Social Engineering Blogs http://www.socialengineeringblogs.com An Aggregator for Blogs About Social Engineering and Related Fields Mon, 17 Aug 2020 14:30:41 +0000 en-US hourly 1 https://wordpress.org/?v=5.2.21 Featured on National Geographic! How Facial Expressions Help Robots Communicate With Us https://www.humintell.com/2020/08/how-facial-expressions-help-robots-communicate-with-us/?pk_campaign=rss_feed&pk_kwd=featured-on-national-geographic-how-facial-expressions-help-robots-communicate-with-us Mon, 17 Aug 2020 14:30:41 +0000 http://www.humintell.com/?p=37063 National Geographic Explores: A wrinkled nose, raised eyebrows, a frowning mouth—all can say a lot without uttering a single word.
Facial expressions are the closest thing humans have to a universal language, and it could change our relationship with a...

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]]> National Geographic Explores: A wrinkled nose, raised eyebrows, a frowning mouth—all can say a lot without uttering a single word.

Facial expressions are the closest thing humans have to a universal language, and it could change our relationship with androids and other human-like robots.

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]]> 10 minute summary of 1 life-changing, mind-altering book on persuasion, psychology & human brain http://www.socialengineeringblogs.com/10-minute-summary-of-1-life-changing-mind-altering-book-on-persuasion-psychology-human-brain/?pk_campaign=rss_feed&pk_kwd=10-minute-summary-of-1-life-changing-mind-altering-book-on-persuasion-psychology-human-brain Wed, 25 Jan 2017 18:53:12 +0000 http://www.thepersuasionrevolution.com/my-biggest-omgs-wtfs-and-fmls-from-2-years-in-business/ Made to Stick is one of my favourite books when it comes to sticky and memorable messages. This is also the book that I recommend and give as a gift the most. I love it THAT much. The book teaches you how to craft sticky, memorable messages and how to do that even if you [...]

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]]> Made to Stick is one of my favourite books when it comes to sticky and memorable messages. This is also the book that I recommend and give as a gift the most. I love it THAT much.

The book teaches you how to craft sticky, memorable messages and how to do that even if you think your idea is lame. . You might think that some ideas are inherently sticky, I did too – but Chip and Dan share a six part framework that allows you to make even lame ideas sticky.

WATCH THE FULL VIDEO BELOW

S – simple. Simple here means presenting an idea in an easy to understand way and to do that quickly. The best way to simplify a hard to understand idea is to use a metaphor. Or equivalence as I call it. For example “Uber for lawnmowers” conveys the idea quickly without having to go into unnecessary detail.

U – unexpected. Our brains react to disruption FAST and it also allows us to cut through the clutter FAST. And let’s be honest if you are talking in the same way that everyone is used to, it’s highly likely that you’ll be ignored. (check out Nordy Stories in the book for more on doing the unexpected in a really good way)

C- concrete. This is all about painting a mental picture. Using sensory words & phrases in your copy is how you best do this. People need to be able to clearly see in their mind what you’re describing.

C – credible. Credibility comes from 2 angles. External; such as an accreditation or endorsement or Internal; where it’s your credibility comes because you found an innovative way to solve a problem. There are some really great examples in the book of these.

E – emotions. Emotions are what drive people …always has, always will. So why is there so often more focus on the logic or the rational aspect of the product? The book has some great ideas on how to tap into emotions to get people to pay attention to your message including the need to belong to a specific group.

S – stories. we all know that stories sell but Heath brothers show us HOW to sell through stories, what kind of stories are the stickiest and why not all stories are created equal.

Even if you aren’t in business the way you present your ideas, how you craft an argument, how you communicate with your children even will CHANGE FOREVER!
Check it out here (NOT an affiliate link)

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]]> How to Use Equivalence to Close ANY Sale in 5 Minutes Flat http://www.socialengineeringblogs.com/how-to-use-equivalence-to-close-any-sale-in-5-minutes-flat/?pk_campaign=rss_feed&pk_kwd=how-to-use-equivalence-to-close-any-sale-in-5-minutes-flat Wed, 25 Jan 2017 18:53:12 +0000 http://www.thepersuasionrevolution.com/10-minute-summary-of-1-life-changing-mind-altering-book-on-persuasion-psychology-human-brain/ What exactly is Equivalence? Equivalence is a nifty little trick to get people instantly interested in what you have to say and it works so well because it is a brilliant way to paint a mental picture quickly and without going through lots of fuzzy, generic words. As an example what mental image do you [...]

