Science of persuasion - Summary and Conversation Lesson
•Download as PPTX, PDF•
3 likes•3,345 views
This document discusses Dr. Robert Cialdini's six principles of persuasion from his 1984 book Influence: The Psychology of Persuasion. The six principles are scarcity, reciprocity, authority, consistency, liking, and consensus. For each principle, examples are given to illustrate how it can be used to influence people's behaviors and decisions.
Report
Share
Report
Share
Recommended
Influence. The Psychology of Persuasion (in IT)
This presentation is inspired by famous book by Robert Cialdini "Influence: The Psychology of Persuasion" and will be useful to those who would like to get acquainted with popular weapons of influence or just broaden own outlook. It recalls real life cases mentioned in the book as well as similar situations that are fully IT-related and based on my own experience and observation.
Design by Yarko Filevych (http://www.filevych.com/)
How To Have Ideas
Slides from #BrightonSEO Sept 2015 and #Mozinar October 2015
Practical thinking skills and brainstorming techniques that will drastically improve your idea generation for content.
Get the free ebook here: http://www.content101.com/ebooks/how-to-have-ideas/
TEDx Talk :How to Build your Creative Confidence by David Kelley
David Kelley discusses how to build creative confidence by overcoming the belief that creativity is only for a select few. He cites research by psychologist Albert Bandura showing that overcoming fears in one domain can increase confidence in other areas. Kelley concludes that much of the design process involves reducing fear and increasing familiarity with creativity. Stories of a GE designer and Kelley's own cancer experience show that everyone is capable of creative problem solving when they regain their creative confidence.
Storytelling for Business
A quick intro to the most important leadership capability for professionals in the 21st Century!
Contact us for more details on our practical and effective bespoke Storytelling for Business learning programme:
Email: andy@elc.com.tr
Tel: 0044 7914 691549
Testing Your MVP
The document discusses testing minimum viable products (MVPs) for startups. It begins by providing examples of products that failed despite large investments and outlines common reasons for failure. It then defines the context of a startup as experimentation to validate business models through frequent customer feedback. The document describes the three stages of a startup and emphasizes that learning is progress. It advocates for building an MVP, which is the fastest way to test business hypotheses with minimum effort. The rest of the document provides examples of how to test MVPs to validate problems, solutions, and product-market fit with low-cost experiments like landing pages, surveys, prototypes, and pre-orders.
An Intro to Jobs-To-Be-Done
Important elements of this presentation are better covered in my later presentation titled "What Is Jobs-To-Be-Done?" I recommend that readers start with that.
Are you an innovator, entrepreneur or product manager? Do you want to understand what causes people to purchase, adopt and re-purchase products and services? This presentation gives you an introduction to Jobs-To-Be-Done—a theory of the market that seeks to answer these questions and more.
You're not so smart - Cognitive Biases
This document discusses cognitive biases, which are systematic ways that the framing of information influences judgment and decision-making in ways that deviate from rational objectivity. It notes that while cognitive biases sometimes make thinking faster, they can also lead to errors. It then explores four problems that contribute to cognitive biases: there is too much information to consider everything; not enough meaning is derived from limited information; quick decisions are needed; and memory is limited so not everything can be remembered. Finally, it provides examples of specific cognitive biases like the availability heuristic and the bias blind spot.
Influence - The Psychology of Persuasion
This document summarizes Robert Cialdini's six principles of persuasion: 1) Reciprocation - people feel obligated to repay favors; 2) Consistency - people want to be consistent with their past statements/actions; 3) Social proof - people follow the actions of others; 4) Authority - people defer to experts; 5) Likeability - people are more influenced by those they like; and 6) Scarcity - things seem more valuable when rare or unavailable. These principles represent fundamental human instincts that marketers can leverage as "weapons of influence" to increase compliance and sales.
Recommended
Influence. The Psychology of Persuasion (in IT)
This presentation is inspired by famous book by Robert Cialdini "Influence: The Psychology of Persuasion" and will be useful to those who would like to get acquainted with popular weapons of influence or just broaden own outlook. It recalls real life cases mentioned in the book as well as similar situations that are fully IT-related and based on my own experience and observation.
Design by Yarko Filevych (http://www.filevych.com/)
How To Have Ideas
Slides from #BrightonSEO Sept 2015 and #Mozinar October 2015
Practical thinking skills and brainstorming techniques that will drastically improve your idea generation for content.
Get the free ebook here: http://www.content101.com/ebooks/how-to-have-ideas/
TEDx Talk :How to Build your Creative Confidence by David Kelley
David Kelley discusses how to build creative confidence by overcoming the belief that creativity is only for a select few. He cites research by psychologist Albert Bandura showing that overcoming fears in one domain can increase confidence in other areas. Kelley concludes that much of the design process involves reducing fear and increasing familiarity with creativity. Stories of a GE designer and Kelley's own cancer experience show that everyone is capable of creative problem solving when they regain their creative confidence.
Storytelling for Business
A quick intro to the most important leadership capability for professionals in the 21st Century!
Contact us for more details on our practical and effective bespoke Storytelling for Business learning programme:
Email: andy@elc.com.tr
Tel: 0044 7914 691549
Testing Your MVP
The document discusses testing minimum viable products (MVPs) for startups. It begins by providing examples of products that failed despite large investments and outlines common reasons for failure. It then defines the context of a startup as experimentation to validate business models through frequent customer feedback. The document describes the three stages of a startup and emphasizes that learning is progress. It advocates for building an MVP, which is the fastest way to test business hypotheses with minimum effort. The rest of the document provides examples of how to test MVPs to validate problems, solutions, and product-market fit with low-cost experiments like landing pages, surveys, prototypes, and pre-orders.
An Intro to Jobs-To-Be-Done
Important elements of this presentation are better covered in my later presentation titled "What Is Jobs-To-Be-Done?" I recommend that readers start with that.
Are you an innovator, entrepreneur or product manager? Do you want to understand what causes people to purchase, adopt and re-purchase products and services? This presentation gives you an introduction to Jobs-To-Be-Done—a theory of the market that seeks to answer these questions and more.
