MGTA35H3 Study Guide - Tupperware, Social Proof
19 Jun 2012
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Article 1- harnessing the science of persuasion (robert b. caildini) In an era of cross-functional teams and intercompany partnerships, masters of persuasion exert far greater influence than formal power structure. From behaviour science: persuasion works by appealing predictably to deeply rooted human needs. People like those like them, who like them. Uncover real similarities and offer genuine praise. Similarity: create early bonds with new peers by informally discovering commons. -->presumption of goodwill and trustworthiness. Tupperware party: the guest"s fondness for their hostess weighted twice as heavily in their purchase decisions as their regard for the products they bought not only buying them to please themselves but their hostess. Charities rely on reciprocity to help them raise funds. Obtain a small gift in a letter response doubled! Gifts have a startling effect on retention. Managers can elicit the desired behaviour from coworkers and employees by displaying it first.
