Essay on Robert Cialdini

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After spending a good amount of the semester discussing and learning about Robert Cialdini, it is safe to say that no good discussion on influence and persuasion can go very far without talking about the man who wrote the book on influence. After learning about Cialdini, we now know what he identifies as the six weapons of influence. The six weapons are reciprocity, commitment and consistency, social proof, liking, authority and scarcity. By weapons, what Cialdini really relays, are the six behavioral triggers that tend to create habitual and expected compliance. To see if these influences really exist in the real world, we made trips to places where we were going to be potential customers, being sold a product or service by someone. We…show more content…
Despite the wintry conditions, cold and very windy, each dealership was packed with potential customers browsing the lots and test driving new vehicles. Everyone gets a “rush” when in the market for new cars, maybe because we do it so infrequently! Even before dealing with any salespeople, Mike was eager about checking out the 2013 models, and what cool new features are now available. Even though Mike knew he wasn’t going to be making a purchase, he was excited to see what kind of strides Ford had made since the infamous government bailout of 2009. Before we pulled into the dealerships parking lot, we set Mike’s parameters out. Mike was going to be interested in a brand new 2013 Ford F-150 pickup truck, while trading in his 2007 Jeep Grand Cherokee, and having upwards of $10,000 cash to put down as a down payment. Sure those numbers sound steep for a college student, but when in the market for a truck priced at over $40,000 MSRP, we had to make it appear somewhat reasonable for the lurking salesman. As we parked the car, we were both joking around about how quickly we would get approached by an awaiting salesman. We decided to browse the used car lot first, but quickly headed over to the new lot, figuring it would attract a salesman instantaneously. To our dismay, we couldn’t get a salesman to come outside and assist us! I’m sure this was due to the fact the temperatures
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