Posts
Academic
- About Madoff & 60 MinutesBecause of Sunday’s big 60 Minutes interview with the Madoff family, we’ve received a number of requests to reprise the article written by Dr. Cialdini entitled: You don’t have to be a Dupe to be Duped: Lessons from the Madoff Affair. These are good lessons for us all. Click here to read Dr. Cialdini’s article.
- BBC, Neuroscience, Influence, Marketing, Cialdini and So Much MoreBy Bobette Gorden The brain knows more than we realize. Why do we act so mindlessly? And how can we be more aware of how our brains work and how we can use them? For any business interested in marketing, there is another way to understand how to effectively reach your market. For any […]
- From NatureIn its rarely offered IN RETROSPECT section, the prestigious scientific journal, Nature, recently reviewed the book Influence, labeling it “Robert Cialdini’s revolutionary treatise on the science of decision-making.” That Nature would choose to provide an assessment of the still-popular Influence is extraordinary in that its IN RETROSPECT reviews are typically reserved for books of major […]
- How to Improve Your Internet Marketing with Social InfluenceBy Bobette Gorden More and more professionals are successfully using social influence in internet marketing. As long as it is used ethically and honestly, it is a good method to communicate the popularity of an issue, product, or service. In the battle for consumer attention, Social Influence is an increasingly important tool. Aileen Lee, focuses […]
- How To Make Better 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 […]
- Mad Men, Persuasion, Influence and the Science, Application, and Psychology of Robert CialdiniWith all the buzz about the season five premiere of AMC’s Mad Men and the extra attention on advertising 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 […]
- Magnanimous Donation Leads to SpeculationsBy Bobette Gorden Recently in Spokane, a single gift of two diamond rings and one sapphire ring were wrapped in a dollar bill and dropped in a Salvation Army kettle anonymously. One of the diamond rings alone was assessed to be valued between $2,000 and $5,000. This was a VERY generous donation. The Salvation […]
- PERSUASION – THE THIRD LEGIn times of economic uncertainty, it might just make the difference for your business. By Steve Martin, CMCT The messages of impending doom, which appear to be broadcast with increasing frequency by business leaders, analysts and media commentators, share some striking similarities to another forecasting favorite – the trusty weatherman. Even the language is the […]
- Saving the Best for Last – Influencing Decisions from Pop Stars & PhysiciansBy 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 […]
- Should I Stay or Should I Go?By Steve Martin, CMCT In a 1981 single that went on to feature in VH1’s Top 100 Greatest Hard Rock Songs, UK punk rock band The Clash asked “Should I stay or should I go?” The question posed in their song is likely to be asked as often today as it was upon its release […]
- Surprises Revealed by Recent Research for the NHSBy Bobette Gorden Recently, the result of a fascinating set of studies sponsored by INFLUENCE AT WORK, BDO and the National Health Services UK (NHS)was released. Steve Martin, CMCT and director of the INFLUENCE AT WORK UK office led this research with Dr. Suraj Bassi and Dr. Rupert Dunbar Rees of BDO. This research examined […]
- Sweet Hooligans, Honest Salespeople and the Influence of StereotypesBy Steve Martin, CMCT The French word stéréotype, originated in the late 18th century, was used to describe a process of printing or reproduction using a solid plate. It would be another fifty years before the word began appearing in the English language. By then its meaning had evolved somewhat to “an image perpetuated without […]
- The Default Effect: How to Leverage Bias and Influence BehaviorBy 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 […]
- UK Cialdini Certification Class: Bright, Innovative, SuccessfulLast month in the UK, Dr. Gregory Neidert and I were able to train, appreciate, and approve for the next step in the certification process, an impressive group of five new Cialdini Method Certified Trainers most of whom will work with our UK partner, Steve Martin, to serve the increasing non-North American demand for our […]
- When What Comes First Should Go Maybe SecondBy Steve Martin, CMCT Decisions are rarely made in a vacuum and as a result the order in which options and choices are offered becomes important. Regular readers of the Inside Influence Report will be familiar with the phenomenon of perceptual contrast – the idea that you can change someone’s perception of an offer not […]
- You Don’t Have To Be Swedish To Appreciate This TV ProgramA new television program by Johan Romin and Erik Standstrӧm 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.
Books
- Announcing: Six Degrees of Social InfluenceThis 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 […]
- Mad Men, Persuasion, Influence and the Science, Application, and Psychology of Robert CialdiniWith all the buzz about the season five premiere of AMC’s Mad Men and the extra attention on advertising 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 […]
Cialdini Asks
- Cialdini Asks: Adam GrantCialdini Asks is a series of video interviews in which I ask experts in behavioral science about the journey that spurred their literary and academic work: how they wrote about it for a larger and more popular audience, the aspects of their content, and the motivations behind their work. Today, I interview Adam Grant, Professor of Management […]
- Cialdini Asks: Amy CuddyCialdini Asks is a series of video interviews in which I ask experts in behavioral science about the journey that spurred their literary and academic work: how they wrote about it for a larger and more popular audience, the aspects of their content, and the motivations behind their work. Today, I interview Amy Cuddy, bestselling author of […]
- Cialdini Asks: Dan ArielyCialdini Asks is a series of video interviews in which I ask experts in behavioral science about the journey that spurred their literary and academic work: how they wrote about it for a larger and more popular audience, the aspects of their content, and the motivations behind their work. Today, I interview Dan Ariely, who is the […]
- Cialdini Asks: Richard ThalerCialdini Asks is a series of video interviews in which I ask experts in behavioral science about the journey that spurred their literary and academic work: how they wrote about it for a larger and more popular audience, the aspects of their content, and the motivations behind their work. Today, I interview Richard Thaler, Economist and Professor […]
CMCT
- BBC, Neuroscience, Influence, Marketing, Cialdini and So Much MoreBy Bobette Gorden The brain knows more than we realize. Why do we act so mindlessly? And how can we be more aware of how our brains work and how we can use them? For any business interested in marketing, there is another way to understand how to effectively reach your market. For any […]
