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Flashcards in Persuasion Deck (9)
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1
Q

Social Proof

A

People like to follow one another, so influencers imply the herd is moving the same way.

2
Q

Consistency

A

Most people prefer to keep their word. If people make a commitment, particularly if it’s out loud or in writing, they are much more likely to keep it. Influencers should try to gain verbal or written commitments.

3
Q

Scarcity

A

Even when companies have warehouses full of a product, they still advertise using time-limited offers that emphasise scarcity. People want what they can’t have, or at least what might be running short.

4
Q

Authority

A

People are strongly influenced by experts. Successful influencers flaunt their knowledge to establish their expertise.

5
Q

Reciprocity

A

Give something to get something. When people feel indebted to you they are more likely to agree to what you want. This feeling could arise from something as simple as a compliment.

6
Q

3 Basic Human Goals

A
  1. Affiliation
  2. Accuracy
  3. Maintaining Positive Self-Concept
7
Q

Affiliation

A

Give people something to join and someone to follow. We like to belong and be accepted.

8
Q

Accuracy

A

People are always striving for the right answer or direction.

9
Q

Liking

A

It’s much easier to influence someone who likes you. Successful influencers try to flatter and uncover similarities in order to build attraction.