![](http://web.archive.org/web/20160309221011/http://lucifereffect.com/pix/curtain-bottom.gif) |
![](http://web.archive.org/web/20160309221011/http://lucifereffect.com/pix/trans.gif) |
Prepared by Philip Zimbardo and Cindy X. Wang
Cialdini’s Principles of Social Influence
Liking [Context: Friendship]
The Basics
- People prefer to say “yes” to individuals they know and like
- We want people to like us and we like those who show that they like us
How It’s Exploited
- Persuasion experts manipulate common factors that influence their likeability.
- Features that influence liking:
- Physical attractiveness – engender “halo” effect that extends to favorable impressions of other traits such as talent, kindness, and intelligence – attractive people usually more successful in changing attitudes and getting requests granted
- Similarity – we like people who are like us; we more willing to say “yes” to them, often in an unthinking manner
- Praise – compliments generally enhance liking and compliance; although can backfire if used excessively and transparently
- Familiarity – repeated contact with a person or thing normally facilitates liking; holds when contact takes place under positive, not negative circumstances
- Association – making connections to positive things, profiteers seek to share positivity through process of association
- Shadowing- influence agent exhibits non-verbal behaviors that match those of the target individual, creates a pseudo-comparability
Best Defense
- Resist this principle by developing a special sensitivity to suspicious and undue liking from the requester
- Separate the requester from the request, and make compliance decisions based solely on the merits of the offer – not your emotions about the requester.
![](http://web.archive.org/web/20160309221011/http://lucifereffect.com/pix/trans.gif)
|
![](http://web.archive.org/web/20160309221011/http://lucifereffect.com/pix/trans.gif) |
![](http://web.archive.org/web/20160309221011/http://lucifereffect.com/pix/trans.gif)
![About the Book](http://web.archive.org/web/20160309221011/http://lucifereffect.com/pix/nav_about.gif)
![](http://web.archive.org/web/20160309221011/http://lucifereffect.com/pix/trans.gif)
![About the Movie](http://web.archive.org/web/20160309221011/http://lucifereffect.com/pix/nav_movie.gif)
![](http://web.archive.org/web/20160309221011/http://lucifereffect.com/pix/trans.gif)
![About Phil Zimbardo](http://web.archive.org/web/20160309221011/http://lucifereffect.com/pix/nav_aboutphil.gif)
![](http://web.archive.org/web/20160309221011/http://lucifereffect.com/pix/trans.gif)
![Stanford Prison Experiment](http://web.archive.org/web/20160309221011/http://lucifereffect.com/pix/nav_prison.gif)
![](http://web.archive.org/web/20160309221011/http://lucifereffect.com/pix/trans.gif)
![Celebrating Heroism](http://web.archive.org/web/20160309221011/http://lucifereffect.com/pix/nav_heroism.gif)
![](http://web.archive.org/web/20160309221011/http://lucifereffect.com/pix/trans.gif)
![Resisting Influence](http://web.archive.org/web/20160309221011/http://lucifereffect.com/pix/nav_guide_active.gif)
![](http://web.archive.org/web/20160309221011/http://lucifereffect.com/pix/trans.gif)
![Dehumanization](http://web.archive.org/web/20160309221011/http://lucifereffect.com/pix/nav_dehuman.gif)
![](http://web.archive.org/web/20160309221011/http://lucifereffect.com/pix/trans.gif)
![Other Links and Information](http://web.archive.org/web/20160309221011/http://lucifereffect.com/pix/nav_links.gif)
![](http://web.archive.org/web/20160309221011/http://lucifereffect.com/pix/trans.gif)
![](http://web.archive.org/web/20160309221011/http://lucifereffect.com/pix/nav_blog.gif)
![](http://web.archive.org/web/20160309221011/http://lucifereffect.com/pix/trans.gif)
![](http://web.archive.org/web/20160309221011/http://lucifereffect.com/pix/nav_buybook.gif)
![](http://web.archive.org/web/20160309221011/http://lucifereffect.com/pix/trans.gif)
|