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]]> What exactly is Equivalence?
Equivalence is a nifty little trick to get people instantly interested in what you have to say and it works so well because it is a brilliant way to paint a mental picture quickly and without going through lots of fuzzy, generic words.

As an example what mental image do you get when I say:
Uber for Lawn Mowers
Airbnb for cars
LinkedIn for musicians.
TONY ROBBINS for tropical monkies (not really)

You know that Uber for lawnmowers means that this business allows people to sublet their lawnmowers when they aren’t using them.

You know that Linkedin will be a specialized professional social media platform for musicians

This is what I call equivalence.

WATCH THE FULL VIDEO BELOW:

When to use equivalence?
When you want to get your point across quickly
When your business is a bit complex and hard to explain
When you are talking to someone who has no clue to the subject matter
When you want to stand out amongst many similar businesses
Frames of Reference & Associations:

Use a familiar frame of reference, for example, Spain doesn’t have Uber so even though they may have heard of it the won’t necessarily get it.
Please make sure it has a positive association – you don’t want a negative association.
Make sure it has the right association
Do not choose a reference which has more than one predominant association.

How to use equivalence for the win?

Look at the best global brands out there (Interbrand) and see how they do it, look at the best movie characters and fictional characters. For example Hermione from Harry Potter.
Look at what they stand for, is is longevity or loyalty for example – “I’m the Energiser Bunny of…” for longevity.

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]]> Fear is Persuasive http://www.socialengineeringblogs.com/fear-is-persuasive/?pk_campaign=rss_feed&pk_kwd=fear-is-persuasive Mon, 09 Jan 2017 01:54:00 +0000 http://www.socialengineeringblogs.com/?guid=a1606a46425524c5000047d7156b9ba1


Can fear be used to persuade? Can you be convinced and can your behaviour change because you are afraid of the consequences of a specific behaviour? This theory is called the “fear appeal” theory.

A fear appeal is a way of exposing the risks of using or not using a specific product, service or idea. It relies on a threat to the well-being of an individual that motivates him or her to take action and modify their behaviour.

Road safety campaigns certainly use fear appeals a lot, explicitly seeking to shock and frighten the audience to create a feeling of exposure to risk and threat to the individual's well being. This is a strong way of getting the viewer’s attention and create a strong and long lasting memory of the promoted message.

This particular video is part of a french road safety campaign focused on the necessity of the seatbelt for both front and backseat passengers.

In order for fear to be efficient in persuasion, it has to be relatable. In this video, the audience can relate immediately to this common scene of four friends in a car. A woman talks to the audience as a way of capturing the viewer’s full attention, “Something was forgotten in this car”. And right before the crash and the backseat passenger dies, the same voice says “Did you find what is missing? The seatbelt”.

The aim here is to show to the viewer the possible consequences of not wearing a seatbelt, not wearing a seatbelt can be fatal.

The use of fear and shock in such campaigns is based on the finding that when people feel fearful, they are motivated to reduce fear, threat or danger; most likely by complying with the suggested behaviour; in this case, fastening the seatbelt. (Keller, 1999) The literature also states that the more frightened a person is by a fear appeal, the more likely they will take positive preventing actions. As nothing is more frightening than death for most people, the risk of death should be very efficient in modifying people’s behaviour. (Hovland, et al., 1953)


Two cognitive processes underlie the way people respond to a threat: threat appraisal and coping appraisal (Lazarus, 1991) This is why, in order for a fear appeal to be effective in changing people’s behaviour, it should contain both the threat itself and coping efficacy information. (Rogers, 1975; 1983) That way, the level of fear felt by the individual is manageable as he is also given information about adaptive behavioural responses. If the individual feels powerless to change the behaviour, the fear appeal will not be efficient.