- How To Make Better 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 […]
- Mad Men, Persuasion, Influence and the Science, Application, and Psychology of Robert CialdiniWith all the buzz about the season five premiere of AMC’s Mad Men and the extra attention on advertising 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 […]
- PERSUASION – THE THIRD LEGIn times of economic uncertainty, it might just make the difference for your business. By Steve Martin, CMCT The messages of impending doom, which appear to be broadcast with increasing frequency by business leaders, analysts and media commentators, share some striking similarities to another forecasting favorite – the trusty weatherman. Even the language is the […]
- Saving the Best for Last – Influencing Decisions from Pop Stars & PhysiciansBy 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 […]
- Surprises Revealed by Recent Research for the NHSBy Bobette Gorden Recently, the result of a fascinating set of studies sponsored by INFLUENCE AT WORK, BDO and the National Health Services UK (NHS)was released. Steve Martin, CMCT and director of the INFLUENCE AT WORK UK office led this research with Dr. Suraj Bassi and Dr. Rupert Dunbar Rees of BDO. This research examined […]
- Sweet Hooligans, Honest Salespeople and the Influence of StereotypesBy Steve Martin, CMCT The French word stéréotype, originated in the late 18th century, was used to describe a process of printing or reproduction using a solid plate. It would be another fifty years before the word began appearing in the English language. By then its meaning had evolved somewhat to “an image perpetuated without […]
- The Default Effect: How to Leverage Bias and Influence BehaviorBy 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 […]
- UK Cialdini Certification Class: Bright, Innovative, SuccessfulLast month in the UK, Dr. Gregory Neidert and I were able to train, appreciate, and approve for the next step in the certification process, an impressive group of five new Cialdini Method Certified Trainers most of whom will work with our UK partner, Steve Martin, to serve the increasing non-North American demand for our […]
- When What Comes First Should Go Maybe SecondBy Steve Martin, CMCT Decisions are rarely made in a vacuum and as a result the order in which options and choices are offered becomes important. Regular readers of the Inside Influence Report will be familiar with the phenomenon of perceptual contrast – the idea that you can change someone’s perception of an offer not […]
- Will the Home Field Advantage Help You Hit an Influence Home Run?In nearly every sport, teams that play in their own stadium or ballpark tend to have a significant edge over their visiting opponents (Courneya & Carron, 1992). But does this “home field advantage” extend to other aspects of life, such as our ability to influence others? Researchers Graham Brown and Markus Baer wanted to find […]
Consensus
- 3 Keys to Keep Your New Year’s ResolutionMany of us make New Year’s resolutions because…it’s a new beginning. As a matter of fact, research shows that we make more new commitments or start more new projects at the beginning of the year, the beginning of the month or even the beginning of the week. But, how can you ensure that you will keep your […]
- PERSUASION – THE THIRD LEGIn times of economic uncertainty, it might just make the difference for your business. By Steve Martin, CMCT The messages of impending doom, which appear to be broadcast with increasing frequency by business leaders, analysts and media commentators, share some striking similarities to another forecasting favorite – the trusty weatherman. Even the language is the […]
- Sweet Hooligans, Honest Salespeople and the Influence of StereotypesBy Steve Martin, CMCT The French word stéréotype, originated in the late 18th century, was used to describe a process of printing or reproduction using a solid plate. It would be another fifty years before the word began appearing in the English language. By then its meaning had evolved somewhat to “an image perpetuated without […]
- Will the Home Field Advantage Help You Hit an Influence Home Run?In nearly every sport, teams that play in their own stadium or ballpark tend to have a significant edge over their visiting opponents (Courneya & Carron, 1992). But does this “home field advantage” extend to other aspects of life, such as our ability to influence others? Researchers Graham Brown and Markus Baer wanted to find […]
Consistency
- PERSUASION – THE THIRD LEGIn times of economic uncertainty, it might just make the difference for your business. By Steve Martin, CMCT The messages of impending doom, which appear to be broadcast with increasing frequency by business leaders, analysts and media commentators, share some striking similarities to another forecasting favorite – the trusty weatherman. Even the language is the […]
- Should I Stay or Should I Go?By Steve Martin, CMCT In a 1981 single that went on to feature in VH1’s Top 100 Greatest Hard Rock Songs, UK punk rock band The Clash asked “Should I stay or should I go?” The question posed in their song is likely to be asked as often today as it was upon its release […]
- Surprises Revealed by Recent Research for the NHSBy Bobette Gorden Recently, the result of a fascinating set of studies sponsored by INFLUENCE AT WORK, BDO and the National Health Services UK (NHS)was released. Steve Martin, CMCT and director of the INFLUENCE AT WORK UK office led this research with Dr. Suraj Bassi and Dr. Rupert Dunbar Rees of BDO. This research examined […]
Consulting
- PERSUASION – THE THIRD LEGIn times of economic uncertainty, it might just make the difference for your business. By Steve Martin, CMCT The messages of impending doom, which appear to be broadcast with increasing frequency by business leaders, analysts and media commentators, share some striking similarities to another forecasting favorite – the trusty weatherman. Even the language is the […]
- UK Cialdini Certification Class: Bright, Innovative, SuccessfulLast month in the UK, Dr. Gregory Neidert and I were able to train, appreciate, and approve for the next step in the certification process, an impressive group of five new Cialdini Method Certified Trainers most of whom will work with our UK partner, Steve Martin, to serve the increasing non-North American demand for our […]
- You Don’t Have To Be Swedish To Appreciate This TV ProgramA new television program by Johan Romin and Erik Standstrӧm 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.
Dr. Cialdini
- About Madoff & 60 MinutesBecause of Sunday’s big 60 Minutes interview with the Madoff family, we’ve received a number of requests to reprise the article written by Dr. Cialdini entitled: You don’t have to be a Dupe to be Duped: Lessons from the Madoff Affair. These are good lessons for us all. Click here to read Dr. Cialdini’s article.
