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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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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3 Drivers That Increase Your Influence - Part 3

Posted by Eily | Dec 9, 2014 2:16:00 AM

By: Steve Martin, CMCT

Persuasion researchers have consistently demonstrated that the most successful strategies that influence the decisions and behaviors of others gain their persuasive strength by triggering one of just three simple human motivations:

1) The motivation to make effective decisions efficiently.

2) The motivation to affiliate with and gain the approval of others.

3) The motivation to see ourselves in a positive light.

In two previous INSIDE INFLUENCE REPORTS, I reviewed the first and second of these motivations and provided examples of the small changes that can activate them. In the third part of this series of articles I’ll take a closer look at the third of these motivations; the need to behave in ways that allow us to be seen in the best possible light.

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3 Drivers That Increase Your Influence – Part 2

Posted by Eily | Nov 18, 2014 2:39:00 AM

By: Steve Martin, CMCT

In last month’s post we claimed that, despite an abundance of strategies used to influence the decisions and behaviors of others, researchers have found that the most successful strategies gain their persuasive strength by triggering one or more of three simple human motivations.

These motivations are:

  1. Making effective decisions efficiently
  2. Affiliating with and gain the approval of others
  3. Seeing ourselves in a positive light

For this month’s IIR let’s take a closer look at the second of these, our motivation to affiliate with, and gain the approval of others.

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3 Drivers That Increase Your Influence - Part 1

Posted by Eily | Oct 7, 2014 3:07:00 AM

By: Steve Martin, CMCT

In the recently published book THE SMALL BIG co-authored by Robert Cialdini, Noah Goldstein and myself, we make a bold claim. Despite there being hundreds, perhaps thousands, of individual persuasion strategies used across the workplace, nearly all of the techniques that have been scientifically demonstrated to successfully change the thoughts, perceptions, and behaviors of others gain their persuasive power by leveraging just one of three simple underlying human motivations;

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So you THINK you know the best way to plan to reach your goals? See what the research says…..

Posted by Eily | Sep 9, 2014 4:16:00 AM

By Mr. Steve Martin

Despite our best intentions, many of the goals we set for ourselves go unfulfilled. To improve our career prospects, we’ll research going to night school but not make it to class. We’ll purchase a health club membership, only to find our attendance wanes after a couple of sessions. We promise to put a little extra cash aside towards that dream trip, but when the end of the week arrives, we convince ourselves we can always start next month. The relationship between intention and implementation is often a weak one. In previous INSIDE INFLUENCE REPORTS we have discussed various strategies to encourage people to follow through with their commitments. One of the more effective is to create a specific plan for where, when, and how they will go about accomplishing it. Persuasion scientists call this an implementation intention plan.

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Pre-order The SMALL Big by Martin, Goldstein and Cialdini and enter for a chance to win an iPad Air

Posted by Eily | Aug 4, 2014 4:49:00 AM

1. PreOrder The SMALL BIG here:


2. Upload a screenshot or picture of your preorder form here:


3. You will then be entered into a random drawing where one person will win a new iPad Air!


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