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People are more likely to comply with requests that are consistent with their previous actions from "summary" of Influence by Robert B. Cialdini
Consider the following scenario: A person makes a small request of you, and you agree to it. Later on, this same person makes a larger request that is related to the first one. What do you do? If you are like most people, you are more likely to comply with the larger request because it is consistent with your previous action. This phenomenon can be explained by the principle of consistency. When we make a decision or take an action, we like to believe that we are consistent in our beliefs and behaviors. This desire for consistency can be used as a powerful tool of persuasion. Once we have committed to a certain course of action, we are more likely to comply with future requests that are in line with our previous choices. This principle of consistency can be seen in various aspects of our lives, from marketing strategies to social interactions. For example, when a salesperson asks you to try a free sample of a product, they are more likely to make a sale if you enjoy the sample and are asked to make a purchase. By first getting you to agree to a small request, they are setting the stage for compliance with a larger request. Similarly, in social situations, people are more likely to say yes to a request if it is consistent with their previous actions. For instance, if you have helped a friend move in the past, you are more likely to agree to help them move again in the future. This is because you have already demonstrated a willingness to help, and it would be inconsistent with your previous behavior to refuse.- The principle of consistency is a powerful tool of influence. By getting people to make small commitments or take small actions, you can increase the likelihood that they will comply with larger requests in the future. This concept highlights the importance of understanding human behavior and psychology when trying to persuade others.
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