Posts tagged "Steve Martin"

The magnetic middle ground

The magnetic middle

February 18, 2019 Posted by Excerpts 0 thoughts on “The magnetic middle”

We found that over the next several weeks, those who had been consuming more energy than their neighbours reduced their energy consumption, by 5.7 per cent. Not much of a surprise there. More interesting, however, was the finding that those who had been consuming less energy than their neighbours actually increased their energy consumption by 88.6 per cent. These results show that what most others are doing acts as something of a “magnetic middle”, meaning that people who deviate from the average tend to be drawn towards it – they change their actions to be more in line with the norm regardless of whether they were previously behaving in a socially desirable or undesirable way.

Excerpt from: Yes! 50 Secrets from the Science of Persuasion by Noah Goldstein, Steve Martin and Robert Cialdini

The Small BIG: Small Changes that Spark Big Influence

The Small BIG: Small Changes that Spark Big Influence

January 4, 2019 Posted by 0 thoughts on “The Small BIG: Small Changes that Spark Big Influence”

The Small BIG: Small Changes that Spark Big Influence

The Small BIG: Small Changes that Spark Big Influence

By Steve Martin, Noah Goldstein, and Robert Cialdini.

The Small BIG Robert Cialdini

People Underestimate how Much Social Proof Affects their Behaviour

December 5, 2018 Posted by Excerpts 0 thoughts on “People Underestimate how Much Social Proof Affects their Behaviour”

At a busy New York City subway station we hired researchers to count the number of commuters who donated to a street musician as they walked past.

After a short time a small change was made to the situation that had an immediate and impressive impact. Just before an approaching (and unsuspecting) commuter reached the musician, another person (who was in on the act) would drip a few coins into the musician’s hat in view of the approaching commuter. The result? An eight-fold increase in the number of commuters who chose to make a donations.

In a series of post-study interviews with commuters who did donate, every one of them failed to attribute their action to the fact that they had just seen someone else give money first. Instead they provided alliterative justifications: “I liked the song he was playing”; “I’m a generous person”; and “I felt sorry for the guy.”

Excerpt from: The Small BIG: Small Changes that Spark Big Influence by Robert Cialdini, Noah Goldstein, and Steve Martin

 

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