Book

invisible influence

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Themeresearch-bulk-chunkvla-e8adb8f8

Contextresearch_analysis

What this book knows

Six automatic triggers—reciprocity, consistency, social proof, liking, authority, scarcity—silently steer human compliance far more than conscious reasoning does.

Sex: Absent
Work: Present
Learning: Present
Religion: Absent

mind-and-cognitionobedience-and-authorityself-and-identity

mind-and-cognition

We employ reciprocation, consistency, social proof, liking, authority, and scarcity automatically—reliable cues used when we lack inclination, time, or cognitive resources.
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Our nearly obsessive desire to appear consistent with what we have already done directs our actions with quiet, automatic power.
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self-and-identity

Mechanical consistency lets us go about life happily excused from hard thinking—and shields us from unwelcome answers straight reasoning would force us to face.
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Once he agreed, his attitude changed; he became, in his own eyes, the kind of person who does this sort of thing, who cooperates with good causes.
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obedience-and-authority

Chinese captors used commitment factors systematically on POWs decades before science identified them, producing compliance that overrode soldiers' own values.
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Advertisers harnessed respect for doctors by hiring actors to play them—and the borrowed authority sold coffee for years.
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Illuminates

6 published passages · book excerpt · research analysis

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