Influence

Just what are the factors that cause one person to say yes to another person?

If I was to understand fully the psychology of compliance, I would need to broaden my scope of investigation.

I have characterized such principles as weapons of influence...

The purpose was to observe, from the inside, the techniques and strategies most commonly and effectively used by a broad range of compliance practitioners.

The principles—consistency, reciprocation, social proof, authority, liking, and scarcity—are each discussed in terms of their function in society...

The rule for reciprocation states that we should try to repay, in kind, what another person has provided us.

There is an obligation to give, an obligation to receive, and an obligation to repay.

The need to reciprocate had transcended great cultural differences, long distances, acute famine, and immediate self-interest.

The impressive aspect of the rule for reciprocation and the sense of obligation that goes with it is its pervasiveness in human culture.

You should yield to the pressure of the deeply ingrained reciprocity rule and provide a contribution.