EnglishIn Influence: The Psychology of Persuasion, Robert B. Cialdini, a respected social scientist and specialist in the area of compliance psychology, says that “… automatic, stereotyped behavior is prevalent in much of human action …”
He cites an experiment by Harvard social psychologist Ellen Langer, where you can see this concept in action. Langer approached people waiting in line to use a copy machine and asked, “Excuse me, I have five pages. May I use the Xerox machine?” About 60% said “yes.”
Under similar circumstances, she did the same thing, but instead asked, “Excuse me, I have five pages. May I use the Xerox machine because I have to make some copies?” In this case, an overwhelming 93% said “yes.”
What happened to increase the “yes” response so dramatically? …read more at Copyblogger (http://cli NULL.gs/WeeXdr). Flickr photo credit: It’sGreg (http://www NULL.flickr NULL.com/photos/itsgreg/707054525/).
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