You're not so smart - Cognitive Biases
This document discusses cognitive biases, which are systematic ways that the framing of information influences judgment and decision-making in ways that deviate from rational objectivity. It notes that while cognitive biases sometimes make thinking faster, they can also lead to errors. It then explores four problems that contribute to cognitive biases: there is too much information to consider everything; not enough meaning is derived from limited information; quick decisions are needed; and memory is limited so not everything can be remembered. Finally, it provides examples of specific cognitive biases like the availability heuristic and the bias blind spot.
Influence - The Psychology of Persuasion
This document summarizes Robert Cialdini's six principles of persuasion: 1) Reciprocation - people feel obligated to repay favors; 2) Consistency - people want to be consistent with their past statements/actions; 3) Social proof - people follow the actions of others; 4) Authority - people defer to experts; 5) Likeability - people are more influenced by those they like; and 6) Scarcity - things seem more valuable when rare or unavailable. These principles represent fundamental human instincts that marketers can leverage as "weapons of influence" to increase compliance and sales.
Difficult conversation
Difficult Conversations is based on the book Difficult Conversation and is a methodology of how to engage anyone successfully through a difficult conversation. It is a method I work with in instructing clients how to work with those that they have typically been challenged with. It works as well in your personal life as it does your work life.
3 Success Factors that Define High Performance Teams
The findings on success factors for what rates highly in high performance teams may surprise you. It's not the usual leadership - trust - stable team mix.
This is the SlideShare of my recent JVS presentation on SlideShare. A full blog post article is coming with video, audio and a teams vs. psuedo-teams / groups handout.
Featured: High Performance Team Research Themes & Titles: Giver, Matcher, Taker Culture (McKinsey and Adam Grant), Positive/Negative ratio (what to start doing, stop doing suggested) Losada's and Fredrickson's research on team performance, positive organizational scholarship and emotional flourishing.
See the full post here: http://reveln.com/3-success-factors-for-high-performance-teams-and-what-gets-in-the-way/
BoSUSA13 | Bob Moesta Chris Spiek | Uncovering the Jobs to be Done
The document summarizes a presentation given by Bob Moesta and Chris Spiek of The Re-Wired Group on October 28th, 2013 about understanding customers' "jobs-to-be-done" rather than just focusing on products and their features. It introduces the concept of a "job" as what a customer is trying to accomplish rather than just the product or solution itself. The presentation discusses frameworks for understanding the context of customers' problems and analyzing the timeline of their decision-making process, including the forces that drive them to try new solutions or maintain the status quo. It also briefly mentions the Kano model of quality as it relates to jobs-to-be-done analysis.
Business & Revenue Models - Emad Saif
The document discusses business model innovation through recognizing patterns in product, customer, and revenue innovation. It provides examples of companies that innovated their business models by changing their products, finding new customer segments, or altering their revenue streams. Some of the revenue model patterns discussed include freemium, subscriptions, pay per use, and multi-sided platforms. The document advocates that the best innovators are good at pattern recognition and encourages recognizing patterns to enable quickly pivoting business models through experimentation.
BoSON21 | Bob Moesta | Developing the Five Skills of an Entrepreneur and Inno...
BoSON21 | Bob Moesta | Developing the Five Skills of an Entrepreneur and Inno...Business of Software Conference
Bob Moesta discusses how to develop the five skills that an innovator needs to be successful at BoS Conference Fall 2021.
Building and improving products is hard. In his career developing over 3,500 products, Bob Moesta has identified five essential core skills for successful innovation and entrepreneurship.
Empathetic Perspective
Uncovering Demand
Causal Structures
Prototyping to Learn
Making Trade-offs
You can watch the video of this talk, with transcript, at https://businessofsoftware.org/talks/skills-of-an-innovator/How to Pitch a VC Redesigned
Looking to raise money for your startup? We have taken the original presentation by Dave McClure and given it a design overhaul.
Cognitive biases - Logic vs. The brain
This document discusses cognitive biases and how the human brain reasons compared to computers and robots. It explains that the brain assigns meaning to information in a way that can introduce logical errors, unlike computers which process data in a purely logical manner. Several common cognitive biases are described such as confirmation bias, conjunction fallacy, anchoring effect, and regression to the mean. Examples of animal cognition experiments in gorillas, dogs, and horses are provided to show how non-human animals can also exhibit logical reasoning abilities based on experience. The document concludes by offering tips on how to mitigate the impact of cognitive biases in decision making.
Introduction to customer discovery
This is an introduction on how to do customer discovery, based on the customer discovery video series of Steve Blank
Asking the right questions
This presentation explains how different way of asking questions has an impact on the quality of answers that you can obtain.
Strategic Storytelling | Business Presentation Techniques
Learn how to: (a) craft persuasive business presentations using proven narrative frameworks, (b) design data-driven slides, and (c) master your verbal and non-verbal delivery.
Finding Charisma: The Secrets To Becoming Design Oriented
The phrase design-driven seems to be used a lot these days and companies everywhere are touting their “design-driven culture”. What does that mean? For a lot of companies it means having an awesome design team, simple user experiences or awe inspiring design. The reality is that these views couldn’t be further from the truth. Being design-driven means creating a culture that centers on people and drives a share understanding of what it takes to make your company truly lovable. In this session Kelsey Ruger will share insights on the steps you can take embrace design by systematically making it a part of your company’s culture. You’ll learn the critical components you will need to build and maintain a culture of design.
Persuasion: 6 Ways to Influence People (and how to say no)
We might not all be sales oriented, but all of us would have to persuade someone at a point. Based on the book by Robert Cialdini, here are the 6 rules of influencing others (and how you can avoid being influenced).
Creativity- Thinking out of the box
The document discusses creativity and thinking outside the box. It argues that creativity is not just for a few, but a necessity for all. Thinking outside the box means going beyond the boundaries in our minds of what is possible, to consider what could be. The key to getting outside the box is adding divergent information - what we know combined with what we have never thought of before. Once outside the box, it is important to resist going back in and instead do long thinking to determine where new ideas can go. The value of any new idea should be assessed by whether it fits the initial focus or could solve someone else's problem. The best time to think outside the box is when the environment does not allow conventional thinking.
