Influence: The Psychology of Persuasion by eSpresso Summaries

Author:eSpresso Summaries
Language: eng
Format: mobi
Publisher: Snap Know
Published: 2013-04-15T18:30:00+00:00

Excerpts from this chapter:

Key Quote

"Apparently the mere knowledge that someone viewed them as charitable caused these women to make their actions consistent with another's perception of them."

Chapter 4. Social Proof

The author begins the chapter with the theme that social pressures make people conform. A discussion on canned laughter is used. According to research, although people claim to not like canned laughter, it does make them laugh more.

So, the issue is why canned laughter works, especially when it sounds staged most of the time. Cialdini explains that people feel their behavior is more appropriate in a situation when others perform it as well.

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