- BBC, Neuroscience, Influence, Marketing, Cialdini and So Much MoreBy Bobette Gorden The brain knows more than we realize. Why do we act so mindlessly? And how can we be more aware of how our brains work and how we can use them? For any business interested in marketing, there is another way to understand how to effectively reach your market. For any […]
- From NatureIn its rarely offered IN RETROSPECT section, the prestigious scientific journal, Nature, recently reviewed the book Influence, labeling it “Robert Cialdini’s revolutionary treatise on the science of decision-making.” That Nature would choose to provide an assessment of the still-popular Influence is extraordinary in that its IN RETROSPECT reviews are typically reserved for books of major […]
- How to Avoid Bungling Your Holiday GiftingAfter last week’s post on the attempt of Starbucks to give holiday gifts, I thought the following observation might be useful. John’s wife works for a large multinational financial services company – let’s call it “XXX Card” – which has thousands of employees. For Christmas each year, XXX Card gives points that employees can spend on […]
- How to Improve Your Internet Marketing with Social InfluenceBy Bobette Gorden More and more professionals are successfully using social influence in internet marketing. As long as it is used ethically and honestly, it is a good method to communicate the popularity of an issue, product, or service. In the battle for consumer attention, Social Influence is an increasingly important tool. Aileen Lee, focuses […]
- How To Make Better 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 […]
- Mad Men, Persuasion, Influence and the Science, Application, and Psychology of Robert CialdiniWith all the buzz about the season five premiere of AMC’s Mad Men and the extra attention on advertising 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 […]
- Magnanimous Donation Leads to SpeculationsBy Bobette Gorden Recently in Spokane, a single gift of two diamond rings and one sapphire ring were wrapped in a dollar bill and dropped in a Salvation Army kettle anonymously. One of the diamond rings alone was assessed to be valued between $2,000 and $5,000. This was a VERY generous donation. The Salvation […]
- PERSUASION – THE THIRD LEGIn times of economic uncertainty, it might just make the difference for your business. By Steve Martin, CMCT The messages of impending doom, which appear to be broadcast with increasing frequency by business leaders, analysts and media commentators, share some striking similarities to another forecasting favorite – the trusty weatherman. Even the language is the […]
- Saving the Best for Last – Influencing Decisions from Pop Stars & PhysiciansBy 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 […]
- Surprises Revealed by Recent Research for the NHSBy Bobette Gorden Recently, the result of a fascinating set of studies sponsored by INFLUENCE AT WORK, BDO and the National Health Services UK (NHS)was released. Steve Martin, CMCT and director of the INFLUENCE AT WORK UK office led this research with Dr. Suraj Bassi and Dr. Rupert Dunbar Rees of BDO. This research examined […]
- Sweet Hooligans, Honest Salespeople and the Influence of StereotypesBy Steve Martin, CMCT The French word stéréotype, originated in the late 18th century, was used to describe a process of printing or reproduction using a solid plate. It would be another fifty years before the word began appearing in the English language. By then its meaning had evolved somewhat to “an image perpetuated without […]
- UK Cialdini Certification Class: Bright, Innovative, SuccessfulLast month in the UK, Dr. Gregory Neidert and I were able to train, appreciate, and approve for the next step in the certification process, an impressive group of five new Cialdini Method Certified Trainers most of whom will work with our UK partner, Steve Martin, to serve the increasing non-North American demand for our […]
- When What Comes First Should Go Maybe SecondBy Steve Martin, CMCT Decisions are rarely made in a vacuum and as a result the order in which options and choices are offered becomes important. Regular readers of the Inside Influence Report will be familiar with the phenomenon of perceptual contrast – the idea that you can change someone’s perception of an offer not […]
- You Don’t Have To Be Swedish To Appreciate This TV ProgramA new television program by Johan Romin and Erik Standstrӧm 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.
Ethics
- How to Improve Your Internet Marketing with Social InfluenceBy Bobette Gorden More and more professionals are successfully using social influence in internet marketing. As long as it is used ethically and honestly, it is a good method to communicate the popularity of an issue, product, or service. In the battle for consumer attention, Social Influence is an increasingly important tool. Aileen Lee, focuses […]
Inside Influence Report
- $10 off Shipping Coupon Code for the Audio CD Version of INFLUENCE: Science & Practice 5th ed.Dear Readers, We are “kvelling” because of the flood of orders for the Audio CD version of Influence: Science & Practice 5th edition. At this time Amazon.com has already sold out. We, at INFLUENCE AT WORK, are fortunately able to sell them directly from our website. However, we do not get the same discounted shipping […]
- 2 Small but Powerful Persuasion Strategies You Could be Missing TodayBy Steve Martin, CMCT & Noah Goldstein, PhD. At first glance, little appears to differentiate Berkshire Hathaway annual stockholders reports from other major corporations’. (Except perhaps the results – a $1000 investment in Berkshire stock in 1965 is worth around $200,000 today). A closer look reveals something almost hidden in plain sight in the letter […]
- 2014 Robert B. Cialdini Award WinnersFrom left to right is Valerie Purdie-Vaughns, Geoffrey Cohen, Kevin Binning, Julio Garcia, Robert Cialdini, David Sherman, and Kimberly Hartson Started in 2008, the Robert B. Cialdini Award recognizes the author(s) of a publication that uses field methods and demonstrates relevance to outside groups. This award is designed to recognize the publication that best explicates […]
- 3 Drivers That Increase Your Influence – Part 1By: Steve Martin, CMCT In the recently published book THE SMALL BIG co-authored by Robert Cialdini, Noah Goldstein and myself, we make a bold claim. Despite there being hundreds, perhaps thousands, of individual persuasion strategies used across the workplace, nearly all of the techniques that have been scientifically demonstrated to successfully change the thoughts, perceptions, […]
- 3 Drivers That Increase Your Influence – Part 3By: Steve Martin, CMCT Persuasion researchers have consistently demonstrated that the most successful strategies that influence the decisions and behaviors of others gain their persuasive strength by triggering one of just three simple human motivations: 1) The motivation to make effective decisions efficiently. 2) The motivation to affiliate with and gain the approval of others. […]
- 3 Drivers That Increase Your Influence – Part 2By: Steve Martin, CMCT In last month’s post we claimed that, despite an abundance of strategies used to influence the decisions and behaviors of others, researchers have found that the most successful strategies gain their persuasive strength by triggering one or more of three simple human motivations. These motivations are: Making effective decisions efficiently Affiliating […]
- Advice for Reducing Undesirable COVID-19 BehaviorsBy Dr. Robert Cialdini Recently, Dr. Deborah Birx, the Coronavirus Response Coordinator for the White House, declared there was only one thing available to change the course of the pandemic in the foreseeable future. Behaviors—behaviors that diminish activities, such as violations of social distancing and mask-wearing guidelines, that harm the general good in our battle […]
- ANNOUNCEMENT: A Message From Robert CialdiniDear Readers, A lot has been going on recently at INFLUENCE AT WORK, and I wanted to provide an update on what’s happening that could affect the extent to which you will be able to benefit from the information we present. You may have noticed that we have a new look on […]
- ANNOUNCEMENT: Malaysian Principles of Persuasion (POP) WorkshopOne of our distinguished Cialdini Method Certified Trainers (CMCT), Mr. CK Khoo, will be hosting an open-to-the-public POP Workshop in Malaysia this June.
- ANNOUNCING: Twitter INFLUENCE Photo Contest
- Are Human Decisions Eminently Rational, Hopelessly Irrational, or Neither? By: Dr. Robert CialdiniThere is an intellectual train speeding our way, carrying a revolutionary payload for those who want to truly understand how people make decisions. Douglas Kenrick and Vladas Griskevicius are at the center of this scientific revolution, and their new book The Rational Animal: How Evolution Made Us Smarter Than We Think, gives us the inside […]
- Beyond Penn State – A Hero’s ApproachBy Bobette Gorden
- Building Co-Operation… Two Important StrategiesBy Steve Martin, CMCT Business rarely pauses to take breath and when change happens it can often occur at lighting speed throwing up unexpected challenges. A sudden acquisition can mean that today’s competitor will be tomorrow’s colleague. A change in business model could result in a long-standing rival emerging as the perfect joint venture partner. […]
- Commitments, Towels, and “Two for One” Influenceby Steve Martin, August 2012 Inside Influence Report regulars as well as readers of the book Yes! will be familiar with the wonderful series of studies conducted by Noah Goldstein, Vlad Griskevicius and Robert Cialdini examining which messages are most effective at persuading hotel guests to reuse their towels during a stay. (For those who […]
- Congratulations to our Cialdini Twitter Contest Winner, Steven Barber!Steven Barber successfully followed our twitter account through the month of January and was able to submit the titles of all 5 Cialdini recommended books into our raffle to win a Toshiba Thrive Tablet. His name, out of many, was drawn as our winner. We are very encouraged by the response this contest generated. One […]
- Congratulations to our INFLUENCE PHOTO CONTEST Winner, Kevin Espelita!Kevin posted some great photos of himself and his friends reading an array of Dr. Cialdini’s books. We asked Kevin to share a little bit about himself and here is what he had to say:
- Enter now! Twitter New Year’s Resolution Contest – Enter for a chance to win a Kindle Fire HDXWe want to help our followers keep their New Year’s resolutions using one of the Six Principles of Persuasion. The Principle of Commitment & Consistency states: “Once we have made a choice or taken a stand, we will encounter personal and interpersonal pressures to behave consistently with that commitment”
- Free Webinar Jan. 23rd, 2014: Interview with Dr. Robert Cialdini
- Harvard Business Review Releases a New Interview on InfluenceThe Harvard Business Review just published a new interview with Dr. Robert Cialdini on his insights into the uses and abuses of influence by Sarah Cliffe, Executive Editor.
