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Influence: Science and Practice Cialdini (2001)

Influence: Science and Practice Cialdini (2001) . Chapter 5 Liking. Liking. People prefer to say yes to individuals they know and like. Generally, this is a personally and socially adaptive trait. Offers a shortcut through complexities of life. Liking is very powerful. Tupperware Parties

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Influence: Science and Practice Cialdini (2001)

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  1. Influence: Science and PracticeCialdini (2001) Chapter 5 Liking

  2. Liking • People prefer to say yes to individuals they know and like. • Generally, this is a personally and socially adaptive trait. • Offers a shortcut through complexities of life. • Liking is very powerful. • Tupperware Parties • MCI Friends and Family Calling Circle • Charities

  3. Liking • Profiteers Exploit Mindless, Reflexive Responses to Liking • Most influential under 5 conditions: • Physical Attractiveness • Halo Effect – talent, kindness, honesty and intelligence • Getting What They Want – jobs, pay, votes, judicial favor, help • Influencing Others’ Attitudes • Similarity – opinions, personality traits, background or lifestyle • “mirror and match” body posture, mood, and verbal style • Complements - Flattery Will Get You Everywhere • Flattery can be true or untrue • Familiarity – especially under cooperative circumstances • Mere exposure • Exception: Negative Circumstances such as frustration, conflict or competition. In the classroom cooperative learning can help overcome • Association – “Birds of a Feather Flock Together” • Weathermen • Celebrity Spokespersons • Coca~Cola and News • Credit Cards • Sports Fans – “Basking in Reflected Glory”

  4. Defense • Sensitivity to undue liking for a requester. • In the short amount of time I have known this person, have I come to like him/her more than I would have expected? • Step back from the social interaction and mentally separate the requester from his or her offer, and make compliance decision based solely on the merits of the offer.

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