The R&D Behind Your Elevator Pitch
This document provides guidance on developing an effective elevator pitch in 4 phases: 1) Make it memorable and establish a common connection with the audience, 2) Show how you are relevant to the audience, 3) Communicate your skills concisely, and 4) Engage the audience through questions and active listening. It emphasizes the importance of tailoring the pitch based on research of the audience, finding a shared interest to connect on, and highlighting how your skills can benefit the other person. Regular practice is recommended to feel comfortable delivering the pitch, including practicing explaining your work to younger audiences to distill it down to essential elements. The goal is to leave a memorable impression of your value in a short interaction.
The Power of Story
Stories help people navigate difficult experiences and make sense of their lives. Sharing stories creates human connection and is important for well-being. Our brains are wired for storytelling as it is how we understand ourselves and the world. Stories are how people exchange meaning and explanations. Good stories create experiences through images and evoke emotion.
Lecture 1: Business Model & Customer Development
The document summarizes the key concepts from the Lean LaunchPad course, including business models, customer development, and pivoting. It explains that a business model describes all parts of a company necessary to make money. It then discusses customer development as a process involving customer discovery, validation, and creation to iteratively build a business model through pivoting based on customer feedback. The goal is to identify a repeatable and scalable business model in the search for a startup idea.
Zero to one.PETER THIEL
Peter Thiel is a German-American entrepreneur who founded PayPal and was an early investor in Facebook. He argues that the future cannot happen unless humans create new things, and that successful people find value in unexpected places rather than relying on existing business models. He believes that competition is for losers and that the goal for startups should be to escape competition by becoming a monopoly in their industry through solving unique problems in innovative ways. Thiel advocates that entrepreneurs should have a definite vision and plan for their startup rather than viewing it as a lottery ticket.
Disruptive Innovation
Uber is a transportation and delivery company that allows users to request cab services through a mobile app. It has disrupted the taxi industry by offering lower prices, making it popular especially with younger users who are comfortable with technology. The app has made Uber a cheaper and more convenient option than traditional cabs. This has led to financial struggles for taxi companies and the bankruptcy of Yellow Cab in San Francisco due to Uber's competition. Uber exemplifies a disruptive innovation against the taxi industry.
Kickstarting Design Thinking
This is a short talk and workshop (30' + 90') to give a first introduction to design thinking. Gives theory foundation, notes a few different approaches, and then dives into one of them.
This presentation was first done at ImpactON / StartupChile evening in 2015.
Robert Cialdini: The Science of Persuasion in Less Than 10 Slides
A scientific paper summarized in less than 10 slides.
The 6 principles of winning friend and influencing people from Robert B. Cialdini's paper: Harnessing the Science of Persuasion (2011)
Bonus: full paper and recommended readings.
Cialdini's 6 Principles of Influence
Conversion optimization is really about influence. You are influencing people to convert. You are understanding how the mind works. In order to become better at CRO you need to learn from the master of influence and psychology, Robert Cialdini.
How to Apply Cialdini’s Six Principles of Influence to Your Website (http://www.jeremysaid.com/how-to-apply-cialdinis-six-principles-of-influence-for-cro/)
More Related Content
What's hot
Difficult conversation
Difficult Conversations is based on the book Difficult Conversation and is a methodology of how to engage anyone successfully through a difficult conversation. It is a method I work with in instructing clients how to work with those that they have typically been challenged with. It works as well in your personal life as it does your work life.
3 Success Factors that Define High Performance Teams
The findings on success factors for what rates highly in high performance teams may surprise you. It's not the usual leadership - trust - stable team mix.
This is the SlideShare of my recent JVS presentation on SlideShare. A full blog post article is coming with video, audio and a teams vs. psuedo-teams / groups handout.
Featured: High Performance Team Research Themes & Titles: Giver, Matcher, Taker Culture (McKinsey and Adam Grant), Positive/Negative ratio (what to start doing, stop doing suggested) Losada's and Fredrickson's research on team performance, positive organizational scholarship and emotional flourishing.
See the full post here: http://reveln.com/3-success-factors-for-high-performance-teams-and-what-gets-in-the-way/
BoSUSA13 | Bob Moesta Chris Spiek | Uncovering the Jobs to be Done
The document summarizes a presentation given by Bob Moesta and Chris Spiek of The Re-Wired Group on October 28th, 2013 about understanding customers' "jobs-to-be-done" rather than just focusing on products and their features. It introduces the concept of a "job" as what a customer is trying to accomplish rather than just the product or solution itself. The presentation discusses frameworks for understanding the context of customers' problems and analyzing the timeline of their decision-making process, including the forces that drive them to try new solutions or maintain the status quo. It also briefly mentions the Kano model of quality as it relates to jobs-to-be-done analysis.
Business & Revenue Models - Emad Saif
The document discusses business model innovation through recognizing patterns in product, customer, and revenue innovation. It provides examples of companies that innovated their business models by changing their products, finding new customer segments, or altering their revenue streams. Some of the revenue model patterns discussed include freemium, subscriptions, pay per use, and multi-sided platforms. The document advocates that the best innovators are good at pattern recognition and encourages recognizing patterns to enable quickly pivoting business models through experimentation.
BoSON21 | Bob Moesta | Developing the Five Skills of an Entrepreneur and Inno...
BoSON21 | Bob Moesta | Developing the Five Skills of an Entrepreneur and Inno...Business of Software Conference
Bob Moesta discusses how to develop the five skills that an innovator needs to be successful at BoS Conference Fall 2021.
Building and improving products is hard. In his career developing over 3,500 products, Bob Moesta has identified five essential core skills for successful innovation and entrepreneurship.
Empathetic Perspective
Uncovering Demand
Causal Structures
Prototyping to Learn
Making Trade-offs
You can watch the video of this talk, with transcript, at https://businessofsoftware.org/talks/skills-of-an-innovator/How to Pitch a VC Redesigned
Looking to raise money for your startup? We have taken the original presentation by Dave McClure and given it a design overhaul.
Cognitive biases - Logic vs. The brain
This document discusses cognitive biases and how the human brain reasons compared to computers and robots. It explains that the brain assigns meaning to information in a way that can introduce logical errors, unlike computers which process data in a purely logical manner. Several common cognitive biases are described such as confirmation bias, conjunction fallacy, anchoring effect, and regression to the mean. Examples of animal cognition experiments in gorillas, dogs, and horses are provided to show how non-human animals can also exhibit logical reasoning abilities based on experience. The document concludes by offering tips on how to mitigate the impact of cognitive biases in decision making.
