Aligning with norms can enhance persuasion from "summary" of Influence, New and Expanded by Robert B Cialdini
One effective way to increase the likelihood of persuasion is by aligning with established norms. When people see that others are behaving in a certain way, they are more likely to follow suit. This concept taps into the human desire to fit in and be part of a group. By conforming to the norms of a particular group or society, individuals can gain acceptance and approval from others. When a message aligns with existing norms, it becomes more persuasive because it is seen as consistent with what is already accepted and expected. In a study conducted by social psychologist Wesley Schultz, it was found that hig...
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