Weapons of Influence Flashcards
1
Q
What are Cialdini’s 6 weapons of influence?
A
Rule of reciprocation Commitment and consistency Social proof Liking Authority Scarcity
2
Q
How does the rule of reciprocation work?
A
People feel obligated to return a favour, i.e. those offered a kind gesture will more likely help in return
3
Q
How does commitment and consistency work?
A
People tend to have personal/interpersonal pressures to behave consistently with a choice they’ve made
4
Q
How does social proof work?
A
People determine what is correct by finding out what other people think is correct
5
Q
How does liking work?
A
People prefer to say yes to requests of those they like/know
6
Q
How does authority work?
A
People listen to the instructions of an authority figure
7
Q
How does scarcity work?
A
Opportunities seem more valuable to people when they are less available
