The Investor's Shelf — one book
Pre-Suasion: A Revolutionary Way to Influenc
Pre-Suasion: A Revolutionary Way to Influence and Persuade
About Robert B. Cialdini
Regents' professor emeritus of psychology and marketing at Arizona State University who studies compliance and influence.
Influence organises the persuasion research into six principles - reciprocity, commitment and consistency, social proof, authority, liking, scarcity - each tested experimentally and observed in the field among salespeople, fundraisers and negotiators. Pre-Suasion adds the timing question: what an audience attends to immediately before a request changes how they answer it.
Where it sits in the reference 1
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“Cialdini's 2016 follow-up argues that what happens before a message lands is as important as the message itself. The concept of 'privileged moments' — capturing attention in a way that primes receptivity — reframes how to think about campaign sequence and placement.”
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