Influence et manipulation Quotes

“L’histoire de l’effet Werther est à la fois glaçante et passionnante. Il y a plus de deux siècles, Johan Wolfgang von Goethe, grand homme de la littérature allemande, a publié un roman intitulé Die Leiden des jungen Werthers (Les Souffrances du jeune Werther). Ce livre où le héros, Werther, finit par se suicider, a fait grand bruit lors de sa publication.”
― Robert Cialdini, Influence et manipulation - La psychologie de la persuasion 3e édition

“Dans le cas de la preuve sociale, il existe trois types de conditions idéales : lorsque nous hésitons sur la conduite à tenir (incertitude) ; quand la preuve sociale provient d’un grand nombre d’autres personnes (multitude) ; et quand elle provient d’individus qui nous ressemblent (similarité).”
― Robert Cialdini, Influence et manipulation - La psychologie de la persuasion 3e édition

“These were people whose certainty that they had the truth allowed them to withstand enormous social, economic, and legal pressures and whose commitment to their dogma grew as each pressure was resisted.”
― Robert Cialdini, Influence: The Psychology of Persuasion

“Suppose at a party I bent back your thumb slightly and, on the basis of its resistance and curvature, proclaimed you “quite a stubborn individual, someone who resists being pressured in a direction you don’t want to go.”
― Robert Cialdini, Influence: The Psychology of Persuasion

“An equally compelling point regarding the power of reciprocity comes from an account of a woman who saved her life not by giving a gift as did the captured soldier, but by refusing a gift and the powerful obligations that went with it.”
― Robert Cialdini, Influence: The Psychology of Persuasion