![]() ![]() This then- whirr-leads to a predictable behavior pattern whereby we, as similarly rational people, are likely to desire and possibly purchase the product. ![]() Highlighting the number of other people who have bought the book activates in us- click-a perceptual response regarding the popularity of the book and evidence of its value in the eyes of other, presumably rational people. Subtle (and sometimes not-so-subtle) cues can elicit fixed-action patterns, or what the author refers to as “click-whirr” responses. No, not about the popularity and prominence of the Influence: Science and Practice, but rather about the subtle ways in which our attitudes, behaviors, and perceptions of value can be manipulated by people who have knowledge of what Robert Cialdini calls “the weapons of influence.”Īccording to Cialdini, a Distinguished Professor of Psychology at Arizona State University and a legendary figure in the field of compliance research, these weapons of social influence are capable of impacting our behavior in significant ways, often without our realization. ![]()
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