Consistency leads to commitment from "summary" of Influence, New and Expanded by Robert B Cialdini
One potent weapon of influence is consistency. Once we have made a choice or taken a stand, we will encounter personal and interpersonal pressures to behave consistently with that commitment. These pressures will cause us to respond in ways that justify our earlier decision. People strive to maintain consistency in their beliefs and actions because it is seen as a desirable personality trait. It is a fundamental part of human nature to want to appear consistent in our words and deeds. Consistency is also a way to reduce cognitive dissonance, the uncomfortable tension that arises from holding two conflicting thoughts at the same time. When we act in ways that are consistent with our beliefs, we feel a sense of internal harmony. Commitment is the result of consistency. Once we have made a commitment, we are more likely to follow through on our promises. A small initial commitment can lead to larger commitments over time. This is known as the "foot-in-the-door" technique, where a person is more likely to comply with a large request after agreeing to a smaller one. Consistency can be reinforced through both internal and external factors. Internally, we want to see ourselves as rational and stable individuals, so we seek to maintain consistency in our behavior. Externally, society rewards consistency with acceptance and approval. We are more likely to be trusted and respected when we are consistent in our actions. By understanding the power of consistency, we can influence others to make commitments and follow through on their promises. This concept is a powerful tool in the art of persuasion.
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