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Six Degrees of Social InfluenceScience, Application, and the Psychology of Robert Cialdini$
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Douglas T. Kenrick, Noah J. Goldstein, and Sanford L. Braver

Print publication date: 2012

Print ISBN-13: 9780199743056

Published to Oxford Scholarship Online: March 2015

DOI: 10.1093/acprof:osobl/9780199743056.001.0001

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Fluency and Social Influence

Fluency and Social Influence

Lessons from Judgment and Decision-Making

(p.39) Chapter 4 Fluency and Social Influence
Six Degrees of Social Influence

Petia Petrova

Norbert Schwarz

Hyunjin Song

Oxford University Press

This chapter examines how people's meta-cognitive experiences (for example, how easy it is to create an image linked to a persuasive message) can influence our decisions. Drawing on Robert Cialdini's principles of influence, it considers the link between fluency and social influence. More specifically, it explains how failure to take the recipient's fluency experience into account can adversely affect influence attempts. It also discusses fluency in relation to social concensus, truth, familiarity, risk perception, future expectations, expected effort, commitment, the tendency to like, judgment, decision-making, and processing style.

Keywords:   meta-cognitive experiences, Robert Cialdini, fluency, social influence, social concensus, truth, risk perception, commitment, judgment, decision-making

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