MODR 1770 Chapter Notes - Chapter 5: Isaac Asimov, Physical Attractiveness
8 Nov 2017
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Modr 1770 influence science and practice notes. Liking principle: we prefer to say yes to the requests of someone we know and like. What might be startling to note, however, is that this simple rule is used in hundreds of ways by total strangers to get us to comply with their requests. Door-to-door salesmen sometimes ask prospects for people they know who may be interested in their products. Each new prospect is visited by a salesperson armed with the name of a friend. Joe girard, world record holder for greatest car salesman," had a simple formula: offering people a fair price, and finding them a salesman they like. A halo effect occurs when one positive characteristic of a person dominates the way that person is viewed by others. The evidence is now clear that physical attractiveness is often such a characteristic. Good-looking people are automatically assigned such favorable traits as talent, kindness, honesty and intelligence.
