Influence: The Psychology of Persuasion
eng. Influence: The Psychology of Persuasion · 1984
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Main Ideas
- Reciprocity principle: people tend to return favors or gifts they have received.
- Commitment and consistency principle: people are inclined to act in accordance with their previous commitments and statements.
- Social proof principle: people look to the actions and opinions of others, especially in uncertain situations.
- Liking principle: people are more easily influenced by those they like or feel similar to.
- Authority principle: people tend to follow the advice and directions of those they consider authoritative figures.
- Scarcity principle: people place higher value on things that become less available.
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Date of publication: 5 June 2024
Updated: 9 July 2024
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Genre: Psychology
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