Contrast: The Hidden Psychology Behind Jesus’ Parables
Most people familiar with Dr. Robert Cialdini’s work know the seven principles of influence. But there’s another psychological concept that deserves attention because it’s always at work in our thinking. It’s called contrast. Simply put, people understand things by comparing them to something else. When someone says a person is tall, what do they mean? […]
Is AI Making Us Lazy Influencers?
AI is a great tool, but like any tool, we can get lazy using it. A calculator is helpful, but kids still need to learn basic math. If they don’t, when the calculator spits out a wrong answer, they may not recognize it. AI is similar. If we don’t understand how to use it well, […]
The Hidden Influence Behind Everyday Marketing
People often ask me whether Influence: The Psychology of Persuasion and Dr. Robert Cialdini’s principles of influence are still as effective today as they were more than 40 years ago when his book hit bookstores. My answer is always the same: Absolutely! Technology has changed dramatically. We’ve moved from letters to email, from phone calls to texts, and […]
Is Social Proof Becoming Less Reliable?
After traveling quite a bit recently and taking countless Uber rides, I’ve started wondering: Is social proof becoming less reliable? If you use Uber regularly, you’ve probably noticed something interesting. It’s hard to find a driver rated below 4.9 stars. Most drivers I see fall somewhere between 4.95 and 4.98. Think about what that means. […]
What My Father-in-Law Taught Me About Influence
Last Saturday we said goodbye to my father-in-law, Charles “Chuck” Baily. For 38 years, he and I shared a relationship filled with plenty of back-and-forth good natured teasing. For example: After finishing a biography on Abraham Lincoln that I suggested, I asked him if he voted for Lincoln or Douglass. He once asked about the […]
