The first chapter psychological impact
Experiment 1: jump the queue
A psychologist went to the library, please copy people waiting to help her a little busy.
"I'm sorry, I have five pages to copy, so I can not make a copy of it?" When she said that 60 percent of people agreed.
Then she changed the way of saying: "? I'm sorry, could you let me copy it because I want to copy a few pages," she pay more only the word "because", but agreed that people actually increased by 93%.
Although psychologists have long known that when we ask others for help when, if we can tell the reason, the possibility of even greater help. But the experiment proved that, just to hear "because" word, people will think she is justified in order to help. This proved the existence of the human mind-set, unconsciously affected.
The second chapter of reciprocity (Reciprocity)
Experiment 2: Contributions letter
American Association of disabled veterans every year a lot of fund-raising letter sent through the statistics, 18% of recipients will donation.
One year, the association take the initiative to put in the letter, a small gift (such as the back of the coated adhesive labels), the result of contributions nearly doubled, to 35% of the recipients of the donations.
This shows that people exist "mutual psychological," there will be a sense of balance after receiving someone else's gift, I thought I should return. So, to give others small favors, then the request would greatly increase the likelihood of other party agreed to the request.
Experiment 3: guided tour
Psychologist came to the university campus, students were asked to accompany a group of delinquents are willing to visit the zoo, only 17% of students expressed their willingness.
Psychologists changed it another way, if you are willing to ask for juvenile offenders weekly two-hour counseling service, insist on at least two years? Everyone expressed reluctance. Psychologists asked, so if you are willing to accompany them to visit a zoo it? This time, 50 percent of students said yes.
You can see, the other side to refuse a bigger request, will make the possibility of another smaller request is accepted by increased threefold. Psychological explanation is that people do not like to have a sense of balance, when you will reject each other's sense of a potential liability, even if you do not actually owe each other anything. In order to do not owe, people tend to agree that a second, smaller requests. On the other hand, there is also the principle of comparative psychology, because two requests in contrast, makes a second request do not look so excessive, so are more likely to consent.
Application of this situation in real life is that if you want to sell to others, we must first show Zhicijiagao goods; if you want to borrow money from others, we must first opening by a very high amount. This will increase the likelihood of a second request is accepted.
Chapter III and consistent commitment (Commitment and Consistency)
Experiment 4: care items
Psychologists on the beach just to find a person as subjects, 1 meter away from his place, put down towels, lying on top is very relaxed, listening to the music coming out of a portable radio. A few minutes later, a psychologist from the ground up towel, walked to the sea.
After a while, posing as a thief came, picked up the radio and left. Typically, subjects are reluctant to take risks to stop the thief. In the experiment 20 times, only four people to come forward.
Psychologist to change course, swimming in the sea, the subjects verbally request help keep an eye on things, all subjects were agreed. When thieves come back to get the radio, 20 subjects had 19 people come forward. They chased the thief and told him to stop and asked him to explain their actions, but most people would rush to pull him, or simply to wrest from him the radio.
This is because people want to be able to comply with commitments. People psychologically there is a desire to be consistent with past actions. Once made a decision, or select a certain position, there is a pressure to be consistent with it, the decision was made before proof.
Experiment 5: public billboards
Psychologists posing as a volunteer, in a residential area in California, going door to door to make a request to the residents who want to allow to establish a large public billboards in the community grass.
In order to look after the residents understand the billboards put up, they show a photo: a beautiful house almost cover tightly billboard, billboard above the crooked words written "drive carefully." 83% of residents rightly rejected this request.
Psychologists and change a community, Xianxiang residents asked, agree to establish a small sign to promote safe driving. This request is nothing, almost everyone agreed. Two weeks later, the same psychologist holding a photograph of Queen billboards, again seek the consent of the population, only 24 percent of the residents refused this request.
The reason why people with a billboard, generated a different attitude. The reason is that once people agree before a certain request, the latter attitude will change, he will request agreed to strangers, trying to be consistent with their past commitments.
In general, when a person chose to disclose certain position, immediately produce a pressure to maintain this position, because he wanted to look the same before and after the eyes of others. Also, the more people know where you stand, the more you do not want to change it. So, the best way to let the other party keep its commitment, the commitment is to let him write it down, and then as much as possible to show others.
