towels the number actually increases. “90% of hotel guests reuse their towels!”

4. Liking
Likability can be created in different forms people might be similar or familiar to us, they might give us compliments, or we may just simply trust them.
People are more likely to buy from people like themselves, from friends, and from people they know and respect.

5. Authority
We feel a sense of duty or obligation to people in positions of authority..
Job titles,…...

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