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577 books
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762 voters
“the automatic, fixed-action patterns of these animals work very well the great majority of the time. For example, because only healthy, normal turkey chicks make the peculiar sound of baby turkeys, it makes sense for mother turkeys to respond maternally to that single “cheep-cheep” noise.”
― Influence: The Psychology of Persuasion
― Influence: The Psychology of Persuasion
“A well-known principle of human behavior says that when we ask someone to do us a favor we will be more successful if we provide a reason. People simply like to have reasons for what they do.”
― Influence: The Psychology of Persuasion
― Influence: The Psychology of Persuasion
“The customers, mostly well-to-do vacationers with little knowledge of turquoise, were using a standard principle—a stereotype—to guide their buying: “expensive = good.”
― Influence: The Psychology of Persuasion
― Influence: The Psychology of Persuasion
“Ardour in well-doing is a misleading and a treacherous thing. It cries out loudly for employment; you can't satisfy it at first; it wants more and more; it is eager to move mountains and divert the course of rivers. It isn't content till it perspires. And then, too often, when it feels the perspiration on its brow, it wearies all of a sudden and dies, without even putting itself to the trouble of saying, "I've had enough of this.”
― How to Live on 24 Hours a Day
― How to Live on 24 Hours a Day
“Excuse me, I have five pages. May I use the Xerox machine because I have to make some copies? The result was that once again nearly all (93 percent) agreed, even though no real reason, no new information, was added to justify their compliance. Just as the “cheep-cheep” sound of turkey chicks triggered an automatic mothering response from maternal turkeys—even when it emanated from a stuffed polecat—so, too, did the word “because” trigger an automatic compliance response”
― Influence: The Psychology of Persuasion
― Influence: The Psychology of Persuasion
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Yogi’s 2025 Year in Books
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