Introduction to customer discovery
This is an introduction on how to do customer discovery, based on the customer discovery video series of Steve Blank
Asking the right questions
This presentation explains how different way of asking questions has an impact on the quality of answers that you can obtain.
Strategic Storytelling | Business Presentation Techniques
Learn how to: (a) craft persuasive business presentations using proven narrative frameworks, (b) design data-driven slides, and (c) master your verbal and non-verbal delivery.
Finding Charisma: The Secrets To Becoming Design Oriented
The phrase design-driven seems to be used a lot these days and companies everywhere are touting their “design-driven culture”. What does that mean? For a lot of companies it means having an awesome design team, simple user experiences or awe inspiring design. The reality is that these views couldn’t be further from the truth. Being design-driven means creating a culture that centers on people and drives a share understanding of what it takes to make your company truly lovable. In this session Kelsey Ruger will share insights on the steps you can take embrace design by systematically making it a part of your company’s culture. You’ll learn the critical components you will need to build and maintain a culture of design.
Persuasion: 6 Ways to Influence People (and how to say no)
We might not all be sales oriented, but all of us would have to persuade someone at a point. Based on the book by Robert Cialdini, here are the 6 rules of influencing others (and how you can avoid being influenced).
Creativity- Thinking out of the box
The document discusses creativity and thinking outside the box. It argues that creativity is not just for a few, but a necessity for all. Thinking outside the box means going beyond the boundaries in our minds of what is possible, to consider what could be. The key to getting outside the box is adding divergent information - what we know combined with what we have never thought of before. Once outside the box, it is important to resist going back in and instead do long thinking to determine where new ideas can go. The value of any new idea should be assessed by whether it fits the initial focus or could solve someone else's problem. The best time to think outside the box is when the environment does not allow conventional thinking.
The R&D Behind Your Elevator Pitch
This document provides guidance on developing an effective elevator pitch in 4 phases: 1) Make it memorable and establish a common connection with the audience, 2) Show how you are relevant to the audience, 3) Communicate your skills concisely, and 4) Engage the audience through questions and active listening. It emphasizes the importance of tailoring the pitch based on research of the audience, finding a shared interest to connect on, and highlighting how your skills can benefit the other person. Regular practice is recommended to feel comfortable delivering the pitch, including practicing explaining your work to younger audiences to distill it down to essential elements. The goal is to leave a memorable impression of your value in a short interaction.
The Power of Story
Stories help people navigate difficult experiences and make sense of their lives. Sharing stories creates human connection and is important for well-being. Our brains are wired for storytelling as it is how we understand ourselves and the world. Stories are how people exchange meaning and explanations. Good stories create experiences through images and evoke emotion.
Lecture 1: Business Model & Customer Development
The document summarizes the key concepts from the Lean LaunchPad course, including business models, customer development, and pivoting. It explains that a business model describes all parts of a company necessary to make money. It then discusses customer development as a process involving customer discovery, validation, and creation to iteratively build a business model through pivoting based on customer feedback. The goal is to identify a repeatable and scalable business model in the search for a startup idea.
Zero to one.PETER THIEL
Peter Thiel is a German-American entrepreneur who founded PayPal and was an early investor in Facebook. He argues that the future cannot happen unless humans create new things, and that successful people find value in unexpected places rather than relying on existing business models. He believes that competition is for losers and that the goal for startups should be to escape competition by becoming a monopoly in their industry through solving unique problems in innovative ways. Thiel advocates that entrepreneurs should have a definite vision and plan for their startup rather than viewing it as a lottery ticket.
Disruptive Innovation
Uber is a transportation and delivery company that allows users to request cab services through a mobile app. It has disrupted the taxi industry by offering lower prices, making it popular especially with younger users who are comfortable with technology. The app has made Uber a cheaper and more convenient option than traditional cabs. This has led to financial struggles for taxi companies and the bankruptcy of Yellow Cab in San Francisco due to Uber's competition. Uber exemplifies a disruptive innovation against the taxi industry.
Kickstarting Design Thinking
This is a short talk and workshop (30' + 90') to give a first introduction to design thinking. Gives theory foundation, notes a few different approaches, and then dives into one of them.
This presentation was first done at ImpactON / StartupChile evening in 2015.
What's hot (20)
3 Success Factors that Define High Performance Teams
3 Success Factors that Define High Performance Teams
BoSUSA13 | Bob Moesta Chris Spiek | Uncovering the Jobs to be Done
BoSUSA13 | Bob Moesta Chris Spiek | Uncovering the Jobs to be Done
BoSON21 | Bob Moesta | Developing the Five Skills of an Entrepreneur and Inno...
BoSON21 | Bob Moesta | Developing the Five Skills of an Entrepreneur and Inno...
Strategic Storytelling | Business Presentation Techniques
Strategic Storytelling | Business Presentation Techniques
Finding Charisma: The Secrets To Becoming Design Oriented
Finding Charisma: The Secrets To Becoming Design Oriented
Persuasion: 6 Ways to Influence People (and how to say no)
Persuasion: 6 Ways to Influence People (and how to say no)
Viewers also liked
Robert Cialdini: The Science of Persuasion in Less Than 10 Slides
A scientific paper summarized in less than 10 slides.
The 6 principles of winning friend and influencing people from Robert B. Cialdini's paper: Harnessing the Science of Persuasion (2011)
Bonus: full paper and recommended readings.
Cialdini's 6 Principles of Influence
Conversion optimization is really about influence. You are influencing people to convert. You are understanding how the mind works. In order to become better at CRO you need to learn from the master of influence and psychology, Robert Cialdini.
How to Apply Cialdini’s Six Principles of Influence to Your Website (http://www.jeremysaid.com/how-to-apply-cialdinis-six-principles-of-influence-for-cro/)
6 Principles of Influence - Robert Cialdini
6 Principles of Influence - Robert Cialdini
www.canny.com.sg
Looking for SEO in Singapore, or any digital marketing services? Contact us.
6 Principles of Persuasion
An adapted version of my presentation to the Design for Persuasion conference in Brussels, Oct 2009. This version was presented to the London IA event Nov 2009.
The Basics of Persuasion
A short presentation about the 6 principles of persuasion by Robert Cialdini and a little bit about the future of persuasion (persuasion profiling & behavioral targeting).
