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Tuesday
Apr012008

Persuasion

Right, finally got around to starting to look into some of the links on Social Psychology. The wikipedia entry is the obvious starting point! And in there is a mention of something called persuasion, which definitely looks like something I want to look into further. Again, the Wikipdia entry on Persuasion is my starting point, and that lists a book by Robert Cialdini as one to look for: Influence: The Psychology of Persuasion. Dr Robert Cialdini ( ISBN 0-688-12816-5 ). So that might be fruitful.

The other thing to do with that is to take that and look it up in Google scholar and see what has used it as a reference. That might be cool.

Found this over here on Marketing Green:

In his Focus Theory of Normative Conduct, Cialdini et al (1990) suggest that social norms influence acceptable and unacceptable behaviors. He identifies two types of social norms:

  • Descriptive norms: “what [other] people typically do”
  • Injunctive norms: “what [other] people typically approve or disapprove [of]”

“ Only by aligning descriptive norms…with injunctive norms,” Cialdini et al proposed, “ can one optimize the power of normative appeals.”

I think I may need to find that paper...   

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