This may be one of the reasons why the signs, prevention messages and shocking images on cigarette packs remain quite inefficient in changing people’s behaviour. It may state that smoking kills, but since it does not indicate any specific methods to quit smoking, the fear appeal that is intended to modify people’s behaviour is not as efficient as if an adaptive behavioural response was mentioned alongside the threatening message on the pack. 

References:

Williams, K. C. (2012). Fear Appeal Theory. Research in Business and Economics Journal, p. 63-82

Keller, P. A. (1999). Converting the Unconverted: The Effect of Inclination and Opportunity to

Discount Health-Related Fear Appeals. Journal of Applied Psychology, 84(3), 403-415.

Rogers, R. W. (1975). A Protection Motivation Theory of Fear Appeals and Attitude Change. Journal of Psychology, 91(1), 93-114.

Rogers, R. W. (1983). Cognitive and Physiological Processes in Fear Appeals and Attitude Change: A Revised Theory of Protection Motivation. Social Psychophysiology, J. Cacciopo and R. Petty, eds., New York: Guilford Press.

Lazarus, R. S. (1991). Emotion and Adaptation, New York: Oxford University Press.

Hovland, C. I., Janis, I. L. and Kelley, H. H. (1953). Communication and Persuasion:

Psychological Studies of Obvious Change. New Haven, CT: Yale University Press.

https://www.youtube.com/watch?v=FT66EeDU410&list=LLfH_mlMr4i05kf64gbdzqHQ&index=35

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]]> Can fear be used to persuade? Can you be convinced and can your behaviour change because you are afraid of the consequences of a specific behaviour? This theory is called the “fear appeal” theory. A fear appeal is a way of exposing the risks of using or not using a specific product, service or idea. It relies on a threat to the well-being of an individual that motivates him or her to take action and modify their behaviour.Road safety campaigns certainly use fear appeals a lot, explicitly seeking to shock and frighten the audience to create a feeling of exposure to risk and threat to the individual’s well being. This is a strong way of getting the viewer’s attention and create a strong and long lasting memory of the promoted message.This particular video is part of a french road safety campaign focused on the necessity of the seatbelt for both front and backseat passengers.In order for fear to be efficient in persuasion, it has to be relatable. In this video, the audience can relate immediately to this common scene of four friends in a car. A woman talks to the audience as a way of capturing the viewer’s full attention, “Something was forgotten in this car”. And right before the crash and the backseat passenger dies, the same voice says “Did you find what is missing? The seatbelt”. The aim here is to show to the viewer the possible consequences of not wearing a seatbelt, not wearing a seatbelt can be fatal. The use of fear and shock in such campaigns is based on the finding that when people feel fearful, they are motivated to reduce fear, threat or danger; most likely by complying with the suggested behaviour; in this case, fastening the seatbelt. (Keller, 1999) The literature also states that the more frightened a person is by a fear appeal, the more likely they will take positive preventing actions. As nothing is more frightening than death for most people, the risk of death should be very efficient in modifying people’s behaviour. (Hovland, et al., 1953)Two cognitive processes underlie the way people respond to a threat: threat appraisal and coping appraisal (Lazarus, 1991) This is why, in order for a fear appeal to be effective in changing people’s behaviour, it should contain both the threat itself and coping efficacy information. (Rogers, 1975; 1983) That way, the level of fear felt by the individual is manageable as he is also given information about adaptive behavioural responses. If the individual feels powerless to change the behaviour, the fear appeal will not be efficient.This may be one of the reasons why the signs, prevention messages and shocking images on cigarette packs remain quite inefficient in changing people’s behaviour. It may state that smoking kills, but since it does not indicate any specific methods to quit smoking, the fear appeal that is intended to modify people’s behaviour is not as efficient as if an adaptive behavioural response was mentioned alongside the threatening message on the pack.  References:Williams, K. C. (2012). Fear Appeal Theory. Research in Business and Economics Journal, p. 63-82Keller, P. A. (1999). Converting the Unconverted: The Effect of Inclination and Opportunity to Discount Health-Related Fear Appeals. Journal of Applied Psychology, 84(3), 403-415. Rogers, R. W. (1975). A Protection Motivation Theory of Fear Appeals and Attitude Change. Journal of Psychology, 91(1), 93-114. Rogers, R. W. (1983). Cognitive and Physiological Processes in Fear Appeals and Attitude Change: A Revised Theory of Protection Motivation. Social Psychophysiology, J. Cacciopo and R. Petty, eds., New York: Guilford Press. Lazarus, R. S. (1991). Emotion and Adaptation, New York: Oxford University Press. Hovland, C. I., Janis, I. L. and Kelley, H. H. (1953). Communication and Persuasion: Psychological Studies of Obvious Change. New Haven, CT: Yale University Press. https://www.youtube.com/watch?v=FT66EeDU410&list=LLfH_mlMr4i05kf64gbdzqHQ&index=35

