|
|
Influence:
The important thing for the advertiser is to establish the connection; it doesn’t have to be a logical one, just a positive one.
|
112 |
|
|
Influence:
…subjects become fonder of the people and things they experienced while they were eating.
|
114 |
|
|
Influence:
…several of the factors leading to liking – physical attractiveness, similarity, familiarity, association – work unconsciously to produce their effects…
|
122 |
|
|
Influence:
…when we make a compliance decision, it is always a good idea to separate our feelings about the requester from the request.
|
124 |
|
|
Influence:
The [Social Proof] principle states that we determine what is correct by finding out what other people think is correct.
|
129 |
|
|
Influence:
As a rule, we make fewer mistakes by acting in accord with social evidence than by acting contrary to it.
|
130 |
|
|
Influence:
Usually, when a lot of people are doing something, it is the right thing to do.
|
130 |
|
|
Influence:
The principle of social proof works best when the proof is provided by the actions of many other people.
|
133 |
|
|
Influence:
…when uncertainty reigns, we are most likely to accept the actions of others – because those actions reduce our uncertainty about what is correct behavior there.
|
143 |
|
|
Influence:
Often an emergency is not obviously an emergency… we can determine from the way the other witnesses are reacting whether the event is or is not an emergency.
|
146 |
