0 - Introduction Flashcards
Who is the dedication of the book Influence for?
For Hailey, Dawson, and Leia
Each dedication acknowledges how these individuals inspire the author.
What was the initial concern of the author regarding the style of Influence?
That it would be viewed as a form of ‘pop’ psychology
The author feared that writing for a nonacademic audience would lead to disparagement from academic colleagues.
What is the main focus of the book Influence?
The psychology of compliance and influence
The book explores what causes people to say yes to requests.
What are the seven basic categories of compliance tactics discussed in the book?
- Reciprocation
- Liking
- Social proof
- Authority
- Scarcity
- Commitment and consistency
- Unity
Each category is governed by a psychological principle that directs human behavior.
What does the principle of unity describe?
Individuals become more susceptible to persuasive appeals when they share a meaningful personal or social identity with the communicator
This principle is highlighted as a new addition in the current edition.
What did the author do to gain insights into compliance techniques?
Engaged in participant observation and interviews with compliance professionals
This included infiltrating sales, fundraising, and marketing organizations.
What is the significance of the Reader’s Reports in the book?
They illustrate how the principles of influence apply to everyday situations
These reports come from individuals who recognized the influence principles in their experiences.
What is the Core Motives Model of Social Influence?
A framework suggesting that a communicator’s prime goal affects which influence principles to prioritize
It identifies goals such as cultivating relationships, reducing uncertainty, and motivating action.
Fill in the blank: The principle of _______ involves the tendency to comply with requests based on prior favors received.
[Reciprocation]
True or False: The author believes that all influence principles should be used regardless of the persuasive goal.
False
The author suggests that different principles are more effective depending on the communicator’s goals.
What are the three motives of persuaders identified in the book?
- Cultivating positive relationships
- Reducing uncertainty
- Motivating action
Each motive corresponds to specific influence principles that should be prioritized.
What type of evidence supports the conclusions in Influence?
Properly conducted psychological research
The conclusions are also supported by interviews, quotes, and personal observations.
What is the role of social media and e-commerce in relation to the principles of influence?
They have embraced lessons from persuasion science
The book includes examples of how these principles are applied in current technologies.
Fill in the blank: The principle of _______ involves the idea that people are more likely to say yes when they see others doing so.
[Social proof]
What does the author mean by ‘automatic, mindless compliance’?
A willingness to say yes without thinking first
This form of compliance is expected to become more prevalent in modern life.
How does the author view the changes made in the current edition of Influence?
As necessary updates to reflect new insights and applications
The author acknowledges the balance between maintaining the original content and incorporating new information.
