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...
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