The book discuss how techniques of persuasion work, grouping them under six major headings, and for each heading the book provides a ‘defence against’ section detailing how to stop yourself being unduly influenced. Not only does it present voluminous evidence on the social psychology of persuasion and compliance, but it does succinctly and engagingly, mixing academic references with historical vignettes and personal anecdotes. Influence by Robert Cialdini is an excellent, excellent, book. Author christianjarrett Posted on FebruCategories News 2 Comments on Dancing, religion and sex Influence (by Robert Cialdini) Susan Blackmore, philosopher and theologian Richard Swinborne and sociologist Tariq Modood at the Imax theatre in Bristol, March 15. Update: Daniel Dennett will be in conversation with psychologist Dr. Quick on the heels of research showing how sex the old-fashioned way (but not other forms of sexual gratification) can protect against upcoming stressful events, a new study in the same journal shows sex with a partner is 400 per cent more satisfying than a self-loving session, as measured by levels of prolactin – a hormone associated with satiety. Philosopher and neo-Darwinian Daniel Dennett has a new book out that attempts to explain the human penchant for religiosity in terms of memes. Via The Quarter, where art, science and politics meet. Link to what you get when you mix a choreographer, six cognitive scientists, ten dancers and an anthropologist. Author tomstafford Posted on FebruCategories Reasoning Leave a comment on the price is right regardless of the cost Mind and brain portals launch on Wikipedia
Add to this heady mix the price/postage sleight of hand and it is no wonder you get choice irrationalities. In an auction they combine particularly strongly: scarcity of time (the item is only on sale for a limited period), scarity of product (items are sold individually, not just as one-of-many ‘off the shelf’) and competition (from other buyers). In Influence, Cialdini highlights scarcity as one of the six principle factors of persuasion. Interesting but hardly surprising: the salience of the price is greater than the cost of shipping (the anchoring cognitive fallacy), and people in general are not as rational or systematic as they/we believe. It wasn’t presented as that stark a choice: multiple auctions with different price-postage ratios revealed a net preference for low item price and a poor correlation between auction success and stated postage costs. A CD for $5+$6 postage is preferred to a CD for $10+freepost.
#Social amnesia impossible theater ebay free#
Test auctions on eBay showed that most people prefer to pay a low price for an item and also pay postage (American: "shipping") than pay a higher price and get free postage, even when the former added up to more than the latter.
Zac at writes about an experimental test of buying irrationality using Ebay.
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