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Liking enhances influence through personal connections from "summary" of The Psychology of Influence by Joop van der Pligt,Michael Vliek
Personal connections play a pivotal role in how individuals influence one another. When people feel a sense of liking towards someone, they are more likely to be receptive to that person's ideas and requests. This phenomenon can be attributed to the innate human tendency to gravitate towards those we find appealing, whether due to shared interests, physical attractiveness, or charisma. Consider the implications of this dynamic in everyday interactions. A friend asking for a favor is often met with a positive response, while a stranger making the same request might face skepticism. The warmth of personal connections fosters trust and reduces resistance, making individuals more amenable to influence. This can be particularly evident in sales and marketing, wher...
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