Ce diaporama a bien été signalé.
Nous utilisons votre profil LinkedIn et vos données d’activité pour vous proposer des publicités personnalisées et pertinentes. Vous pouvez changer vos préférences de publicités à tout moment.
APPLIED
SOCIAL INFLUENCE
Changing behavior
• Regents’ Professor Emeritus of
Psychology and Marketing at Arizona
State University.
• He is best known for his book
on ...
Jujitsu
=UseYour Ethics!
“It takes tremendous discipline to control
the influence, the power you have over
other people's lives.”
—Clint Eastwood
Social Influence
Efforts by one or more individuals to change
attitudes, beliefs, perceptions, or behaviors of one
or more...
• To conform is to adjust your actions to a norm.
CONFORMITY
• To comply is to come to an agreement about a course of acti...
Factors Affecting Conformity
Cohesiveness Group Size
Social Norm
Situational
Norm
Factors Affecting Conformity
•Cohesiveness
—The extent to which we are attracted to a social
group and want to belong to i...
Factors Affecting Conformity
•Group Size
—The larger the group (8 or more), the greater the
number of people who behave in...
Factors Affecting Conformity
•Social Norms
oDescriptive Norms
—What most people do in a given situation.
oInjunctive Norms...
Factors Affecting Conformity
•Situational Norms
— Norms that guide behavior in a certain situation
or environment.
COMPLIANCE
•Change in behavior, generally
produced by a request.
•Direct efforts to get others to change
their behavior in...
Weapons of
Influence
Reciprocation
Commitment
Social Proof
Liking
Authority
Scarcity
“The Old Give andTake… andTake.”
“Hobgoblins of the Mind.”
“Truths are Us.”
“The FriendlyThief.”
“Directed Deference.”
“The Rule of the Few.”
All Done
• Now, let’s discuss examples where you have seen these principles at work.
• And, how might you use your new juj...
Social Influence Jan 2016 pub
Prochain SlideShare
Chargement dans…5
×

Social Influence Jan 2016 pub

209 vues

Publié le

  • Soyez le premier à commenter

  • Soyez le premier à aimer ceci

Social Influence Jan 2016 pub

  1. 1. APPLIED SOCIAL INFLUENCE Changing behavior
  2. 2. • Regents’ Professor Emeritus of Psychology and Marketing at Arizona State University. • He is best known for his book on persuasion and marketing, Influence: The Psychology of Persuasion. Influence has sold over 2 million copies and has been translated into twenty-six languages. ROBERT B. CIALDINI, PH. D.
  3. 3. Jujitsu =UseYour Ethics!
  4. 4. “It takes tremendous discipline to control the influence, the power you have over other people's lives.” —Clint Eastwood
  5. 5. Social Influence Efforts by one or more individuals to change attitudes, beliefs, perceptions, or behaviors of one or more others.
  6. 6. • To conform is to adjust your actions to a norm. CONFORMITY • To comply is to come to an agreement about a course of action. COMPLIANCE • To obey is to do as an authority figure commands regardless of personal preference. OBEDIENCE
  7. 7. Factors Affecting Conformity Cohesiveness Group Size Social Norm Situational Norm
  8. 8. Factors Affecting Conformity •Cohesiveness —The extent to which we are attracted to a social group and want to belong to it.
  9. 9. Factors Affecting Conformity •Group Size —The larger the group (8 or more), the greater the number of people who behave in some specific way, the greater our tendency to conform.
  10. 10. Factors Affecting Conformity •Social Norms oDescriptive Norms —What most people do in a given situation. oInjunctive Norms —What is ought to be done, what is approved or disapproved behavior in given situation.
  11. 11. Factors Affecting Conformity •Situational Norms — Norms that guide behavior in a certain situation or environment.
  12. 12. COMPLIANCE •Change in behavior, generally produced by a request. •Direct efforts to get others to change their behavior in specific ways.
  13. 13. Weapons of Influence Reciprocation Commitment Social Proof Liking Authority Scarcity
  14. 14. “The Old Give andTake… andTake.”
  15. 15. “Hobgoblins of the Mind.”
  16. 16. “Truths are Us.”
  17. 17. “The FriendlyThief.”
  18. 18. “Directed Deference.”
  19. 19. “The Rule of the Few.”
  20. 20. All Done • Now, let’s discuss examples where you have seen these principles at work. • And, how might you use your new jujitsu skills?

×