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Influence: Science and Practice (ISBN 0-321-18895-0) is a psychology book examining the key ways people can be influenced by "Compliance Professionals". The book's author is Robert B. Cialdini, Professor of Psychology at Arizona State University.
It was based on three "undercover" years applying for and training at used car dealerships, fund-raising organizations, and telemarketing firms to observe real-life situations of persuasion. He found that influence is based on six key principles: reciprocity, commitment and consistency, social proof, authority, liking, scarcity. [5]
The modes of persuasion, modes of appeal or rhetorical appeals (Greek: pisteis) are strategies of rhetoric that classify a speaker's or writer's appeal to their audience. These include ethos , pathos , and logos , all three of which appear in Aristotle's Rhetoric . [ 1 ]
[8]: 7 Coercion is a form of persuasion that uses aggressive threats and the provocation of fear and/or shame to influence a person's behavior. [9]: 37 Systematic persuasion is the process through which attitudes or beliefs are leveraged by appeals to logic and reason.
Such studies bring argumentation within the ambit of persuasion theory and practice. Some psychologists such as William J. McGuire believe that the syllogism is the basic unit of human reasoning. They have produced a large body of empirical work around McGuire's famous title "A Syllogistic Analysis of Cognitive Relationships".
Social proof is also one of Robert Cialdini's six principles of persuasion, (along with reciprocity, commitment/consistency, authority, liking, and scarcity) which maintains that people are especially likely to perform certain actions if they can relate to the people who performed the same actions before them. [5]
Monroe's motivated sequence is a technique for organizing persuasion that inspires people to take action. Alan H. Monroe developed this sequence in the mid-1930s. [1] This sequence is unique because it strategically places these strategies to arouse the audience's attention and motivate them toward a specific goal or action.
Persuasion and the compliance techniques are particularly significant types of social influence since they utilize the respective effect's power to attain the submission of others. Compliance is significant because it is a type of social influence that affects our everyday behavior—especially social interactions.