Dr. Robert Cialdini
speaker
14 appearances
1 recordings
1 series
first heard Nov 2011
last heard Nov 2011
Dr. Robert Cialdini’s voice in public audio — every appearance, attributed to the second.
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Appearances
Two sets of principles of influence were in play in that doctor's waiting room in Bedfordshire.
One has to do with a tendency in people to want to be consistent with what they have already said or done, especially in public, by saying aloud the date and time of their appointment.
Simply saying it aloud made a public, active commitment to that.
And that reduced no-shows, that reduced failures to attend by about 7%, simply doing that.
Another thing that happened, we had the patient write down the date and the time rather than the receptionist.
That reduced no-shows by 18%.
In a final implementation of these principles, there's research to show that if people find themselves out of keeping with the group on brain scans, the area of the brain that lights up is the area associated with pain.
So this is why people want to be in keeping.
This is why people want to be aligned, because it hurts to be out of keeping with one's peers.
I think people do have a right to feel uncomfortable if it's the case that the study of the mind, the study of fundamental human behaviour, is being used to move them in particular directions, even if they're directions that are in their best interest.
provided that that information is not accurate.
Then they have a right to be concerned.
But if the information is true, if it's merely something that they are being pointed to, that they didn't recognize before, it's a form of education.
It's not a form of coercion.
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