John T. Cacioppo: 2 ideas worth knowing

2 ideas from John T. Cacioppo, each explained in a minute and credited to the original work. Free on Savvy.

Persuasion splits into two routes: careful reasoning, or surface cues
Petty and Cacioppo's model says people process persuasive messages one of two ways. On the 'central route' they weigh the actual arguments, producing attitudes that last and resist…
— Richard E. Petty, John T. Cacioppo, Communication and Persuasion: Central and Peripheral Routes to Attitude Change
Get a yes to a vague favor, then reveal the catch — most people don't back out
Cialdini and colleagues asked students to join a 7 a.m. study, either naming the time upfront or only after they'd already agreed to take part. Revealing the costly detail after co…
— Robert B. Cialdini, John T. Cacioppo, Rosemary Bassett & John A. Miller, Low-Ball Procedure for Producing Compliance: Commitment then Cost

Five ideas worth knowing, every week