Six Weapons of Influence

Ken forwarded me this podcast of Robert Cialdini speaking on his Six Weapons of Influence, which he lists as

  • Reciprocation
  • Commitment and consistency
  • Social proof
  • Authority
  • Liking
  • Scarcity

Cialdini’s book is in its fourth edition, and has apparently been adopted as a text for more than a few classes and the concepts have worked their way into everybody’s marketing seminars. Motivation speaker and marketing yakyak Patricia Fripp summarizes those six weapons like this:

  • The Old Give and Take–and Take
  • Hobgoblins of the Mind
  • Truths Are Us
  • The Friendly Thief
  • Directed Deference
  • The Rule of the Few

Academics often feel uncomfortable mixing marketing in their fields, but isn’t it worth a look?