Robert Cialdini’s Principles of Influence: Basic Concepts. Overriding Principle “Click-Whirr ” or Automatic Responding Mother Turkeys Jewelry at Twice the Price! Fixed Action Patterns at Copy Machine Betting the Shortcut Odds (Heuristics) Capitalizing on Genuine Principles
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Recycling Towels in Hotels:Even More Evidence for the Power of Descriptive Norms
Below “Help Save Environment”
Control: HELP SAVE THE ENVIRONMENT. You can show your respect for nature and help save the environment by reusing your towels during your stay
Social Norm: JOIN YOUR FELLOW GUESTS IN HELPING TO SAVE THE ENVIRONMENT. Almost 75% of guests who are asked to participate in our new resource savings program do help by using their towels more than once. You can join your fellow guests in this program to help save the environment by reusing your towels during your stay.
Goldstein, Cialdini, & Griskevicius (2008, J of Consumer Research)