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Full-Text Articles in Psychology
The Psychology Behind The Marketing Of Alcohol And Tobacco: How We Convince People To Do Things That Are Bad For Them, Sophie Dvorkin
The Psychology Behind The Marketing Of Alcohol And Tobacco: How We Convince People To Do Things That Are Bad For Them, Sophie Dvorkin
CMC Senior Theses
The marketing tactics of the alcohol and tobacco industry are inextricably linked through the psychological basis upon which these companies target their customers. Through the principles of reciprocity, social proof, scarcity, commitment and consistency, unity, and authority featured in Robert Cialdini’s book Influence: The Psychology of Persuasion (2021). The principle of reciprocity explains how companies get customers to buy in, social proof explains our dependence on our peers’ validation, and scarcity explains why we want what we can’t have. The principles of commitment and consistency explain how companies garner long-term customers that see themselves as an extension of a brand, …
The Principles Of Persuasion In Executive Leadership, Sonia Y. Bao
The Principles Of Persuasion In Executive Leadership, Sonia Y. Bao
CMC Senior Theses
Persuasion is becoming increasingly prevalent and important for executives in the business world, especially in light of the current economic situation and the shifting dynamic in organizational management. As a result, it is worth examining the scientific process behind persuasion and how applying these findings will produce more effective executive leaders. This paper will dive into the realm of persuasion in the work place by first drawing upon the history between persuasion and rhetoric, how these historical thought processes have influenced the persuasion we know and understand today, as well as examine how certain techniques can make persuasion most effective, …