Archive for January, 2012

You Don’t Have To Be Swedish To Appreciate This TV Program


A new television program by Johan Romin and Erik StandstrÓ§m featuring Dr. Robert Cialdini delves into what is it that sweeps us into saying yes to messages publicly or in personal relationships.

Click here to view the program with Dr. Cialdini that looks into why and how we are so often moved into action.

Reps Drop the Hard Sell and Discover How to be more Effective

DoctorBy Bobette Gordon

More and more pharmaceutical sales representatives are using the principles of liking, reciprocity and authority rather than their just their traditional pitches to be more effective…and it's working. A recent Wall Street Journal article describes how this approach evolved. Building relationships is a crucial cornerstone.

For those of you who want to hear Dr. Robert Cialdini being interviewed on what other principles of influence can be used, click here.

Follow up questions:

1. What Principles of Influence do you see being used in this softer, more effective approach?

2. What can you do as an internal or external persuader to use these same Principles of Influence?

Click on the appropriate stars below to rate this article. Thank you.

How to Use and Improve Persuasion through Enhanced Defaults

DefaultBy Steve Martin, CMCT
Even though we may not recognize it at the time, many of the choices that we make in our information-laden lives are essentially choices made without the bother of choosing. Government policy makers, 401K savings plans and car dealers alike all employ, in some way or another, the powerful pull of the ‘default’ option.

For example enrollments in tax-efficient savings plans can be as much as 50% higher when the default for employees is one of automatic enrollment as opposed to an active opt-in. In a similar vein the willingness to carry an organ donation card is about four times higher in countries where consent to donate is assumed. The default option is also often used by marketers to persuade customers to receive email offers and marketing messages.

There is little doubt that setting a default option can often be an effective strategy to guide decision-making. However default options are not without their problems – and in such situations it turns out that the success of defaults can be enhanced by adding an insight or two from the science of influence.

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