Do You Know How You are Being Influenced?

The application of social influence in modern society is big business. How do we persuade others and how are we being persuaded?  A list by Marwell & Schmitt (explanations from workingpsychology.com) gives insight into some of the basic tools:  

         16 Influence Tactics (Marwell & Schmitt, examples by Kelton Rhoads, Ph.D)

Reward. I'll reward you if you do it. "I'll throw in a pair of speakers if you buy it today." "Thanks! I'll make certain your manager knows how helpful you were."

Punishment. I'll punish you if you don't do it. "If you don't buy it today, I won't be able to offer you this special incentive price again." "If I can't get it at that price tomorrow, then I'll take my business elsewhere."

Positive Expertise. Speaking as an authority on the subject, I can tell you that rewards will occur if you do X, because of the nature of reality. "If you start working out at our gym regularly, you'll find that people are more attracted to you physically."

Negative Expertise. Speaking as an authority on the subject, I can tell you that punishments will occur if you do Y, because of the nature of reality. "If you don't buy it today, you may never get another chance--our stock is almost sold out."

Liking, Ingratiation. Getting the prospect into a good frame of mind "Gosh you look nice today. I just love that hat you're wearing! Should we order dessert before we look over the contracts?"

Gifting, Pre-giving. Giving something as a gift, before requesting compliance. The idea is that the target will feel the need to reciprocate later. "Here's a little something we thought you'd like. Now about those contracts . . ."

Debt. Calling in past favors. "After all I've done for you! Come on--this time it's me who needs the favor."

Aversive Stimulation. Continuous punishment, and the cessation of punishment is contingent on compliance. "I'm going to play my classical music at full volume if you insist on playing your rock music at full volume. When you turn yours down, I'll turn mine down."

Moral Appeal. This tactic entails finding moral common ground, and then using the moral commitments of a person to obtain compliance. "You believe that women should get equal pay for equal work, don't you? You don't believe that men are better than women, do you? Then you ought to sign this petition! It's the right thing to do."

Positive Self-feeling. You'll feel better if you X. "If you join our club today, you'll feel better about yourself because you'll know that you're improving every day."

Negative Self-feeling. You'll feel bad if you Y. "If you don't return it to him and apologize, you'll find it hard to live with yourself."

Positive Altercasting. Good people do X. "Smart people tend to sign up for the year in advance, because that's how they can get the best weekly rate."

Negative Altercasting. Only a bad person would do Y. "You're not like those bad sports that whine and complain when they lose a game."

Altruism. Do-Me-A-Favor. "I really need this photocopied right away, can you help me out?" (An extremely common influence tactic and in wide use among friends and acquaintances).

Positive Esteem of Others. Other people will think more highly of you if you X. "People resepect a man who drives a Mercedes."

Negative Esteem of Others. Other people will think worse of you if you Y. "You don't want people thinking that you're a drug-head loser, do you?"

We all use persuasive tactics in our lives; some with pure intentions and others with nefarious intentions.  No judgment, though, it's just a part of our society.  It's good to have an understanding of why we do the things we do; because actions we take that go against our values will lead to feelings of discontentment.  Peace, harmony, integrity, security, happiness:  these are the qualities most of us aspire to have in our lives. 

On the flip side, an awareness of how we are being influenced allows us to create space, becoming more purposeful.  Of course, there's a difference between being influenced into making a small purchase vs a large purchase; none of us has the time or inclination to overanalyze each decision.  

Part of my purpose in sharing this information is to provide examples of when we could be triggered by our need to fulfill other peoples' desires; being true to ourselves is easier when we know who we are and who we wish to become.  Also, you may try to help others but resent it when the same people won't help you.  Analyze and adjust, if necessary, without overanalysis.  Going with the flow can be easier when you know which way the wind is blowing, and why someone might be trying to direct it's path.

Have a wonderful day!

Xo

Conni

Today's Mantra: I choose to have an understanding of what influences my decisions.

Mantra for Every Day: I choose to send love to all; receiving love back multiplied in infinite proportions, creating and nurturing pathways of love.