February 10, 2024

“三分活，七分说，死人说 活了，破货变好货，买卖人的功夫大半在嘴 上。”

8:36 PM

“one important means people use to decide what to believe or how to act in a situation is to examine what others are believing or doing there”

2:48 AM

“The principle of social proof can be used to stimulate a person’s compliance with a request by communicating that many other individuals (the more, the better) are or have been complying with it.”

2:49 AM

“Social proof is most influential under three conditions. The first is uncertainty. When people are unsure, when the situation is ambiguous, they are more likely to attend to the actions of others and to accept those actions as correct.”

2:51 AM

“A second condition under which social proof is most influential involves “the many”: people are more inclined to follow the lead of others in proportion to the others’ number.”

2:52 AM

“The third optimizing condition for social-proof information is similarity.”

2:53 AM

“peer-suasion”

2:53 AM

“Acting contrary to their own preferences, many normal, psychologically healthy individuals were willing to deliver dangerous levels of pain to another person because they were directed to do so by an authority figure.”

2:57 AM

“When reacting to authority in an automatic fashion, people have a tendency to do so in response to mere symbols of authority rather than to its substance. Three kinds of symbols effective in this regard are titles, clothing, and trappings such as automobiles.”

2:59 AM

“The second type of authority, being viewed as highly informed, avoids this problem, as people are usually willing to follow the recommendations of someone who knows more than they do on the matter at hand”

3:00 AM

“Is this authority truly an expert? and How truthful can we expect this expert to be?”

3:01 AM

“perceived as both expert (knowledgeable on the relevant topic) and trustworthy (honest in the presentation of one’s knowledge)”

3:02 AM

“The way to love anything is to realize that it might be lost. **—G. K. Chesterton**”

3:03 AM

“The use of this principle for profit can be seen in such compliance techniques as the “limited number” and “deadline” tactics, wherein practitioners try to convince us that if we don’t act now, we will *lose* something of value”

3:04 AM

“loss aversion”

3:04 AM

“because things difficult to attain are typically more valuable, the availability of an item or experience can serve as a shortcut cue to its quality; and, because of loss aversion, we will be motivated to avoid losing something of high quality”

3:07 AM

“In addition to its effect on the valuation of commodities, the scarcity principle also applies to the way information is evaluated. The act of limiting access to a message causes individuals to want to receive it and to become more favorable to it. In the case of censorship, the effect of greater favorability toward a restricted message occurs even before the message has been received. In addition, messages are more effective if perceived as containing exclusive (scarce) information.”

3:10 AM

“Psychologists have long recognized a desire in most people to be and look consistent within their words, beliefs, attitudes, and deeds.”

11:56 AM

“good personal consistency is highly valued by society”

11:56 AM

“generally consistent conduct provides a beneficial approach to daily life”

11:56 AM

“a consistent orientation affords a valuable shortcut through the complexity of modern existence.”

11:56 AM

“Commitments are most effective when they are active, public, effortful, and viewed as internally motivated (voluntary), because each of these elements changes self-image.”

11:56 AM

“That is, people often add new reasons and justifications to support the wisdom of commitments they have already made”

11:56 AM

“simple reminders of an earlier commitment can regenerate its ability to guide behavior, even in novel situations.”

11:56 AM

“reminders do more than restore the commitment’s vigor, they appear to intensify it by strengthening one’s related self-image.”

11:56 AM

“we should listen for signals coming from two places within us: our stomachs and our heart of hearts”

11:56 AM

“Stomach signs appear when we realize we are being pushed by commitment and consistency pressures to agree to requests we know we don’t want to perform”

11:56 AM

“People say yes to someone they consider one of them.”

11:56 AM

“Members of these groups favor the outcomes and welfare of fellow members over those of nonmembers.”

11:56 AM

“We”-group members also use the preferences and actions of fellow members to guide their own, which enhances group solidarity.”

11:56 AM

“The perception of *belonging together* with others is one fundamental factor leading to feelings of “we”-ness.”

11:56 AM

“The experience of *acting together* in unison or coordination is a second fundamental factor leading to a sense of unity with others.”

11:56 AM

“mulled over”

12:16 PM

“Oddly, it was not their prior certainty that drove the members to propagate the faith, it was an encroaching sense of uncertainty.”

12:23 PM

“*The greater the number of people who find any idea correct, the more a given individual will perceive the idea to be correct*.”

12:28 PM