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]]> Don’t Make Decisions When You’re Hungry http://www.socialengineeringblogs.com/dont-make-decisions-when-youre-hungry/?pk_campaign=rss_feed&pk_kwd=dont-make-decisions-when-youre-hungry Tue, 13 Dec 2016 17:54:00 +0000 http://www.socialengineeringblogs.com/?guid=22bd169c2446f3cc023dd59510db9bc5 Don't Make Decisions When You're HungryI was recently listening to a freakonomics podcast called 'How to Make a Bad Decision', that suggested decisions made be judges in asylum courts aren't as objective as we might hope. The podcast focusses on a stud...

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]]> Don’t Make Decisions When You’re HungryI was recently listening to a freakonomics podcast called ‘How to Make a Bad Decision’, that suggested decisions made be judges in asylum courts aren’t as objective as we might hope. The podcast focusses on a study by Chen, Moskowitz, and Shue (2016), which argues that cognitive biases such as ‘the law of small numbers’ and the ‘gambler’s fallacy’ can affect judges’ decisions on whether to approve or deny asylum to a petitioner by as much as a 10% difference. For those seeking asylum, this is a pretty big number when the decision made could greatly affect, and even possibly save theirs and their family’s lives. It’s therefore important to understand these cognitive biases and seek to prevent their effect where possible.The law of small numbers is the tendency for us to overestimate the representativeness of samples to the wider population. For example, consider a scenario in which six babies have recently been born in hospital. When asked which sequence of gender is more likely out of; (a) GGGGGG and; (b) BGBGBG, most people intuitively answer (b), even though each individual event has no relation to the others and every time a baby is born the chance of it being a boy or girl is 50:50 (Kahneman, 2011). This demonstrates how intuitive the law of small numbers is as we assume that our sample of 6 will closely resemble the general population which does balance out as being around 50:50 girls and boys due to the size of the population. In contrast, our sample is very small and therefore it is just as likely for (a) to occur as it is (b), but we don’t intuitively think this.This closely links with the gambler’s fallacy, which is our misunderstanding of the nature of randomness and our intuitive tendency to assign patterns to random processes. This cognitive bias makes us prefer (b) as it has some regularity to it, whereas (a) seems unlikely due to our lack of understanding of random processes and the fact that each individual event is not casually related to the others. Anyway, enough of the technical terms, back to the effect this has on parole judges and consequently, asylum seekers.In Chen et al’s study, the researchers argue that the gambler’s fallacy causes judges to be more likely to deny asylum by up to 5%. This number is based on how many cases the judge had already approved or denied earlier that day. If a judge approved a case the previous day, they are almost 1% more likely the deny the current case they’re looking at the day after. If the previous case was approved on the same day, this number increases to 3%. If three cases are considered on the same day, with the previous two both approved, the judge becomes 5% less likely to approve the third case. This effect is also shown in reverse when a judge denies the previous two cases, they are then 5% more likely to approve the next. This results in a 10% difference between deciding to approve or deny a case, simply based on the approval rate of cases earlier in the day. This is a huge number for a decision affecting something as important as whether or not you will be allowed to remain in the country of your choice.Another study mentioned in the podcast, carried out by Danziger, Levav, and Avnaim-Pesso (2011), suggests that the time since your last meal break also leads to a cognitive bias in decision-making. This is related to Pavlovian classical conditioning, which states that we come to associate positive feelings with the stimulus present at the time after repeated co-occurrences. For example, Pavlov managed to train dogs to salivate at the sound of a bell after repeatedly presenting them with food when the bell sounded, causing them to associate the presentation of food (and the associated response of salivating) with the sound of a bell. Danzinger et al in their study found a similar effect with parole judges. This graph shows the percentage of cases approved by judges across the day, with the dotted line indicating a meal break:As you can see, at the start of the day and immediately after a meal break there was a 65% chance that the judges would approve a case. This gradually declined until it hit 0% just before a meal break, and then shot up to around 65% again straight after the break. This is arguably because the judges experience a good feeling when they have a break and eat some food which they then associate with whatever case they then come to look at, making them more likely to approve the cases close to their meal breaks. This is another cognitive bias that seems to have a great effect on the likelihood of asylum seekers having their case approved.Whilst parole judges are trained to consider the legal merits of cases presented to them, these cognitive biases are largely unknown and not included as part of their training. I think it’s important that courts become more aware of the existence and effects of these in order to attempt to counteract them in judges decisions. In the meantime, if you’re seeking asylum I suggest you somehow aim to get a hearing first thing in the morning before the judge has looked at any other cases, or immediately after they’ve had a meal break. Moskowitz suggests that perhaps a good lawyer would be able to lobby for this. Failing this, perhaps the best option left would be to inconspicuously give the judge a snack so that they come to associate the good feeling they receive from food with your asylum case. Make sure this snack isn’t Twiglets though, because Twiglets taste gross and definitely won’t leave a good taste in the judge’s mouth!References  Cialdini, R. (2009) Influence: Science and Practice. 5th edn. Harlow: Pearson Education (US).  Chen, D. L., Moskowitz, T. J. and Shue, K. (2016) ‘Decision-Making Under the Gambler’s Fallacy:  Evidence from Asylum Judges, Loan Officers, and Baseball Umpires’, SSRN Electronic Journal.  Danziger, S., Levav, J. and Avnaim-Pesso, L. (2011) ‘Extraneous Factors in Judicial Decisions’, Proceedings of the National Academy of Science. 108(17), pp. 6889-6892.  Dubner, S. J. (2016) How to Make a Bad Decision. Freakonomics Radio.  Kahneman, D. (2012) Thinking, Fast and Slow. London: Penguin Press/Classics.By Gemma Crook