- Hear What You’ve Been Missing! INFLUENCE: Science & Practice is now on Audio CD
- How to Move Forward by Stepping BackBy Steve Martin, CMCT Today’s increasingly complex business world can serve up some pretty challenging situations that even the most seasoned of us will find difficult to navigate through. Thankfully though, there’s often a colleague, co-worker or friend who will be happy to pass on the benefit of their wisdom to help you deal […]
- How to Use Loyalty Programs to Increase SalesBy Steve Martin, CMCT Imagine one day that you and a friend meet for coffee. After ordering and paying for your drinks the barista hands you a loyalty card and explains that each time you buy a cup of coffee, they will stamp your card. The Barista further explains that once you have collected […]
- How You Can Sabotage Your Own Good IntentionsBy Steve Martin, CMCT You do your best to recycle whenever you can, right? Maybe the company you work for has a pro-environmental policy that encourages staff to use less paper and to recycle as much as possible of that which is used. It certainly wouldn’t be alone. Increasing numbers of organizations, communities too, are […]
- IMPORTANT – Retraction of Previous IIR ArticleDear Readers, It’s just been brought to our attention that Dr. Diederik Stapel, one of the authors cited in Sweet Hooligans, Honest Salespeople and the Influence of Stereotypes
- Just for you, __(insert your name here)__: A Stormy Lesson in InfluenceBy Steve Martin, CMCT In late October 2012 Hurricane Sandy bulldozed its way through the Caribbean and across the Mid-Atlantic before hitting land again in the North-Eastern United States causing a trail of destruction and devastation in its wake. Violent gusts nearing 100 mph accompanied by lashing rains left widespread damage estimated at over $75 […]
- Last Workshop for 2012Don’t miss your last chance to learn what your competitors already know! Attend the LAST Principles of Persuasion Workshop® for 2012 on SEPTEMBER 20th & 21st in PHOENIX/MESA, ARIZONA.
- Letter To Our ReadersDear Readers,
- New Year! New Contest!Contest Ended……..stay tuned for more chances to win!
- Not Wanting to Miss Out. Why 1 + 1 Sometimes Equals More Than 2By: Steve Martin As any good economist will tell you, people respond to incentives. But as a behavioral psychologist will also point out, peoples’ responses to incentives will be influenced as much by the context in which an incentive is presented, as what’s actually on offer. For example, people are generally more persuaded by […]
- Potential or Reality! When it Comes to Influencing Others, What’s More Persuasive?By: Steve Martin, CMCT Whether you are looking to position your company as the obvious choice for that lucrative new contract or to position yourself as the obvious choice for that new promotion an important part of your influence strategy will be to highlight your previous experiences and past accomplishments. The skills you have developed […]
- Pre-order The SMALL Big by Martin, Goldstein and Cialdini and enter for a chance to win an iPad Air1. PreOrder The SMALL BIG here: http://www.thesmallbig.com 2. Upload a screenshot or picture of your preorder form here: http://woobox.com/8gdswj 3. You will then be entered into a random drawing where one person will win a new iPad Air!
- Robert Cialdini, Ph.D.Dr. Robert Cialdini has spent his entire career researching the science of influence earninghim an international reputation as an expert in the fields of persuasion, compliance, and negotiation.
- Secrets from the Science of Persuasion by Robert Cialdini & Steve MartinCheck out this new animation describing the universal principles of the Science of Persuasion based on the research of Dr. Robert Cialdini, Professor Emeritus of Psychology and Marketing, Arizona State University.
- SEE WHAT YOU’VE BEEN MISSINGRecently, thirty smart and insightful people joined us to learn how to ethically apply the Science of Influence at the public Principles of Persuasion (POP) Workshop. Our trainer for this two-day intensive influence skill building event was Dr. Gregory Neidert, director of Training for INFLUENCE AT WORK.
- See What You’ve Been MissingThe September Public Principles of Persuasion (POP) Workshop was a huge success.
