Commitment and Consistency: Once committed, people tend to stay consistent from "summary" of Influence by Robert B. Cialdini
The principle of commitment and consistency is a powerful tool that influences human behavior. Once individuals make a commitment, whether it is a small or large one, they tend to stay consistent with that commitment. This consistency stems from a deep-seated desire to appear consistent in the eyes of others and to maintain a positive self-image.
When people commit to something, they feel obligated to follow through on that commitment to align their actions with their words. This aligns with the internal drive to be seen as reliable and true to their word. In essence, making a commitment creates a self-imposed pressure to act in a manner consistent with that commitment.
This principle is often exploited by compliance professionals who use small initial commitments to pave the way for larger commitments. Once a person makes a small commitment, such as signing a petition or agreeing to a small request, they are more likely to agree to larger requests later on. This is because they want to maintain consistency in their behavior and beliefs.
Moreover, public commitments are even more powerful as they are visible to others, further reinforcing the need to stay consistent. When individuals make their commitments public, they are more likely to follow through on them to avoid social disapproval or judgment.
The principle of commitment and consistency is deeply ingrained in human psychology and can be a potent tool for influencing behavior. By understanding this principle and how it operates, individuals can harness its power to nudge others towards certain actions or decisions. It is essential to be aware of how commitments can influence behavior and to be mindful of the commitments we make, as they can have a lasting impact on our actions and decisions.
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