The Power Of Persuasion
This is a training session/knowledge mashup that I put together after watching a stanford breakfast series video on persuasion. Also my first attempt of a slidecast.
The Psychology of Persuasion
The document provides an overview of persuasion techniques and research. It discusses six key techniques: reciprocity, social proof, liking, authority, commitment, and scarcity. It also summarizes research on creating needs, using loaded words, and appealing to social needs. Useful resources on persuasion include books, experts, journals, videos, blogs and articles.
Persuasion
This document discusses the art of persuasion through advertising and propaganda. It introduces the concepts of ethos, pathos and logos as the three main types of persuasion according to Aristotle. Ethos uses credibility to influence audiences, pathos makes emotional appeals, and logos uses facts and evidence for logical appeals. Examples are given like celebrity endorsements for ethos and health claims using statistics for logos. Students will analyze advertisements to identify uses of these persuasion techniques.
Persuasion powerpoint.pptx 2
The document discusses Buzz and Woody having a problem and debates the pros and cons of homework. It presents arguments for and against persuading their teacher to give or stop giving homework. It also references choosing a pro or con page to work on for homework about whether elementary students should be allowed to use the school canteen.
Influence - Robert Cialdini
This document outlines six techniques of persuasion called "Weapons of Influence": social proof, reciprocity, commitment and consistency, authority, liking, and scarcity. It discusses social proof, reciprocity, and scarcity in more detail and notes that commitment and consistency, authority, and liking will be covered next before concluding by encouraging readers to learn more about these techniques and use them responsibly.
Persuasion
The document discusses the concept of persuasion through gentle means being more powerful than force. It then provides an overview of a lecture on persuasion, covering key topics like the definition of persuasion, elements involved, traditional approaches, cognitive response analysis, the elaboration likelihood model of central and peripheral routes to persuasion, types of persuasive appeals, tips for successful persuasion, and a question and answer session.
Servant Leadership Principles - Fostering a Culture of Agility
The phrase “servant leadership” is frequently used when current leadership styles (typically command-and-control) clash with an emerging culture of empowerment and self-organization. “We need our leaders to embody servant leadership” is a comment I recently heard. But what is servant leadership? Do people really know what they are asking for?
Let's take a look at a few of the principles from the book Servant Leadership by Robert Greenleaf.
FLUPA UX-Day 2012 : UX, persuasion et psychologie marketing : Découvrez comme...
Conférence présentée lors du FLUPA UX-Day 2012 à Paris : UX, persuasion et psychologie marketing : Découvrez comment les concepteurs vous manipulent - par Gautier Barrère (CTIE)
Liking: the Friendly Thief
This document summarizes five strategies that compliance practitioners use to get people to like them and comply with requests: 1) Physical attractiveness, 2) Similarity, 3) Compliments, 4) Contact and cooperation, and 5) Conditioning and association. It provides examples and studies for each strategy that show how merely exposing people to an idea or person in a positive context can influence them to like that idea or person without realizing it. The document concludes by advising readers to be aware of these "liking" techniques and to separate the person using them from what they are trying to sell in order to make informed decisions.
Marketing Management
This document provides an overview and summary of key concepts from the marketing management textbook by Philip Kotler. It defines marketing and outlines the scope of marketing activities. It also describes the marketing system and environment. Several marketing concepts are explained, including the marketing concept, customer relationships, and strategic planning. Consumer behavior factors and the buying decision process are also summarized.
Persuasive communication
Persuasive communication involves using symbols like words and images to deliberately influence others to change attitudes or behaviors freely. Key elements are attempting influence, allowing free choice, and transmitting messages verbally or nonverbally. Goals include getting people to adopt, continue, discontinue or deter behaviors or attitudes. The process involves beliefs, values, attitudes, and actions. Effective persuasion depends on characteristics of the speaker (ethos), emotions evoked (pathos), and reasoning used (logos).
The paradox of choice
This document summarizes the key points from the book "The Paradox of Choice: Why More is Less" by Barry Schwartz. It discusses how having too many choices can reduce happiness and cause people to make suboptimal decisions. While freedom of choice is important, an overabundance of options takes a psychological toll. The document outlines how choice overload can lead to regret, missed opportunities, and decreased life satisfaction. It concludes by providing tips for how people can make choices less stressful, such as choosing when to choose, satisfying rather than maximizing, and controlling expectations.
Influencing negotiating and persuading
Kellie Beirne, Melin Homes, addressed CHC's PR network and spoke about influencing, negotiating and persuading.
Influencing without authority slide deck
This document provides an overview of influencing others without direct authority. It begins with introducing the purpose of influence and identifying barriers to influencing others, such as power differentials, conflicting goals, and lack of knowledge. It then presents a six-step model for overcoming these barriers: 1) assume all are potential allies, 2) clarify your goals, 3) understand others' perspectives, 4) identify relevant incentives, 5) build relationships, and 6) use give-and-take to influence. The document demonstrates this model through a case study example and references additional resources on the topic of influence.
(MBASkills.IN) Influence: The Psychology of Persuasion
The document discusses six principles of persuasion: reciprocity, scarcity, authority, consistency, liking, and consensus. Reciprocity refers to returning favors and obligations. Scarcity suggests things are more valuable when rare. Authority establishes expertise. Consistency promotes predictable behavior. Liking exploits positive feelings. Consensus finds safety in numbers. The principles were discussed by a marketing professor with a Ph.D. and M.S. in marketing from 2003 to 2009 and 2013 to present at the Indian Institute of Management, Lucknow.
Viewers also liked (20)
Robert Cialdini: The Science of Persuasion in Less Than 10 Slides
Robert Cialdini: The Science of Persuasion in Less Than 10 Slides
Servant Leadership Principles - Fostering a Culture of Agility
Servant Leadership Principles - Fostering a Culture of Agility
FLUPA UX-Day 2012 : UX, persuasion et psychologie marketing : Découvrez comme...
FLUPA UX-Day 2012 : UX, persuasion et psychologie marketing : Découvrez comme...
