Category: Science

Dressing to Impress – the Authority vs. Liking playoffs

Dress Code

By Steve Martin, CMCT

It’s taken you weeks, perhaps even months, of hard work and tenacity but it appears that your efforts are, at last, starting to pay dividends. Your phone rings. It’s the personal assistant of that important and potentially lucrative new client you have been targeting. They are calling to confirm a meeting the following week. You briefly allow yourself a moment of self-congratulation before turning your attention to planning for the appointment. Meetings like this are hard to come by and the chances are you’ll only have one opportunity to make a great impression. You want to come across as a trustworthy and credible communicator, friendly, likeable, approachable and influential.

So in order to do this what exactly should you wear?

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Saving the Best for Last – Lessons from Pop Stars and Physicians

April12IIRBy Steve Martin, CMCT

In previous Inside Influence Reports we have discussed contrast effects. The idea that the way an offer or proposal is perceived will be influenced not just by the offer itself but also by what is experienced or presented immediately before that offer or proposal. Accordingly, when looking to persuade others, a detective of the influence process will know that what comes first is of great importance.

But what comes last is important too. Understanding the powerful sway that ‘send-offs’ can have on how experiences are evaluated can have implications not only for future business interactions, but also how much your clients enjoy their next interaction with you. 

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Mad Men, Persuasion, Influence and the Science, Application, and Psychology of Robert Cialdini

Mad men With all the buzz about the season five premiere of AMC’s Mad Men and the extra attention on advertizing and changing people’s behavior, we thought we’d use this opportunity to provide you with a sample of the new book, Six Degrees of Social Influence: Science, Application, and the Psychology of Robert Cialdini by Kenrick, Goldstein and Braver. The following is the entire forward written by Dr. Cialdini from this new book. Feel free to share this with your friends and colleagues who are also interested in the psychology of changing behavior in others.

 

                                             

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How To Make Better Choices

ChoicesBy Steve Martin, CMCT

A recent article published in the Journal of Consumer Psychology has got me thinking about recruitment. But before we talk about that, I’d like you to imagine you are in the market for a new Wide Screen High Definition TV. I’m going to offer you three scenarios and ask you to consider which one you prefer. Ready? OK.

In the first scenario (A) you are shown two televisions that you are potentially interested in and given information about each of the TV’s respective screen sizes and resolution so that you can compare them side by side before deciding which one you prefer. The second Scenario (B) is similar to (A) except that the information about the screen size and resolution is not provided; you are simply comparing the TVs side by side with no additional information. The third, Scenario (C), is the same as (B) but this time instead of comparing both televisions at the same time you review the first, wait a day, and then review the second a day later. Which of the above scenarios do you prefer?

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Announcing: SIX DEGREES OF SOCIAL INFLUENCE

Six_degreesThis Newest Book on Dr. Robert Cialdini’s Influence is edited by Douglas T. Kenrick, Noah J. Goldstein and Sanford L. Braver

In Six Degrees of Social Influence:  Science, Application, and The Psychology of Robert Cialdini, leading authors, who represent many different countries and disciplines, explore new developments and the widespread impact of Cialdini's work in research areas ranging from persuasion strategy and social engineering to help-seeking and decision-making.

We are very proud of this new book and what it represents.  Each chapter has been written by a different scientist.  We hope that you will find this useful as well as intellectually invigorating.

 "A fascinating and fitting tribute to one of social psychology's true pioneers."
- Daniel Gilbert, Professor of Psychology, Harvard University, and author of Stumbling on Happiness

"Robert Cialdini is the Benjamin Franklin of research on influence – a keen observer of human nature, great writer, minter of pithy phrases, and clever experimenter who's able to capture lightning in a jar. This collection of essays, written by his fellow researchers in his honor, testifies to his wide and deep influence on the practice of social psychology."
- Chip Heath, Professor, Stanford Graduate School of Business and author of Made to Stick and Switch

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