“The results, as I observe them in the laboratory, are disturbing. A substantial proportion of people do what they are told to do, irrespective of the content of the act and without limitation of conscience. So long as they perceive the command comes from a legitimate authority.” These are...
The last time you bought anything online, there’s a good chance the website read, “Only 3 items in stock” or “Only 2 left at this price”. Even if you know that this is all marketing mind games, it’s hard to avoid the stressful feeling you must buy now before it’s too late, right? This...
If you walk down the street and see a group of people looking up in the air, what do you do? Right, what they do. If the culture at your job is to work long hours, you will likely put in more hours, too. We mirror what others do because it’s hard work to constantly ask...
Reciprocity is the first principle of persuasion in Robert Cialdini’s amazing book, Influence. According to sociological studies there is no human society in the world that doesn’t subscribe to the rule of reciprocity. The rule says we should try to repay, in kind, what another person has provided...