The three components shared by most of the weapons of automatic influence described in the book are: the mechanical process in activating weapons, the exploitability of this power by those who know how to trigger them and the way the weapons of automatic influence lend their force to others (Cialdini 2007). Animal behaviorist M.W. Fox discusses how mothering turkeys are all triggered by one thing: the “cheep-
One of the most recognizable weapons of influence in our everyday lives is the rule of reciprocation, or repaying what one has provided us. This rule is overpowering, enforces uninvited debts, and can trigger unfair exchanges. These three aspects of reciprocation can be seen in the Regan study. This study tested and proved that those …show more content…
We were at a nice restaurant and our waiter was an attractive 25 year-old women. I could instantly tell my brothers liked her just because of how pretty she was. When the check came, my brother tipped her far more than 20% merely because of her physical appearance.
Authority
The weapon of authority first focuses on The Milgram Study that focuses on the obedience we all have to authority figures (Cialdini 2007). Different aspects of authority include titles, clothes and trappings. Titles have a very strong impact on those who we think are an authority figure or not. We instantly look up to those with a high-ranking title. Clothing is a very strong force of authority, such as a uniform or business suit. Lastly, trappings or jewelry and cars show a strong sense of status.
Authority relates to chapter three and buying behavior and the buying process. There are multiple parts to the purchasing something, but ultimately, the decider makes the final purchasing decision (Chapter 3). The CEO and CFO’s of companies have a large authority and important role in making purchasing behaviors. This also relates to the video clip we watched in class when a sales representative was about to make a sale on the phone but had to call over his boss to close the sale and have the final say in the
One of the most recognizable weapons of influence in our everyday lives is the rule of reciprocation, or repaying what one has provided us. This rule is overpowering, enforces uninvited debts, and can trigger unfair exchanges. These three aspects of reciprocation can be seen in the Regan study. This study tested and proved that those …show more content…
We were at a nice restaurant and our waiter was an attractive 25 year-old women. I could instantly tell my brothers liked her just because of how pretty she was. When the check came, my brother tipped her far more than 20% merely because of her physical appearance.
Authority
The weapon of authority first focuses on The Milgram Study that focuses on the obedience we all have to authority figures (Cialdini 2007). Different aspects of authority include titles, clothes and trappings. Titles have a very strong impact on those who we think are an authority figure or not. We instantly look up to those with a high-ranking title. Clothing is a very strong force of authority, such as a uniform or business suit. Lastly, trappings or jewelry and cars show a strong sense of status.
Authority relates to chapter three and buying behavior and the buying process. There are multiple parts to the purchasing something, but ultimately, the decider makes the final purchasing decision (Chapter 3). The CEO and CFO’s of companies have a large authority and important role in making purchasing behaviors. This also relates to the video clip we watched in class when a sales representative was about to make a sale on the phone but had to call over his boss to close the sale and have the final say in the