Archive for June 2009
June 28, 2009
George Carlin once said, “I have just as much authority as the Pope; I just don’t have as many people who believe it.” One of the most pervasive weapons of influence is the use of authority. Being told to, and indeed, “following orders” is such a powerful concept that it has been used in times [...]
Categories: Leadership, Sales, Strategy
Tags: Abraham, Adam and Eve, advertisements, Authority, Cialdini, Competition, Disobedience, George Carlin, HCFA, influence, Isaac, Leadership, Loreal, Management, Nuremberg, Obedience, Robert Cialdini, Sales, Strategy, Trappings
Comments: 1 Comment
June 19, 2009
The fourth weapon of influence is one Cialdini attributes as “liking.” The classic example of this weapon in action is the Tupperware party. The Tupperware party actually employs several weapons at once (attendees win prizes – putting reciprocity in play), and each participant has to speak to the value that they receive from using Tupperware [...]
Categories: Leadership, Sales, Strategy
Tags: advertisements, Billy Crystal, Cialdini, Competition, Compliments, contact, cooperation, influence, Leadership, liking, Management, physical attractiveness, Robert Cialdini, Sales, Similarity, Social Proof, Strategy, Tupperware
Comments: 2 Comments
June 12, 2009
I had expected that when I read about Professor Cialdini’s third weapon of influence, social proof, I would not discover anything terribly intriguing. Boy, was I wrong! Social proof is predicated on this theorem: Since the vast majority of people are imitators, people are persuaded by the actions of others than by any other proof [...]
Categories: Leadership, Sales, Strategy
Tags: advertisements, Cialdini, influence, Kitty Genovese, Outside of a Small Circle of Friends, peer pressure, People on the street, Phil Ochs, Pluralistic Ignorance, Robert Cialdini, Similarity, Social Proof, Uncertainty
Comments: 1 Comment
June 8, 2009
Cialdini’s second weapon of influence is commitment and consistency. The rule here is that we feel required to be consistent with what we have already said or done. As Cialdini explains, “once we have made a choice or taken a stand, we will encounter personal and interpersonal pressures to behave consistently with that decision.” Here [...]
Categories: Leadership, Sales, Strategic Plans, Strategy
Tags: behavioral science, Cialdini, commitment, consistency, Leadership, Management, Strategy
Comments: 1 Comment
June 4, 2009
At its core, a “weapon of influence” is a trigger. It stimulates a response that is truly compelling and one that we have difficulty ignoring. The first “weapon of influence” is one that Cialdini refers to as reciprocation. You can see the concept of reciprocation being put into play every single day. Those address labels [...]
Categories: Leadership, Sales, Strategy
Tags: behavioral science, Cialdini, influence, John Mitchell, ju-jitsu, Leadership, Magruder, Management, Nixon, reciprocation, Robert Cialdini, Sales, Strategy, Triggers
Comments: 1 Comment
June 1, 2009
About a week ago, I had dinner with one of my favorite friends. Andy’s mind is always racing. He had served as CEO of a very successful company in Buffalo, NY that was recognized as being a model for one of the most outstanding places to work in that region. Andy is also a serial [...]
Categories: Leadership, Sales, Strategy
Tags: behavioral science, Cialdini, contrast, foot in the door, ju-jitsu, Leadership, Management, reciprocation, Robert Cialdini, Sales, Strategy
Comments: Be the first to comment