- Should I tell you now, or should I tell you later?By: Steve Martin, CMCT In the introduction of Influence, Robert Cialdini recounts the story of a friend who, in an attempt to sell off a consignment of slow moving turquoise jewelry, left a hand-written note for one of her sales staff to mark down the stock at “x ½” price before leaving for an […]
- So you THINK you know the best way to plan to reach your goals?By Mr. Steve Martin Despite our best intentions, many of the goals we set for ourselves go unfulfilled. To improve our career prospects, we’ll research going to night school but not make it to class. We’ll purchase a health club membership, only to find our attendance wanes after a couple of sessions. We promise to […]
- Something for Nothing: Doing Nothing Can be a Potent Persuasion ToolBy Steve Martin For nearly seventy years scientists who study the persuasion process have consistently revealed a simple, yet remarkable truth; when it comes to effectively influencing others, small changes can make a big difference. Examples abound, from the subtle adjustments made to a meeting room environment that lead to improved business outcomes to the […]
- Steve Martin, CMCTFollowing a successful career in sales, management, and training and development with a number of world-renowned companies, Steve Martin, CMCT has headed the UK office of INFLUENCE AT WORK for the last eight years. He is one of the most experienced and in demand CMCTs. Click here for more information about Steve […]
- Steve Martin, CMCT, Published in The Harvard Business ReviewMr. Steve Martin, CMCT & Dr. Robert Cialdini INFLUENCE – Science in Practice by Dr. Robert Cialdini I once attended a conference where I heard an academic described as someone who “ wasn’t satisfied with an idea that worked in practice until it had been tried out in theory.” As a behavioral scientist I will […]
- The 6 Principles of Persuasion Can Get Your Kids Motivated!This article is a classic. Too often people think the Principles of Persuasion are just for business. This article by Charlotte Phillips from THE TELEGRAPH in 2008 explains it all… read here. [efsbutton style=”” size=”” color_class=”” align=”left” type=”link” target=”_blank” title=”Subscribe to the Blog Today!” link=”http://visitor.r20.constantcontact.com/d.jsp?llr=xpi7oyn6&p=oi&m=1011211969015&sit=okocvki4&f=ef0e93e4-4600-4ddf-9d4e-9a4283e13f92″]
- The Backstory of Cialdini & His ResearchThis new article just came out from Psychology Today written by Dr. Douglas Kenrick
- The Principles of Persuasion Aren’t Just for BusinessBy Eily VanderMeer, Director of Communications Updated July 2020 Webster’s defines a relationship as the way in which two or more people, groups, countries, etc., talk to, behave toward, and deal with each other. In the confines of a good relationship, there is a desire to help each other and to avoid disappointment. Whether you […]
- The Science Behind Why Some People Don’t Follow the Crowdby Steve Martin, CMCT Social Proof – at some point most of us will have succumbed to its powerful draw. Perhaps we’ve chosen the busy restaurant over the quieter one, been carried along by the momentum of the Mexican wave at a sports stadium or simply joined the burgeoning line at the airport without really […]
- Three Reasons Why You Should Probably Ask!By Steve Martin, CMCT Benjamin Franklin famously once attempted to win favor with a political adversary by writing him a letter requesting to borrow a rare and valuable book that he owned. A short time afterwards, Franklin reported that this usually stubborn, often hostile gentleman sought him out in the House and spoke to […]
- Tipping Points – Five Lessons in Persuasion From Food Servers.By Steve Martin, CMCT The humble restaurant has a number of features that make it a great place to better understand human decision making and study persuasion. Crowds of diners ensure that large numbers of homogeneous transactions take place. The menus, wine lists and daily specials board serve up endless opportunities for choice architecture. And […]
- To be honest this isn’t our best ever blog post but, God bless it, it could still increase your online likeability and credibility. And your business too!by Steve Martin Recent research has found that around 7 in 10 Americans will consult the online reviews of other consumers before making a purchase. I have to admit to being surprised by this. I would have guessed it would have been more. Numbers aside though, when making a decision, word-of-mouth communications are valuable […]
- Two Types of Proposals. Which One is More Persuasive?By Steve Martin, CMCT Imagine that you are preparing a proposal for a client and, having researched all the information, equipment, materials and resources that you will need to deliver the job, the time has come to commit to paper the only piece of information your client is really interested in. Your price.
- Two Ways of Setting Goals…Which is More Likely to Lead to Success?By: Steve Martin Are you one of the many people who start the New Year off with a list of resolutions? Does this list look remarkably similar to last year’s? Are you also one of the many people likely to break these resolutions before the end of January? Then I have some good news from […]
- Two, Four or Six? When Persuading, What Numbers of Claims is Most Effective?By Steve Martin, CMCT When it comes to influencing others, delivering the right number of messages to support your proposal or proposition is going to be crucial. Too few, and your attempt might come across as halfhearted, indifferent or plain weak. But too many messages can hurt you too. Like adding too much spice to […]
- What One Thing Can Make Traveling Significantly More Positive?By Steve Martin, CMCT (not that Steve Martin) What sort of business traveler are you? Are you the sort who likes to keep yourself to yourself, who welcomes the solitude that an hour or two in an aircraft offers—to catch up on paperwork, read or, just be alone with your thoughts without the interruptions that […]
- What Simple Change Can Affect Your Negotiations, Creativity and Even Dating Success?By: Steve Martin, CMCT In 1979, noted psychiatrist Dr. Alexander Schauss conducted a series of studies designed to measure the mental and physical strength of one hundred and fifty young men. Arriving at the laboratory, each man was invited into a small room where one of two cardboard signs was held up in front of […]
- When Less is More – The Presenter’s ParadoxBy Steve Martin, CMCT It’s often said that it’s the small things in life that can make the difference and so surely this must be the case in business too. As more and more businesses find themselves competing in increasingly cluttered markets where seemingly endless arrays of products and services are vying for attention, the […]
- When will making the first offer help your negotiations, and when will it hurt?By: Steve Martin, CMCT Recognizing the Chicago Bulls managing partner’s reputation as a ruthless negotiator, in 1996 Michael Jordan’s agent made a decision to ‘take the Bulls by the horns’ and table an audacious $52 million salary request. The parties settled at $33.14 million, a record that remains the single highest annual salary in NBA […]
- Why Giving First Isn’t Enough and What You Can Do About It.Inside Influence Report, June 2013 Steve Martin, CMCT. For regular worshipers attending Sunday prayers at St. John’s Church in the parish of Kirkheaton, a Yorkshire village in Northern England, the service on 18th November 2012 seemed like it would be pretty much like any other they had attended in the past. As they entered the […]
- Why We Agree to and Achieve GoalsBy: Steve Martin, CMCT Imagine you need to persuade an individual or a group of people to complete a task that will take time, multiple steps and actions in order to achieve it. Would you be more effective by taking a flexible approach and allowing them to choose the order in which they carry out […]
- wordpress-post-5354Dan Norris, CMCT to Headline at TEDx San Antonio
Liking
- Dress to Impress – the Authority vs. Liking PlayoffsBy 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 […]
- How to Improve Your Internet Marketing with Social InfluenceBy Bobette Gorden More and more professionals are successfully using social influence in internet marketing. As long as it is used ethically and honestly, it is a good method to communicate the popularity of an issue, product, or service. In the battle for consumer attention, Social Influence is an increasingly important tool. Aileen Lee, focuses […]
- Sweet Hooligans, Honest Salespeople and the Influence of StereotypesBy Steve Martin, CMCT The French word stéréotype, originated in the late 18th century, was used to describe a process of printing or reproduction using a solid plate. It would be another fifty years before the word began appearing in the English language. By then its meaning had evolved somewhat to “an image perpetuated without […]
