Influence: Science and Practice Cialdini 2001

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Influence Science and PracticeCialdini (2001)

• Chapter 6
• Authority

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Authority

• There is strong pressure to comply with the
  request of authority.
• Generally, this is a personally and socially
  adaptive trait.
• Offers a shortcut through complexities of life.
• We are taught to obey authority from a very early
  age through virtually all of societys
  institutions.

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Authority

• Profiteers Exploit Mindless, Reflexive Responses
  to Authority
• Authority is very powerful.
• Milgram Experiments
• Dr.s Orders place in R ear, phoned in
  prescription for Astrogen
• Sanka and Marcus Welby, MD
• Monkey Colonies

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Authority

• Mere symbols of Authority Enough to Gain
  Compliance
• Titles
• Size and Status
• Clothing
• Lab Coat
• Guard Uniform
• Well-tailored Business Suit
• e.g., bank examiner scheme
• Trappings e.g., automobiles

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Defense

• Heightened awareness to authority power.
• Recognition of how easily authority can be faked.
• Sensitivity to actual vs. fake authority.
• Is this authority truly an expert?
• Sensitivity to sincerity of authority.
• How truthful can we expect this expert to be?
• e.g., Vincent the Waiter