Social Influence

Social Influence:

Lecture Outline

Part I

Review of Brainwashing Thesis

In a word........ brainwashing is not a viable concept

Still......there are a lot of people who believe that “cults” have unusual powers to influence people.

YES!!

PP Presentation

Part II

Social influence....

Five orienting premises:

Influence can take many forms and range from.....

Religious leaders have long been among the extremely skilled at gaining compliance

But........

Part III

How did Cialdini get interested in this topic?

How did Cialdini prepare himself to write this book?

What is the compliance professionals goal?

Cialdini identifies six major tactics of strategies for gaining compliance

Reciprocity

Hilton Head, S.C.

Commitment and Consistency

Social Proof

Liking

Authority

Scarcity

Part IV

Cialdini’s perspective:

But problems abound:

What is Cialdini’s solution to the problem?

Consider the following:

How would Cialdini deal with “integrated saturation marketing?”

How would Cialdini deal with advertising “evil” products?

Finally, a question.....

Next topic:

Course schedule revision:

PP Presentation