- When What Comes First Should Go Maybe SecondBy Steve Martin, CMCT Decisions are rarely made in a vacuum and as a result the order in which options and choices are offered becomes important. Regular readers of the Inside Influence Report will be familiar with the phenomenon of perceptual contrast – the idea that you can change someone’s perception of an offer not […]
Pre-Suasion
- Great Pre-Suasion Moments in History: De-Escalate Situations with PersuasionBy Dr. Robert Cialdini In July 2007, Kim Man-bok, the head of South Korea’s National Intelligence Service, flew to Afghanistan to confront a deteriorating situation. The Taliban there had taken 21 South Korean aid workers hostage, and negotiations for their release were going badly–two captives had been murdered and two more were scheduled for execution […]
- Great Pre-Suasion Moments in History: Negotiate Yourself a Better DealBy Dr. Robert Cialdini As National Security Advisor and US Secretary of State during the 1970s, Henry Kissinger was considered America’s greatest international negotiator. When asked who he considered the best such negotiator he had encountered, he nominated Egypt’s president Anwar Sadat because of a pre-suasive tactic he regularly employed that allowed him to get […]
- Great Pre-Suasion Moments in History: Queen Elizabeth I’s Powerful SpeechBy Dr. Robert Cialdini In 1588, British troops massed against a sea invasion from Spain at Tilbury were deeply concerned that their leader Queen Elizabeth I, as a woman, would not be up to the rigors of battle. In addressing the men, she dispelled their fears pre-suasively: first acknowledging the concern by admitting a weakness, […]
- Great Pre-Suasion Moments in History: The Greatest Ad Campaign of All TimeBy Dr. Robert Cialdini The same honesty-establishing, pre-suasive tactic was employed in the late 1950s by the advertising firm Doyle Dane Bernbach to introduce the oddly shaped Volkswagen Bug to a US market dominated by big, powerful, boatlike vehicles. The “We’re ugly but…” campaign tactically admitted to cosmetic limitations before trumpeting the auto’s strengths such […]
- Great Pre-Suasion Moments in History: The Perfect Persuasive TacticBy Dr. Robert Cialdini Before uttering a single word in court, the legal team arguing for marriage equality to the US Supreme Court in 2013 undertook a months-long nationwide public relations campaign with one man as its primary target–Justice Anthony Kennedy, who they knew was likely to cast the deciding vote in the companion cases […]
- Great Pre-Suasion Moments in History: Warren Buffett’s Genius Persuasive TacticBy Dr. Robert Cialdini In February 2015, Warren Buffett, widely considered the greatest financial investor of our time, had a problem. It was 50 years since he took control of Berkshire Hathaway Inc, guiding it to astounding levels of value, along with his partner Charlie Munger. Many investors were worried that these levels couldn’t be […]
- I’ve been working toward September 6th for years. Here’s why.It’s been over 30 years since the publication of my New York Times Bestseller, Influence. That book has been better received and has sold more copies than I could have sensibly imagined when it first appeared. Lots of people have asked me why I haven’t written another solo-authored persuasion book in the years since. The […]
- Influenced or Influencer? Take This Quiz to Find Out.Today and every day for the rest of our lives, we will be targets of salespeople, marketers, advertisers, fundraisers and (heaven knows) politicians who want to move us in their direction. And they’ll be good at it, because they’ve learned how to put proven influence techniques — glowing testimonials, emotional tugs, last-chance opportunities — inside […]
- Make Yourself Happier Using Principles of InfluenceA Happier You in 2017 My new book, Pre-Suasion, explains what a communicator can do first to increase the chance an audience will move in a desired direction. A useful aspect of the power of pre-suasion is that we can use it on ourselves, to achieve our personal goals. And, if there’s one personal goal […]
Psychology
- Influenced or Influencer? Take This Quiz to Find Out.Today and every day for the rest of our lives, we will be targets of salespeople, marketers, advertisers, fundraisers and (heaven knows) politicians who want to move us in their direction. And they’ll be good at it, because they’ve learned how to put proven influence techniques — glowing testimonials, emotional tugs, last-chance opportunities — inside […]
- Make Yourself Happier Using Principles of InfluenceA Happier You in 2017 My new book, Pre-Suasion, explains what a communicator can do first to increase the chance an audience will move in a desired direction. A useful aspect of the power of pre-suasion is that we can use it on ourselves, to achieve our personal goals. And, if there’s one personal goal […]
Psychology of Persuasion
- About Madoff & 60 MinutesBecause of Sunday’s big 60 Minutes interview with the Madoff family, we’ve received a number of requests to reprise the article written by Dr. Cialdini entitled: You don’t have to be a Dupe to be Duped: Lessons from the Madoff Affair. These are good lessons for us all. Click here to read Dr. Cialdini’s article.
- Announcing: Six Degrees of Social InfluenceThis 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 […]
- BBC, Neuroscience, Influence, Marketing, Cialdini and So Much MoreBy Bobette Gorden The brain knows more than we realize. Why do we act so mindlessly? And how can we be more aware of how our brains work and how we can use them? For any business interested in marketing, there is another way to understand how to effectively reach your market. For any […]
- Dress to Impress – the Authority vs. Liking PlayoffsBy 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 […]
- From NatureIn its rarely offered IN RETROSPECT section, the prestigious scientific journal, Nature, recently reviewed the book Influence, labeling it “Robert Cialdini’s revolutionary treatise on the science of decision-making.” That Nature would choose to provide an assessment of the still-popular Influence is extraordinary in that its IN RETROSPECT reviews are typically reserved for books of major […]
- How Influence Training Workshops Can Help Your Sales StaffMany sales professionals have excellent instincts about what matters to their prospects and how those motivations tie in with buying decisions. Others rely more on training than instinct, and have developed effective techniques based on scientific research and thousands of closed sales.
- How to Avoid Bungling Your Holiday GiftingAfter last week’s post on the attempt of Starbucks to give holiday gifts, I thought the following observation might be useful. John’s wife works for a large multinational financial services company – let’s call it “XXX Card” – which has thousands of employees. For Christmas each year, XXX Card gives points that employees can spend on […]
- How to Improve Your Internet Marketing with Social InfluenceBy Bobette Gorden More and more professionals are successfully using social influence in internet marketing. As long as it is used ethically and honestly, it is a good method to communicate the popularity of an issue, product, or service. In the battle for consumer attention, Social Influence is an increasingly important tool. Aileen Lee, focuses […]
- How To Make Better 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 […]
- Mad Men, Persuasion, Influence and the Science, Application, and Psychology of Robert CialdiniWith all the buzz about the season five premiere of AMC’s Mad Men and the extra attention on advertising 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 […]
- Magnanimous Donation Leads to SpeculationsBy Bobette Gorden Recently in Spokane, a single gift of two diamond rings and one sapphire ring were wrapped in a dollar bill and dropped in a Salvation Army kettle anonymously. One of the diamond rings alone was assessed to be valued between $2,000 and $5,000. This was a VERY generous donation. The Salvation […]
- PERSUASION – THE THIRD LEGIn times of economic uncertainty, it might just make the difference for your business. By Steve Martin, CMCT The messages of impending doom, which appear to be broadcast with increasing frequency by business leaders, analysts and media commentators, share some striking similarities to another forecasting favorite – the trusty weatherman. Even the language is the […]
- Saving the Best for Last – Influencing Decisions from Pop Stars & PhysiciansBy 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 […]
