OB lecture 27 principles of influencing 2

Influencing lecture includes the following elements The principle of Reciprocation The principle of Social Proof The principle of Liking The principle of Commitment and Consistency The principle of Authority The principle of Scarcity

Lecture 27 Principles of Influencing Subtle Overt Authority Use of power Motivation Influence Influencing The principle of Reciprocation The principle of Social Proof The principle of Liking The principle of Commitment and Consistency The principle of Authority The principle of Scarcity The Principle of Social Proof People look at the action of others for correct Action, especially in uncertainty The more the uncertainty, the more likely a person follows the action of others The more the similarity between the person and the ‘other’, the more likely the person will follow the action of others The Principle of Reciprocation The give and take, and take This is the principle behind gift giving Gift Giving • It is difficult to refuse, and it create an obligation to reciprocate There is an obligation to give, an obligation to receive, an obligation to repay Marcel Mauss – Essai Sur Le Don The Gift => Most gift giving are not gift giving, but exchange The Principle of liking We are likely to say yes to someone we like We are likely to buy from someone we like Why star represent the products Principle of Commitment and Consistency People want to appear consistent “Cognitive dissonance” We feel uncomfortable when we perceive and inconsistency between our beliefs, Feeling and action Principle of Authority Most people are to lazy to think They want to follow expert Symbols or substitute of authority Title Dr, Professor, Dr Ing Cloth – navy blue suit, white shirt, and red tie Trapping – BMW, Benz Principle of Scarcity People go for things that are few, or opportunities that are diminishing Example 25% discount, but for day ... Use of power Motivation Influence Influencing The principle of Reciprocation The principle of Social Proof The principle of Liking The principle of Commitment and Consistency The principle of. .. Commitment and Consistency The principle of Authority The principle of Scarcity The Principle of Social Proof People look at the action of others for correct Action, especially in uncertainty The more... Giving • It is difficult to refuse, and it create an obligation to reciprocate There is an obligation to give, an obligation to receive, an obligation to repay Marcel Mauss – Essai Sur Le Don