(MBASkills.IN) Influence: The Psychology of Persuasion
(MBASkills.IN) Influence: The Psychology of Persuasion
Similar to Science of persuasion - Summary and Conversation Lesson
Living our credo_values_facilitator_presentation
The document discusses Johnson & Johnson's (J&J) Credo values and decision making process. It provides an overview of the objectives which include exploring the origin and importance of the Credo, understanding how it impacts jobs, and using case studies to show how Credo values help employees make ethical choices. It then discusses the Credo in more detail including its history and values. It outlines a 7-step decision making process incorporating Credo values and considering stakeholders. Finally, it discusses using multiple perspectives when examining ethical issues and provides examples of applying the Credo to case studies.
Promote like a Trump
The document provides a summary of techniques for increasing marketing effectiveness based on principles of behavioral economics and social proof. It discusses how Donald Trump has effectively used social proof in his campaign by consistently promoting endorsements, polls, and images that show large crowds. The document then provides examples of how businesses can apply these principles by using endorsements, highlighting positive reviews and metrics, and maintaining a consistent message. The overall summary is that focusing on how consumers make decisions through principles like social proof can be an inexpensive way for businesses to improve conversion rates.
Short version ethical decision making process
The document provides guidance on making ethical and effective decisions using a 7-step process: 1) stop and reflect, 2) clarify objectives, 3) gather information, 4) develop options, 5) consider impacts, 6) make the decision, and 7) monitor impacts. It also discusses 5 perspectives to examine issues from: personal character, cost/benefit, human value, fairness, and common good. The 6 pillars of character are trustworthiness, respect, responsibility, fairness, caring, and citizenship. Case studies are presented to apply the decision-making process and perspectives.
Irrational predictability book summary
This document discusses various cognitive biases and heuristics that influence decision making. It explores how relativity, illusions, framing effects, context, and the number of options presented can impact choices. Anchoring, social norms vs market norms, arousal, procrastination, and variable rewards are also examined as factors that can lead to irrational decisions. The key takeaway is that the person designing a choice architecture can significantly shape the outcomes by how the options are presented.
Class 3 jrnl 6202
Slides for Class 3 Journalism Ethics: Trends in four principles of ethical decision-making: Seeking truth & reporting it; Acting independently; Demonstrating accountability; Minimizing harm
Customer loyalty sydney v3
Discussion around how to improve the way you engage with your customers to increase wallet share and reduce churn. The twist is to take advantage of the window of opportunity that 2 seconds when the customer is on your website, on a call, chatting with a teller.
Behavioral economics
Apply the science of decision making to improve the effectiveness of your communications. This is helpful for web sites, brochures, political campaigns, and all forms of advertising and communication. Get a competitive advantage in your communications.
Bmgt 204 chapter_2
This document provides an overview of ethics in sales and career strategies. It discusses finding employment at companies with strong ethical values and avoiding scam jobs. The role of ethics at the individual, organizational, and societal levels is examined. Unethical practices like misrepresentation and bribery that can harm customers are identified. The importance of leadership setting a moral example within a company is emphasized. The financial crisis of 2008 is used as a case study of how an ethics breakdown in the mortgage industry can have widespread negative impacts. Students are assigned to create a professional LinkedIn profile to help market themselves for career opportunities.
Surviving in the Social Era
This document discusses how real estate professionals can stay relevant in the new "Social Era." It covers four key topics:
1. The Social Era values connections over institutions and collaboration over control. Talent inclusion and social purpose are important.
2. Different generational preferences are changing consumer needs and expectations. Recognizing these differences is crucial.
3. Market forces like consolidation and specialization mean real estate no longer functions the same. Adaptation is necessary.
4. Factors like content, curation, convergence, and disruptive business models are shaping the future. Embracing change through innovation is important to survive.
Spring 2015 3700 Ad Strategy 1
This document provides an overview of key concepts for developing an advertising campaign, including:
- Understanding the business objectives, competitive landscape, and target audience through research.
- Identifying cultural and demographic factors that influence the target audience.
- Developing insights about audience needs and motivations based on Maslow's hierarchy of needs that a brand can address.
- Positioning the organization through key strengths like leadership, value, prestige, or appeal to certain demographics.
- Determining if the audience thinks rationally or feels emotionally about a product category to guide advertising strategy.
New Paradigm for Business: Purpose, People, & Profits in the Technology Age
This presentation was made at the MSBDC 17th Women Business Owners Conference for which I was the keynote speaker. The theme was defining the new business paradigm that combines mindfulness with marketing strategy and social media for maximizing stakeholder value. The new paradigm connects inner purpose with innovations in marketing and technology to empower business owners to build their tribe of people comprising consumers, partners, and even competition who share a common vision, passions, and beliefs so every one benefits from the collaboration.
Social marketing patrick ladbury nsmc
This document discusses the similarities and differences between commercial marketing and social marketing. Both utilize similar tools like market research, product development, and competition analysis. However, social marketing seeks to influence behaviors for social good, considers a wider set of determinants that influence behavior, and measures long term outcomes rather than short term profits. Key differences include the behaviors targeted, segmentation approaches, and balancing short and long term benefits. While commercial marketing focuses on benefits to customers, social marketing must understand complex behaviors and wider influences, partnering with communities. Both can learn from each other to create shared value between business and society.
Management of Ethics.pptx
This document discusses various topics related to management of ethics including:
1. Hosmer's model for ethical analysis which involves considering economic, legal, and social consequences of decisions.
2. A 5-step process for resolving ethical dilemmas including identifying options, analyzing consequences, actions, making a decision, and evaluating systems.
3. Professional ethics for managers including principles like impartiality, trustworthiness, and avoiding conflicts of interest.
4. Comparisons of ethical behaviors between cultures show differences due to individualism vs collectivism and other cultural dimensions.
5. Codes of ethics outline organizational values and standards to guide professionals' conduct.
Workplace environment ethical_decision_making
The document discusses ethical decision making for businesses. It outlines several factors to consider: protecting a company's reputation, building trust with customers, following applicable laws and regulations, complying with company policies, aligning with management practices, considering ethical values and stakeholders, and personal values. Ethical decisions should not violate these factors or coerce, deceive or exploit people. The document provides guidance on navigating external and self-imposed pressures, as well as ignorance, when making ethical business decisions.
370 september 19 research
This document provides an overview of key concepts in media relations and public relations research. It discusses the differences between advertising and public relations, with PR taking a slower, steadier approach to build brands over time. Various PR terms are defined, including projects, programs, and campaigns. The document also outlines the purposes and methods of formative research, including casual research, secondary research, and primary research. It describes how to analyze situations, organizations, and target publics to understand opportunities and obstacles.
