Persuasion and Influence Flashcards

Vocabulary flashcards based on a lecture about persuasion and influence.

Persuasion

The art of getting someone to do something that they wouldn't ordinarily do if you didn't ask.

Reciprocity

A principle where, when someone does something good for you, you feel obligated to return the favor.

Commitment and Consistency

The idea that people are more likely to act consistently with their past commitments.

Social Proof

The concept that if everyone else is doing it, you are more likely to do it too.

Authority

The principle that people tend to obey authority figures.

Scarcity

The principle that things become more attractive when they are perceived as scarce or limited.

Source

The person who is conveying the message.

Receiver

The person who receives the message.

Content

The content of the message being conveyed.

Channel/Medium

The medium or channel used to transmit the message.

Reciprocity (in detail)

An obligation to return a favor.

Scarcity (in detail)

Buying something due to the perception that it is limited.

Personal Authority

Trusting and being persuaded by someone in a position of power.

Commitment (in detail)

Being consistent with what you've done in the past.

Consensus

Trusting the power of the crowd and what is being done by many.

Logical Persuasion

Persuading through logic, using statistics, facts, research, and expert opinions.

Emotional Persuasion

Persuading through emotions, relating to feelings and emotions to convince people to buy.

Moral Persuasion

Persuading through morals, appealing to people's sense of what is right.

Influence

Long-term and gradual absorption of the power of influencing a certain behavior.