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]]> How to Get More Instagram Likes – For Dummies http://www.socialengineeringblogs.com/how-to-get-more-instagram-likes-for-dummies/?pk_campaign=rss_feed&pk_kwd=how-to-get-more-instagram-likes-for-dummies Wed, 23 Nov 2016 16:37:00 +0000 http://www.socialengineeringblogs.com/?guid=417b392cd2d60d0cbacbe0fca2264401 Image result for google pics instagram logo

If you don’t have an Instagram account. Close this now. Read a different blog on here.

Right, now that I’m speaking to the cool kids.

I feel inclined to say that “this (getting more likes than usual) was just an accident, I don’t actually care about Instagram (or facebook) likes, when I got more likes than usual it just… ya know…happened….

BUT…

.

.

.

I would be lying. I care, you care, we all care. Even those that post pictures once every three months, they care. When they come back they want their likes to be above a certain number.

Partial evidence of this is that I think we (avid Instagram users) can all relate to that when Instagram got rid of that feature that changes it from “Shaniqua, Raj and Betty liked your photo” into “3 likes”, we all let out a massive sigh of relief.

Why you ask? Because we would no longer stress about getting the vital 10 likes, and desperately hoping for one more person to like the photo so that “Shaniqua, Raj, Betty, Andy, Pistorius, Wilma, Bushdid911, Olatunde, Delroy, liked your photo” would change to the sophisticated “10 likes”. Now we no longer have that worry as the former comes up as “9 people liked this”.

Image result for when get 10 likes on instagramImage result for when get 10 likes on instagram

However, one thing I didn’t answer is why? Why did people let out a massive sigh of relief...?

Because they care! They want to look popular, they want their ego stroked on Instagram, and apparently, this can only be done by getting a sufficient number of likes.

I say they, but really… sadly, I should say “we.

I’ll throw in some context: the other day I decided to make my studies more worthwhile (I am paying £9K!), so I deactivated twitter because quite frankly I was spending more time on that, then I was writing up my Abnormal Psychology revision notes. However, a leopard never changes its spots and in my case, my spots before twitter was procrastination, so guess what? After deactivating twitter, the procrastination stayed.