Advocacy Lessons from the Wizard of Oz - Policy Presentation at Prevent Child...
Advocacy Lessons from the Wizard of Oz - Policy Presentation at Prevent Child Abuse Iowa State Conference
Conscious marketing
Conscious marketing entails having a higher purpose beyond profit, such as being environmentally friendly or providing goods/services to poor areas. It involves considering how decisions affect stakeholders like shareholders, customers, employees, suppliers, communities. Leaders must create an ethical corporate culture. Marketers make decisions that benefit multiple stakeholders, though profits may be lower. Both conscious marketing and corporate social responsibility aim to address ethical, social, and environmental issues, but CSR is not mandatory while conscious marketing is the core purpose. While some businesses cannot be fully conscious, all can strive to be socially responsible.
Pr ethics
The document discusses several key issues regarding public relations (PR) and ethics: 1) PR faces ethical questions because it must be creative and competitive while balancing multiple duties to stakeholders; 2) ethical decision-making is complicated by factors like uncertain consequences and mixed outcomes; 3) personal interpretations of ethics codes can create conflicts, so codes should be clearly defined and aligned with personal moral beliefs. It also outlines norms that can guide ethical PR practices, such as utilitarianism, social responsibility, and treating all people equally.
Dr. Lawrence Firkins - Becoming an Employer of Choice: This Isn’t Your Fathe...
Becoming an Employer of Choice: This Isn’t Your Father’s Oldsmobile - Dr. Lawrence Firkins, University of Illinois, from the 2020 Minnesota Pork Congress, held January 28 - 29, 2020, Minneapolis, MN, USA.
More presentations at https://www.youtube.com/playlist?list=PL_5bHW6MgRAxDHcrbY42-xvfSZdMGNdQD
Fall 2014 3700 Ad Strategy 1
This document discusses planning for an advertising campaign. It addresses questions to consider about the business, target audience, and competitors. It examines how cultural factors can influence consumer behavior. It also discusses positioning a brand by conveying how it can fulfill people's physiological, safety, social, esteem, and self-actualization needs. Finally, it notes the importance of understanding whether the target audience thinks, feels or acts in a high or low involvement manner when obtaining information.
Similar to Science of persuasion - Summary and Conversation Lesson (20)
New Paradigm for Business: Purpose, People, & Profits in the Technology Age
New Paradigm for Business: Purpose, People, & Profits in the Technology Age
Advocacy Lessons from the Wizard of Oz - Policy Presentation at Prevent Child...
Advocacy Lessons from the Wizard of Oz - Policy Presentation at Prevent Child...
Dr. Lawrence Firkins - Becoming an Employer of Choice: This Isn’t Your Fathe...
Dr. Lawrence Firkins - Becoming an Employer of Choice: This Isn’t Your Fathe...
More from JohnNickels
The Secret Powers of Time - Summary and Conversation Lesson
Philip Zimbardo explains how our individual perspectives of time affect our lives. He discusses how time shapes us and how we act in the world, influencing our work, health and relationships. According to Zimbardo, time is a formative influence that affects our individual perspectives.
The Empathetic Civilization - Summary and Conversation Lesson
This document provides background information on Jeremy Rifkin, who investigates how empathy has evolved and shaped human development and society. Rifkin is an American economist, writer, and activist who founded the Foundation On Economic Trends, and his work explores how scientific and technological changes may impact the economy, jobs, society, and environment.
In Praise of Slowness - Summary and Conversation Lesson
The document discusses the concept of slowing down in a fast-paced world. It outlines how modern society has become increasingly fast due to urbanization, technology and consumerism. However, international slow movements are advocating for slowing the pace of life through initiatives like Slow Food and Slow Cities. The benefits of slowing down include increased productivity, better health, reduced stress and deeper relationships. The author Carl Honore discusses his own experience slowing down for happier living.
How to Start a Movement - Summary and Conversation Lesson
Derek Sivers explains how movements get started through some surprising footage. Movements require two people - a leader and the first follower. The first follower lends crucial legitimacy and momentum to the movement. Outsiders initially hesitate to join small movements but will embrace them once they reach a tipping point and appear successful.
TED - Data Visualization - Summary and Conversation Lesson
David McCandless talks about how we can use visualizations to make data more meaningful. Have your students watch for homework and then discuss during class.
TED - English Mania - Summary and Conversation Lesson
Short summary and discussion questions for English learners. Have your students watch the talk for homework and discuss in class.
More from JohnNickels (6)
The Secret Powers of Time - Summary and Conversation Lesson
The Secret Powers of Time - Summary and Conversation Lesson
The Empathetic Civilization - Summary and Conversation Lesson
The Empathetic Civilization - Summary and Conversation Lesson
In Praise of Slowness - Summary and Conversation Lesson
In Praise of Slowness - Summary and Conversation Lesson
How to Start a Movement - Summary and Conversation Lesson
How to Start a Movement - Summary and Conversation Lesson
TED - Data Visualization - Summary and Conversation Lesson
TED - Data Visualization - Summary and Conversation Lesson
TED - English Mania - Summary and Conversation Lesson
TED - English Mania - Summary and Conversation Lesson
Recently uploaded
Exploiting Artificial Intelligence for Empowering Researchers and Faculty, In...
Exploiting Artificial Intelligence for Empowering Researchers and Faculty, In...Dr. Vinod Kumar Kanvaria
Exploiting Artificial Intelligence for Empowering Researchers and Faculty,
International FDP on Fundamentals of Research in Social Sciences
at Integral University, Lucknow, 06.06.2024
By Dr. Vinod Kumar KanvariaDigital Artifact 1 - 10VCD Environments Unit
Digital Artifact 1 - 10VCD Environments Unit - NGV Pavilion Concept Design
Top five deadliest dog breeds in America
Thinking of getting a dog? Be aware that breeds like Pit Bulls, Rottweilers, and German Shepherds can be loyal and dangerous. Proper training and socialization are crucial to preventing aggressive behaviors. Ensure safety by understanding their needs and always supervising interactions. Stay safe, and enjoy your furry friends!
Types of Herbal Cosmetics its standardization.