Chapter IV social identity (Social Proof)
Experiment 6: kids afraid of dogs
Psychologists pick up some kindergarten children afraid of dogs, let them spend 20 minutes a day watching a happy little boy playing with the dog. As a result, this approach makes the child afraid of dogs has changed significantly.
Just four days later, 67 percent of children are willing to have got into the ring fence puppy, the puppy to play with. And when other people leave, they still stay there, affectionately tapping or stroking the dog.
This shows that people around our approach to determine their own actions, have a very important role in guiding.
Experiment 7: spectator
The psychologist told a New York University student, pretending to epileptic seizures on the road.
When only a spectator in the presence of 85% of the cases he will choose to help students disease. When there are five bystanders present, students get the help of probability only 31%.
Since the vast majority of people go through alone, will lend a helping hand, we can hardly say that this is a "cold society." However, the general belief, the more the spectator, but in fact the possibility to get help smaller, which is why?
Psychologists believe that there are at least two reasons. The first reason is that when there are more than a spectator, everyone's sense of responsibility will fall, "Maybe other people will help, maybe someone has already done so." As a result, no one to help. The second reason is that everyone else did not see action, I think that since we do not worry, everything is all. Moreover, we do not like look of panic in front of others.
It is important to recognize that the spectator did not take action not because of indifference or lack of good faith, but because they do not know if there is an emergency, do not know whether they have a responsibility to act. If they clearly know their responsibility, their response was very rapid.
When you are in danger, the correct approach is to pick a person to the crowd, staring at him, pointed at him, and said to him directly: "You, in blue jacket sir, I need help, please call an ambulance car to. "by such a simple word, let people around you can understand your situation, define their responsibilities, the elimination of all may hinder or delay rescue of uncertainty.
Chapter V preferences (Liking)
Experiment 8: football title
After the end of final exams, psychologists do telephone survey of Arizona State University students ask their school football team winning or losing a game.
If the game lost, only 17 percent of students said, "our team"; if the last game won, the students used "we" will be increased to 41%.
The reason for this difference is that people similar to themselves people will feel good. Because no one likes a loser, so people prefer to keep their distance or difference and losers.
Chapter VI Authority (Authority)
Experiment 9: Estimated height
Visitors will be a psychologist from the University of Cambridge, in turn introduce students to a university in five classes in Australia. But in each class to introduce him, his identity is not the same.
In the first class, he was introduced to the students; in the second class, he was introduced as a lab assistant; in the third class, he was introduced as a lecturer; in the fourth class, he was introduced senior lecturer; and in the fifth class, he was introduced as a professor.
When he left, a psychologist who asked students to estimate the height of the visitor. It was found that with every rise in status, students on average estimated height increase of 1.5 cm. So, when a visitor is "Professor" than he is "student", to be higher than 6 cm tall.
This shows that the title of the people have a great influence, the more prominent a person's title, it is this person's height on the higher estimate. This reflects the psychology of people looking up authority.
Experiment 10: red light
Psychologists let a 31-year-old man in several different places, red light running across the road.
Half the time, he was dressed in a neatly pressed suit, senior, tie; the other half the time, he was wearing ordinary clothes. When the latter case, and not many people follow him through a red light together; while the former case, simply follow him in droves.
This shows that it is easy to judge from the clothing of authority. If the person wearing an authoritative set of clothes, most people will choose to obey.
Experiment 11: honk
Psychologists at busy intersection in San Francisco to do a survey.
When the green light, if parked in front of the general economy car, not a long time to open, almost all drivers have honked the horn behind, and most people pressed more than once. However, if you are parked in front of a luxury limousine, only 50% of drivers would honk, others honestly waiting in the back until it start up.
This shows that people will judge the status of the owner of the vehicle, the respect people have cars.
Chapter VII scarcity (Scarcity)
Experiment 12: tasting dry spell
Psychologists let some consumers enjoy the same cookie.
Half of the jar has 10 biscuits, while the other half of the jar only two biscuits. Predictably, the higher half of the evaluation of cookies.
This shows that people over scarce things, will make a higher rating. So, instead of telling people what will be, it is better to tell them what is going to lose, it is easier to have an impact on others.
Reprinted from: the behavior patterns of human psychology ---- "influence" notes
Reproduced in: https: //www.cnblogs.com/JoannaQ/p/3520026.html