- Should I Stay or Should I Go?By Steve Martin, CMCT In a 1981 single that went on to feature in VH1’s Top 100 Greatest Hard Rock Songs, UK punk rock band The Clash asked “Should I stay or should I go?” The question posed in their song is likely to be asked as often today as it was upon its release […]
- Starbucks Holiday Gift? NOT Another ‘How Smart Is Starbucks Story’By Bobette Gorden Recently, my friend told me about a holiday card she got from her Starbucks’ barista. It was handed to her when she came in the store to get her “usual” cup of coffee. It had her name on it (spelled correctly). And it included a Starbucks gift card. We were energized by […]
- Surprises Revealed by Recent Research for the NHSBy Bobette Gorden Recently, the result of a fascinating set of studies sponsored by INFLUENCE AT WORK, BDO and the National Health Services UK (NHS)was released. Steve Martin, CMCT and director of the INFLUENCE AT WORK UK office led this research with Dr. Suraj Bassi and Dr. Rupert Dunbar Rees of BDO. This research examined […]
- Sweet Hooligans, Honest Salespeople and the Influence of StereotypesBy Steve Martin, CMCT The French word stéréotype, originated in the late 18th century, was used to describe a process of printing or reproduction using a solid plate. It would be another fifty years before the word began appearing in the English language. By then its meaning had evolved somewhat to “an image perpetuated without […]
- The Default Effect: How to Leverage Bias and Influence BehaviorBy 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 […]
- UK Cialdini Certification Class: Bright, Innovative, SuccessfulLast month in the UK, Dr. Gregory Neidert and I were able to train, appreciate, and approve for the next step in the certification process, an impressive group of five new Cialdini Method Certified Trainers most of whom will work with our UK partner, Steve Martin, to serve the increasing non-North American demand for our […]
- When What Comes First Should Go Maybe SecondBy Steve Martin, CMCT Decisions are rarely made in a vacuum and as a result the order in which options and choices are offered becomes important. Regular readers of the Inside Influence Report will be familiar with the phenomenon of perceptual contrast – the idea that you can change someone’s perception of an offer not […]
- Will the Home Field Advantage Help You Hit an Influence Home Run?In nearly every sport, teams that play in their own stadium or ballpark tend to have a significant edge over their visiting opponents (Courneya & Carron, 1992). But does this “home field advantage” extend to other aspects of life, such as our ability to influence others? Researchers Graham Brown and Markus Baer wanted to find […]
- You Don’t Have To Be Swedish To Appreciate This TV ProgramA new television program by Johan Romin and Erik Standstrӧm 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.
Research
- About Madoff & 60 MinutesBecause of Sunday’s big 60 Minutes interview with the Madoff family, we’ve received a number of requests to reprise the article written by Dr. Cialdini entitled: You don’t have to be a Dupe to be Duped: Lessons from the Madoff Affair. These are good lessons for us all. Click here to read Dr. Cialdini’s article.
- Announcing: Six Degrees of Social InfluenceThis 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 […]
- BBC, Neuroscience, Influence, Marketing, Cialdini and So Much MoreBy Bobette Gorden The brain knows more than we realize. Why do we act so mindlessly? And how can we be more aware of how our brains work and how we can use them? For any business interested in marketing, there is another way to understand how to effectively reach your market. For any […]
- Dress to Impress – the Authority vs. Liking PlayoffsBy 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 […]
- From NatureIn its rarely offered IN RETROSPECT section, the prestigious scientific journal, Nature, recently reviewed the book Influence, labeling it “Robert Cialdini’s revolutionary treatise on the science of decision-making.” That Nature would choose to provide an assessment of the still-popular Influence is extraordinary in that its IN RETROSPECT reviews are typically reserved for books of major […]
- How to Avoid Bungling Your Holiday GiftingAfter last week’s post on the attempt of Starbucks to give holiday gifts, I thought the following observation might be useful. John’s wife works for a large multinational financial services company – let’s call it “XXX Card” – which has thousands of employees. For Christmas each year, XXX Card gives points that employees can spend on […]
- How to Improve Your Internet Marketing with Social InfluenceBy Bobette Gorden More and more professionals are successfully using social influence in internet marketing. As long as it is used ethically and honestly, it is a good method to communicate the popularity of an issue, product, or service. In the battle for consumer attention, Social Influence is an increasingly important tool. Aileen Lee, focuses […]
- How To Make Better 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 […]
- Mad Men, Persuasion, Influence and the Science, Application, and Psychology of Robert CialdiniWith all the buzz about the season five premiere of AMC’s Mad Men and the extra attention on advertising 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 […]
- Magnanimous Donation Leads to SpeculationsBy Bobette Gorden Recently in Spokane, a single gift of two diamond rings and one sapphire ring were wrapped in a dollar bill and dropped in a Salvation Army kettle anonymously. One of the diamond rings alone was assessed to be valued between $2,000 and $5,000. This was a VERY generous donation. The Salvation […]
- PERSUASION – THE THIRD LEGIn times of economic uncertainty, it might just make the difference for your business. By Steve Martin, CMCT The messages of impending doom, which appear to be broadcast with increasing frequency by business leaders, analysts and media commentators, share some striking similarities to another forecasting favorite – the trusty weatherman. Even the language is the […]
- Saving the Best for Last – Influencing Decisions from Pop Stars & PhysiciansBy 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 […]
- Should I Stay or Should I Go?By Steve Martin, CMCT In a 1981 single that went on to feature in VH1’s Top 100 Greatest Hard Rock Songs, UK punk rock band The Clash asked “Should I stay or should I go?” The question posed in their song is likely to be asked as often today as it was upon its release […]
- Starbucks Holiday Gift? NOT Another ‘How Smart Is Starbucks Story’By Bobette Gorden Recently, my friend told me about a holiday card she got from her Starbucks’ barista. It was handed to her when she came in the store to get her “usual” cup of coffee. It had her name on it (spelled correctly). And it included a Starbucks gift card. We were energized by […]
- Surprises Revealed by Recent Research for the NHSBy Bobette Gorden Recently, the result of a fascinating set of studies sponsored by INFLUENCE AT WORK, BDO and the National Health Services UK (NHS)was released. Steve Martin, CMCT and director of the INFLUENCE AT WORK UK office led this research with Dr. Suraj Bassi and Dr. Rupert Dunbar Rees of BDO. This research examined […]
- Sweet Hooligans, Honest Salespeople and the Influence of StereotypesBy Steve Martin, CMCT The French word stéréotype, originated in the late 18th century, was used to describe a process of printing or reproduction using a solid plate. It would be another fifty years before the word began appearing in the English language. By then its meaning had evolved somewhat to “an image perpetuated without […]
- The Default Effect: How to Leverage Bias and Influence BehaviorBy 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 […]
- When What Comes First Should Go Maybe SecondBy Steve Martin, CMCT Decisions are rarely made in a vacuum and as a result the order in which options and choices are offered becomes important. Regular readers of the Inside Influence Report will be familiar with the phenomenon of perceptual contrast – the idea that you can change someone’s perception of an offer not […]
- Will the Home Field Advantage Help You Hit an Influence Home Run?In nearly every sport, teams that play in their own stadium or ballpark tend to have a significant edge over their visiting opponents (Courneya & Carron, 1992). But does this “home field advantage” extend to other aspects of life, such as our ability to influence others? Researchers Graham Brown and Markus Baer wanted to find […]
- You Don’t Have To Be Swedish To Appreciate This TV ProgramA new television program by Johan Romin and Erik Standstrӧm 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.
