Thursday, April 23rd, 2009 at
8:32 pm
Robert Cialdini’s book Influence discusses several “Weapons of Inflence”. This first part examines the power of reciprocation — our need to give back to someone who has given something to us — and how this is used to influence us every day in our buying decisions and in other areas. Parts 2 and 3 will look at social proof and comment and consistency.
Read how we get sucked into reciprocal relationships unknowingly » [Read more →]
Wednesday, January 28th, 2009 at
7:42 pm
We are motivated to do good, even great, things for friendship (social norms) and we expect to pay for commercial goods (market norms), but when we mix these, bad things happen in our social lives and for companies that get this wrong.
What are social and market norms and why do I care? -» [Read more →]
Friday, January 23rd, 2009 at
6:44 pm
You weren’t planning to buy the premium edition, but somehow that’s what you came home with. How did they get you do to do that? Easy. The Contrast Principle
Don't think you can be taken in? Read on -» [Read more →]
Thursday, October 16th, 2008 at
7:45 pm
You’ve no doubt heard of single-issue voters. People who vote for a candidate purely based on issues like abortion, capital punishment, gun control and so on. But what about single-issue customers? That is, customers who won’t patronize your business because it’s so unfriendly to smokers, vegetarians, or whatever. How many of those groups can you [...]
How businesses should really count vegetarians (and other single-issue customers) » [Read more →]
