Excuse me, I have five pages. May I use the Xerox machine b… - Robert B. Cialdini

" "
Excuse me, I have five pages. May I use the Xerox machine because I have to make some copies? The result was that once again nearly all (93 percent) agreed, even though no real reason, no new information, was added to justify their compliance. Just as the “cheep-cheep” sound of turkey chicks triggered an automatic mothering response from maternal turkeys — even when it emanated from a stuffed polecat — so, too, did the word “because” trigger an automatic compliance response

Robert B. Cialdini

Influence: The Psychology of Persuasion · May 28, 2009 Verified in 1 source Sign up to see the complete provenance

English

Collect this quote

Also Known As

Alternative Names: Robert Cialdini • Robert Beno Cialdini

All quotes from Robert B. Cialdini Similar Quotes by other Originators

Originators like Robert B. Cialdini:

Malcolm Gladwell Adam Grant Dale Carnegie Daniel Kahneman Nassim Nicholas Taleb

Additional quotes by Robert B. Cialdini

A job candidate might say, “I am not experienced in this field, but I am a very fast learner.” An information systems salesperson might state, “Our set-up costs are not the lowest; however, you’ll recoup them quickly due to our superior efficiencies.

The renowned British philosopher Alfred North Whitehead recognized this inescapable quality of modern life when he asserted that “civilization advances by extending the number of operations we can perform without thinking about them.” Take, for example, the “advance” offered to civilization by the discount coupon, which allows consumers to assume that they will receive a reduced purchase price by presenting the coupon.

He who wants to persuade should put his trust not in the right argument, but in the right word. —

Excuse me, I have five pages. May I use the Xerox machine because I have to make some copies? The result was that once again nearly all (93 percent) … - Robert B. Cialdini

Also Known As

Additional quotes by Robert B. Cialdini