Science
- About Madoff & 60 MinutesBecause of Sunday’s big 60 Minutes interview with the Madoff family, we’ve received a number of requests to reprise the article written by Dr. Cialdini entitled: You don’t have to be a Dupe to be Duped: Lessons from the Madoff Affair. These are good lessons for us all. Click here to read Dr. Cialdini’s article.
- Announcing: Six Degrees of Social InfluenceThis 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 […]
- BBC, Neuroscience, Influence, Marketing, Cialdini and So Much MoreBy Bobette Gorden The brain knows more than we realize. Why do we act so mindlessly? And how can we be more aware of how our brains work and how we can use them? For any business interested in marketing, there is another way to understand how to effectively reach your market. For any […]
- Dress to Impress – the Authority vs. Liking PlayoffsBy 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 […]
- From NatureIn its rarely offered IN RETROSPECT section, the prestigious scientific journal, Nature, recently reviewed the book Influence, labeling it “Robert Cialdini’s revolutionary treatise on the science of decision-making.” That Nature would choose to provide an assessment of the still-popular Influence is extraordinary in that its IN RETROSPECT reviews are typically reserved for books of major […]
- How to Avoid Bungling Your Holiday GiftingAfter last week’s post on the attempt of Starbucks to give holiday gifts, I thought the following observation might be useful. John’s wife works for a large multinational financial services company – let’s call it “XXX Card” – which has thousands of employees. For Christmas each year, XXX Card gives points that employees can spend on […]
- How to Improve Your Internet Marketing with Social InfluenceBy Bobette Gorden More and more professionals are successfully using social influence in internet marketing. As long as it is used ethically and honestly, it is a good method to communicate the popularity of an issue, product, or service. In the battle for consumer attention, Social Influence is an increasingly important tool. Aileen Lee, focuses […]
- How To Make Better 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 […]
- Mad Men, Persuasion, Influence and the Science, Application, and Psychology of Robert CialdiniWith all the buzz about the season five premiere of AMC’s Mad Men and the extra attention on advertising 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 […]
- Magnanimous Donation Leads to SpeculationsBy Bobette Gorden Recently in Spokane, a single gift of two diamond rings and one sapphire ring were wrapped in a dollar bill and dropped in a Salvation Army kettle anonymously. One of the diamond rings alone was assessed to be valued between $2,000 and $5,000. This was a VERY generous donation. The Salvation […]
- PERSUASION – THE THIRD LEGIn times of economic uncertainty, it might just make the difference for your business. By Steve Martin, CMCT The messages of impending doom, which appear to be broadcast with increasing frequency by business leaders, analysts and media commentators, share some striking similarities to another forecasting favorite – the trusty weatherman. Even the language is the […]
- Saving the Best for Last – Influencing Decisions from Pop Stars & PhysiciansBy 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 […]
- Should I Stay or Should I Go?By Steve Martin, CMCT In a 1981 single that went on to feature in VH1’s Top 100 Greatest Hard Rock Songs, UK punk rock band The Clash asked “Should I stay or should I go?” The question posed in their song is likely to be asked as often today as it was upon its release […]
- Starbucks Holiday Gift? NOT Another ‘How Smart Is Starbucks Story’By Bobette Gorden Recently, my friend told me about a holiday card she got from her Starbucks’ barista. It was handed to her when she came in the store to get her “usual” cup of coffee. It had her name on it (spelled correctly). And it included a Starbucks gift card. We were energized by […]
- Surprises Revealed by Recent Research for the NHSBy Bobette Gorden Recently, the result of a fascinating set of studies sponsored by INFLUENCE AT WORK, BDO and the National Health Services UK (NHS)was released. Steve Martin, CMCT and director of the INFLUENCE AT WORK UK office led this research with Dr. Suraj Bassi and Dr. Rupert Dunbar Rees of BDO. This research examined […]
- Sweet Hooligans, Honest Salespeople and the Influence of StereotypesBy Steve Martin, CMCT The French word stéréotype, originated in the late 18th century, was used to describe a process of printing or reproduction using a solid plate. It would be another fifty years before the word began appearing in the English language. By then its meaning had evolved somewhat to “an image perpetuated without […]
- The Default Effect: How to Leverage Bias and Influence BehaviorBy 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 […]
- UK Cialdini Certification Class: Bright, Innovative, SuccessfulLast month in the UK, Dr. Gregory Neidert and I were able to train, appreciate, and approve for the next step in the certification process, an impressive group of five new Cialdini Method Certified Trainers most of whom will work with our UK partner, Steve Martin, to serve the increasing non-North American demand for our […]
- When Expert Advice Creates Analysis ParalysisBy Dr. Robert Cialdini Usually, a communicator’s purpose is to develop and send a message that alters the attitudes, decisions, or behaviors of recipients. The critical question, of course, is how best to arrange it so as to not produce the dreaded analysis paralysis. Although social psychologists have provided many important insights into this matter, […]
- When What Comes First Should Go Maybe SecondBy Steve Martin, CMCT Decisions are rarely made in a vacuum and as a result the order in which options and choices are offered becomes important. Regular readers of the Inside Influence Report will be familiar with the phenomenon of perceptual contrast – the idea that you can change someone’s perception of an offer not […]
- Will the Home Field Advantage Help You Hit an Influence Home Run?In nearly every sport, teams that play in their own stadium or ballpark tend to have a significant edge over their visiting opponents (Courneya & Carron, 1992). But does this “home field advantage” extend to other aspects of life, such as our ability to influence others? Researchers Graham Brown and Markus Baer wanted to find […]
- You Don’t Have To Be Swedish To Appreciate This TV ProgramA new television program by Johan Romin and Erik Standstrӧm 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.
Training
- How to Improve Your Internet Marketing with Social InfluenceBy Bobette Gorden More and more professionals are successfully using social influence in internet marketing. As long as it is used ethically and honestly, it is a good method to communicate the popularity of an issue, product, or service. In the battle for consumer attention, Social Influence is an increasingly important tool. Aileen Lee, focuses […]
- Sweet Hooligans, Honest Salespeople and the Influence of StereotypesBy Steve Martin, CMCT The French word stéréotype, originated in the late 18th century, was used to describe a process of printing or reproduction using a solid plate. It would be another fifty years before the word began appearing in the English language. By then its meaning had evolved somewhat to “an image perpetuated without […]
- UK Cialdini Certification Class: Bright, Innovative, SuccessfulLast month in the UK, Dr. Gregory Neidert and I were able to train, appreciate, and approve for the next step in the certification process, an impressive group of five new Cialdini Method Certified Trainers most of whom will work with our UK partner, Steve Martin, to serve the increasing non-North American demand for our […]
