Influence Part 4 Access

We are more inclined to follow the lead of people who are similar to us. This is why "man on the street" testimonials are often more effective than celebrity endorsements for everyday products. Real-World Applications

Bartenders and baristas often "seed" their tip jars with a few dollars at the start of a shift. This signals to customers that tipping is the social norm. The Dark Side: Pluralistic Ignorance influence part 4

In Part 4 of our series, let’s talk about — the kind that works through: We are more inclined to follow the lead

Most people view influence as a "push" mechanism—I push my idea, and you accept it. This is the realm of sales, debate, and negotiation. It is effective, but it is exhausting. It requires you to be present, alert, and dominant. This signals to customers that tipping is the social norm

Influence Part 4: The Silent Ripple

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Social proof is the psychological phenomenon where people copy the actions of others in an attempt to undertake behavior in a given situation. Essentially, when we are uncertain about how to act, we look to those around us to guide our decisions.