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Psychology of Influence

Psychology of Influence

In this Category

Ingratiation as a Persuasive Strategy

How ingratiation techniques such as self-presentation and likability are used to persuade people.


Brainwashing, its origins and its use in cults and media.

The Low-Ball Technique

How the low-ball technique is used in sales scenarios to persuade customers to purchase products, and in other situations as a compliance-gaining strategy.

Social Influence

What causes us to obey to authority figures such as police, teachers and politicians and why do people conform to social norms?

'Big Five' Personality Traits Affect Transportation Effects - Study

A study reveals how the Big Five personality dimensions influence audiences' narrative transportability.

Foot-in-the-Door as a Persuasive Technique

How the 'foot-in-the-door' technique is used as a compliance strategy.

Zimbardo's Stanford Prison Experiment

Zimbardo's Stanford prison experiment revealed how social roles can influence our behavior. We look at how it was conducted and what we can learn from it.

False Memories

How false memories are created and can affect our ability to recall events.

The Subliminal Influence of Ambient Music on Shoppers

How background music in stores and supermarkets influences consumers' purchasing decisions.

Compliance Strategies: Common Persuasion Techniques

What are compliance techniques and how are they used to persuade us to agree to requests?

Asch: Social Influence, Conforming in Groups

The Asch conformity experiments were a series of studies that starkly demonstrated the power of conformity in groups.

Subliminal Advertising

How subliminal advertising has been used to influence the public, including examples.

Influence of Language

How the words we use and media language affect our thinking.

Truth Drugs

Election Day Temperatures Influence Voting Choices - Study

Temperature affects decision making and influences voters' preferred candidate on election day, according to new research.

Social Influence

Why do people to conform in groups? A look at how social influence affects opinions and behavior.

Leading Questions: How Interviewers Influence Eyewitness Testimonies

How leading and loaded questions influence the answers people give.

Norm of Reciprocity and Persuasion

The norm of reciprocity leads us to reward helpful behavior. But how is this social norm is used to influence our actions and purchasing decisions?

The Door-in-the-Face Technique as a Compliance Strategy

How the door-in-the-face technique is used to persuade people to comply with requests.

Minority Influence

Minority influence enables individuals to change the opinions of others. We look at how it changes opinions and the factors that affect minority influence.