Influence¶
Cialdini, R. B. (1984). Influence: The Psychology of Persuasion.
Cited by¶
3 citations across 3 artifacts.
Each citation links to the sentence it supports in the citing article.
Domain-specific¶
- Ad Populum (Appeal to the People)
- and bundles bandwagon, snob-appeal, and demagogic variants under one charge: majority-assent substituted for evidence on a claim's truth. Political communication analysis — diagnoses "millions of Americans believe," "the silent majority knows," and demagogic flattery of identity and grievance as numbers imported to settle questions a vote cannot decide. Marketing and advertising theory — reads "best-selling," "most popular," and "as voted by readers" as social-proof signals deployed as evidence of product quality
This sourceSocial-psychology account of social proof as a principle of influence, in which people treat the observed behaviour of others as evidence about what is correct.
Supported in partVerified against a saved copy of the source
“principles — consistency, reciprocation, {{{social proof}}}, authority, liking, and scarcity — are”
- and bundles bandwagon, snob-appeal, and demagogic variants under one charge: majority-assent substituted for evidence on a claim's truth. Political communication analysis — diagnoses "millions of Americans believe," "the silent majority knows," and demagogic flattery of identity and grievance as numbers imported to settle questions a vote cannot decide. Marketing and advertising theory — reads "best-selling," "most popular," and "as voted by readers" as social-proof signals deployed as evidence of product quality
Mechanisms¶
- Commitment Binding
- It draws on what Robert Cialdini described as the commitment and consistency principle — people feel bound to act in line with pledges they have actively and publicly made.
This sourceDescribes commitment and consistency and explains why active, public pledges create pressure to act in line with them.
- It draws on what Robert Cialdini described as the commitment and consistency principle — people feel bound to act in line with pledges they have actively and publicly made.
Verification¶
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Registry ID ref:d38420a09951 · see in the full table