The Science Behind Why Some People Don’t Follow the Crowd

Posted by Eily | Apr 7, 2016 2:30:00 AM

by 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 knowing for sure if we are in the right line. 

Regardless of ‘the what’ and ‘the where’ there is a universal truth at play. Witnessing others behaving in a particular way will often lead to us "follow the crowd" in a largely automatic and unthinking fashion.

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When Expert Advice Creates Analysis Paralysis

Posted by Inside Influence Report | Mar 4, 2016 4:30:00 PM

By 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, one of the most valuable is offered by Anthony Greenwald in his “cognitive response model,” which represents a subtle but critical shift in thinking about persuasion. According to this model, the best indication of how much change a communication will produce lies not in what it says but, rather, in what the recipient says to him-or herself as a result of receiving the message.

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Cialdini, Influence, and The Tim Ferriss Podcast: What You've Been Missing

Posted by Eily | Feb 1, 2016 6:59:16 AM

In the venture capital and startup world, The Tim Ferriss Show podcast is a popular source for innovative ideas from some of the biggest names in business and the arts.

Many of those big names—people like angel investor Naval Ravikant, Nasty Gal founder Sophia Amoruso, and even Dilbert creator Scott Adams—have referred to Dr. Robert Cialdini and his foundational book Influence during their interviews with Ferriss. 

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3 Keys to Keep Your New Year's Resolution

Posted by Dr. Robert Cialdini | Dec 29, 2015 10:15:43 AM

Many 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 New Year’s resolution?

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The 6 Principles of Persuasion Can Get Your Kids Motivated!

Posted by Eily | Dec 28, 2015 12:50:00 PM

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.

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How Influence Training Workshops Can Help Your Sales Staff

Posted by Eily | Dec 2, 2015 11:59:00 AM

Many 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.

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2014 Robert B. Cialdini Award Winners

Posted by Eily | May 22, 2015 5:16:00 AM

From 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 social psychological phenomena principally through the use of field research methods and settings and that thereby demonstrates the relevance of the discipline to communities outside of academic social psychology within a given year at the SPSP Annual Convention.

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What One Thing Can Make Traveling Significantly More Positive?

Posted by Eily | Apr 16, 2015 3:26:55 AM

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 typically blight your busy day?

Or are you a more social traveler? Someone who seeks out connections with others, always alert to the possibility of meeting interesting new people. People who, if you’re lucky, might turn out to be useful business contacts in the future.

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2 Small but Powerful Persuasion Strategies You Could be Missing Today

Posted by Eily | Feb 24, 2015 2:54:00 AM

By 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 to the stockholders, trading commentary, and other financial information. Even in years in which Berkshire has been more successful than imaginable, often the first few pages of Warren Buffet’s Chairman’s report will draw the shareholders’ attention to a snag, strain or shortcoming that has occurred that past year.

In a reputation-obsessed world, too often we present only positive attributes and strengths while sweeping flops and failures under the rug. Mr. Buffet, instead, draws attention to a downside early in his address. Does he have it wrong?

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Enter now! Twitter New Year's Resolution Contest - Enter for a chance to win a Kindle Fire HDX

Posted by Eily | Dec 29, 2014 4:53:00 AM

We 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”

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