Physiology and chemistry of skin and pigmentation, hairs, scalp, lips and nail, Cleansing cream, Lotions, Face powders, Face packs, Lipsticks, Bath products, soaps and baby product,
Preparation and standardization of the following : Tonic, Bleaches, Dentifrices and Mouth washes & Tooth Pastes, Cosmetics for Nails.
Executive Directors Chat Leveraging AI for Diversity, Equity, and Inclusion
Let’s explore the intersection of technology and equity in the final session of our DEI series. Discover how AI tools, like ChatGPT, can be used to support and enhance your nonprofit's DEI initiatives. Participants will gain insights into practical AI applications and get tips for leveraging technology to advance their DEI goals.
The History of Stoke Newington Street Names
Presented at the Stoke Newington Literary Festival on 9th June 2024
www.StokeNewingtonHistory.com
Main Java[All of the Base Concepts}.docx
This is part 1 of my Java Learning Journey. This Contains Custom methods, classes, constructors, packages, multithreading , try- catch block, finally block and more.
ANATOMY AND BIOMECHANICS OF HIP JOINT.pdf
it describes the bony anatomy including the femoral head , acetabulum, labrum . also discusses the capsule , ligaments . muscle that act on the hip joint and the range of motion are outlined. factors affecting hip joint stability and weight transmission through the joint are summarized.
The Diamonds of 2023-2024 in the IGRA collection
A review of the growth of the Israel Genealogy Research Association Database Collection for the last 12 months. Our collection is now passed the 3 million mark and still growing. See which archives have contributed the most. See the different types of records we have, and which years have had records added. You can also see what we have for the future.
Hindi varnamala | hindi alphabet PPT.pdf
हिंदी वर्णमाला पीपीटी, hindi alphabet PPT presentation, hindi varnamala PPT, Hindi Varnamala pdf, हिंदी स्वर, हिंदी व्यंजन, sikhiye hindi varnmala, dr. mulla adam ali, hindi language and literature, hindi alphabet with drawing, hindi alphabet pdf, hindi varnamala for childrens, hindi language, hindi varnamala practice for kids, https://www.drmullaadamali.com
বাংলাদেশ অর্থনৈতিক সমীক্ষা (Economic Review) ২০২৪ UJS App.pdf
বাংলাদেশের অর্থনৈতিক সমীক্ষা ২০২৪ [Bangladesh Economic Review 2024 Bangla.pdf] কম্পিউটার , ট্যাব ও স্মার্ট ফোন ভার্সন সহ সম্পূর্ণ বাংলা ই-বুক বা pdf বই " সুচিপত্র ...বুকমার্ক মেনু 🔖 ও হাইপার লিংক মেনু 📝👆 যুক্ত ..
আমাদের সবার জন্য খুব খুব গুরুত্বপূর্ণ একটি বই ..বিসিএস, ব্যাংক, ইউনিভার্সিটি ভর্তি ও যে কোন প্রতিযোগিতা মূলক পরীক্ষার জন্য এর খুব ইম্পরট্যান্ট একটি বিষয় ...তাছাড়া বাংলাদেশের সাম্প্রতিক যে কোন ডাটা বা তথ্য এই বইতে পাবেন ...
তাই একজন নাগরিক হিসাবে এই তথ্য গুলো আপনার জানা প্রয়োজন ...।
বিসিএস ও ব্যাংক এর লিখিত পরীক্ষা ...+এছাড়া মাধ্যমিক ও উচ্চমাধ্যমিকের স্টুডেন্টদের জন্য অনেক কাজে আসবে ...
Advanced Java[Extra Concepts, Not Difficult].docx
This is part 2 of my Java Learning Journey. This contains Hashing, ArrayList, LinkedList, Date and Time Classes, Calendar Class and more.
South African Journal of Science: Writing with integrity workshop (2024)
South African Journal of Science: Writing with integrity workshop (2024)Academy of Science of South Africa
A workshop hosted by the South African Journal of Science aimed at postgraduate students and early career researchers with little or no experience in writing and publishing journal articles.Recently uploaded (20)
Exploiting Artificial Intelligence for Empowering Researchers and Faculty, In...
Exploiting Artificial Intelligence for Empowering Researchers and Faculty, In...
Executive Directors Chat Leveraging AI for Diversity, Equity, and Inclusion
Executive Directors Chat Leveraging AI for Diversity, Equity, and Inclusion
Film vocab for eal 3 students: Australia the movie
Film vocab for eal 3 students: Australia the movie
Digital Artefact 1 - Tiny Home Environmental Design
Digital Artefact 1 - Tiny Home Environmental Design
Liberal Approach to the Study of Indian Politics.pdf
Liberal Approach to the Study of Indian Politics.pdf
Pride Month Slides 2024 David Douglas School District
Pride Month Slides 2024 David Douglas School District
বাংলাদেশ অর্থনৈতিক সমীক্ষা (Economic Review) ২০২৪ UJS App.pdf
বাংলাদেশ অর্থনৈতিক সমীক্ষা (Economic Review) ২০২৪ UJS App.pdf
South African Journal of Science: Writing with integrity workshop (2024)
South African Journal of Science: Writing with integrity workshop (2024)
Science of persuasion - Summary and Conversation Lesson
- 1. Dr. Robert Cialdini Steve Martin
- 2. • Dr. Robert Cialdini: Professor Emeritus of Psychology and Marketing, Arizona State University. • He is best known for his 1984 book on persuasion and marketing, Influence: The Psychology of Persuasion
- 3. What are the six shortcuts?
- 4. Scarcity • How much of something exists • British airlines discontinued use of Concord • What is unique • What do they stand to lose
- 5. Reciprocity • People give back what they have received • Candy with the tip: one mint vs two mints • Candy with the tip: you are special, here’s more • Personalized • Unexpected
- 6. Authority • People follow the lead of credible experts • Display medical diploma • Uniforms • Property appraisals and contracts
- 7. Consistency • Ask for small commitments that can be made • Drive safe postcard vs billboard on lawn • Voluntary, active, public commitments
- 8. Liking • Three factors: • Similarities, compliments, cooperation • 2 groups, time = money vs. Small talk • Genuine compliments • Dale Carnegie
- 9. Consensus • Actions and behavior of others influences our actions • Towels on floor of hotel room: environmental benefits vs. awareness of others’ actions • THIS room
- 10. Summarize: