Liking, Authority, Scarcity Flashcards
What is the Principle of Liking?
We are more likely to comply by requests made by people that we like
5 major factors
Physical Attractiveness - assign goodlooking individuals intelligence, kindness, honestly and intelligence. we believe that goodlooking equals good.
Similarity - People are more likely to help those who are dressed similar to them. More likely to like someone who are similar to opinion, personality, backround, lifestyle aspects
Compliments - Compliments charm and disarm. even though if we know its a lie.
Contact and Cooperation - We like things we are familiar too and familiar with. Also, the Us vs. Them mentality
Condition and Association - Negative associations are attributed to conditions. Bad weather and Weather man must be related
What is Principle of Authority?
People will follow others who look like they know waht theyre doing
Titles: Positions of power/experience
Clothes: Superficial cues that signal authority
Trappings: Acessories/indirect cues that accompany authoritative roles
What is the principle of Scarcity?
People generally assume that when something is rare, it is better/more valuable then something easier to come by. People are always drawn to things that are exclusive or dificult to obtain
Trigger a sense of urgency by limiting time.. Suggest an item is in short supply
