Marketing/Management - Business Management

Dr. Robert Cialdini provided some rather specific advice for influencing other people successfully. Consider the following situation: Person A did a large favor for Person B. In response, Person B phoned Person A and said, “Thank you very much, that was a really big favor you did for me.

What does Cialdini suggest Person A say?

Among the 6 basic principles presented by Dr. Robert Cialdini; Reciprocity is having the key importance. In which Dr. Cialdini suggests that people are normally tend to return the favor in response of having the favor from someone (Cialdini, 1984). We can observe lots of examples in our society on daily basis that people usually support their liked people in response they also get the likeness from them. During his conferences, he mostly uses the example of country Ethiopia which was providing thousands of dollars in aid to Mexico just after when earthquake hit the city, despite that Ethiopia is suffering from the civil war from last many years, it is because Mexico supported Ethiopia when Italy invaded Ethiopia in 1935. Dr. Cialdini suggests that people response positively if they get positive return from the people whom they previously supported for.

Why does he believe this type of response will help Person A to be more influential in the future?

Similarly, the idea which was presented in the book The Psychology of Persuasion written by Dr. Cialdini is reciprocity. Thanking or positive feedback from the person B to person A will definitely make him feel better. He is supposed to be helpful and supportive for the next time as well. But this process will no longer be continuing if there is no concrete advantage is being taken from person A. So there should be some advantages given to person A as well by person B with the compliments. In the future, it ishighly expected that person A can demand for the favor from person B; and due to the pressure of the blessing in the past by person A; person B will likely be giving positive answer to person A despite having difficult situations. This is proven by the experiments and it is part of human psychology.

Weick wrote about “sense making.”

What does Weick mean by sense making?

Sense making is the process by which people give mean to the experiences. In organization the concept of sense making is used to focus on experiences which are meaningful. It gives the sense of sharing awareness and understanding each other's perspective. Weick dealt with the sense making at the organizational level. It gives the idea about the factors which makes the vision of the organization ambiguous. People use to interpret the situations in their own ways. It was called the property of identity by Weick. Express deliberations at sense making almost always happen when the present state of the planet is recognized to be diverse quite the same as the needed state of the planet, or when there is no evident route to captivate the ...