 So, what does one who wants to spend more time on their studies do?

 They follow EVERYONE (bar the snakes) from high school, sixth form and uni on Instagram, even though they haven’t posted a picture in over a year. No?  that’s not what one would do?

o…

well….

.

.

.

Here’s why, due to following all these people (and here’s another secret, people love being followed, why? Because it means they have a clearer and higher amount of likes they can expect to receive on future photos) I decided I should post a newer picture and revamp my profile. So, I did, I still had revision notes to make but instead I thought of what the coolest picture and caption of me could be, without ya know, sounding toooooooooooooo cringe.

  

So, then what did I do next you ask? Leave Insta and go back to my responsibilities? No.

 After I established quite a few followers, 40% increase, I decided why just have these followers (who I originally only followed to stalk, we all do it, stop judging me!) when I could also have my ego stroked a little?

So, I posted a photo that I really like.

 Although, I wasn’t sure about the success because it was one I had previously posted on facebook a few months prior, but low and behold, on that picture I got more likes than ever (woohoo!)

Some may say it was all numbers, I had more followers so that would obviously mean more likes.

However, as a psychologist I know it is much…much deeper than that. Purely because, many people have hundreds of followers but don’t have people who engage with them (like/comment on their pictures), so what made my followers engage with mine?

As mentioned earlier, people LIKE to be followed on social media, it provides a sense of security and makes them feel special (I could have followed anyone, but I chose them). Due to these overwhelmingly positive emotions they were feeling, Cialdini would suggest they were acting in line with the reciprocity rule which is seen in all humans, as according to Richard Leakey, who considers the rule of reciprocity as a defining factor of what it means to be human, "We are human because our ancestors learned to share their food and their skills in an honoured network of obligation" (2009, p. 19). Because I followed all these new people and made them feel good about themselves they felt obliged to give something back, and what best to give on Instagram (other than money sent to your PayPal), is a big juicy LIKE.


Moreover, the rule of reciprocity was not the only method being used here, social poof was also present.

Due to Instagram’s lovely social proof features (I’m not getting into that, that’s another blog post, for another day which I, won’t be writing) the fact I was making a comeback was very known, by many people.

IImage result for instagram following page

 This feature not only showed other people that their friends followed me, but it also showed them that their friends liked my picture. Regularly coming up on peoples list and people seeing other people’s behaviour towards me, according to Kelman (1958), would have made them more likely to like my picture too. Kelman argued that if the thoughts and behaviours we are seeing are divergent from our own (everyone else liked the photo), we are motivated to act as the majority does, with the assumption that the majority must be correct. People want to be correct, and that suggests why many more than usual liked my picture, they saw liking it as correct behaviour and not engaging as incorrect.

“So, that’s nice and all for YOU but how do I get more likes?” I hear you wail from behind the Koan.

You don’t. The title was just to lure you in and it worked because now you’re at the end of the blog, yaaayyyyy J

Kidding…

Kind of.

According to the reciprocity rule and social proof, you can get more Instagram likes by:

 1) revamping your profile [especially after a hiatus]

2) following lots of new people from similar circles so the activity comes up on the following page of members from said circles i.e. all from your most recent part time job

3) when you decide to follow someone new, like lots of their photos as they will feel obliged to like and follow back, which could be the start of a beautiful new Instagram friendship.

4) when someone likes your picture out of the blue, like one of theirs back, and you will start a liking sequence which you both benefit from

OR in an alternative universe…

5) delete Instagram, make the revision notes you’ve been putting off, and get to a mind frame in which you don’t even care about likes or need your ego stroked.

haha yh right


you can follow me at @Deanneser

The post How to Get More Instagram Likes – For Dummies appeared first on Social Engineering Blogs.

]]> Image result for google pics instagram logoIf you don’t have an Instagram account. Close this now. Read a different blog on here.Right, now that I’m speaking to the cool kids.I feel inclined to say that “this (getting more likes than usual) was just an accident, I don’t actually care about Instagram (or facebook) likes, when I got more likes than usual it just… ya know…happened….BUT……I would be lying. I care, you care, we all care. Even those that post pictures once every three months, they care. When they come back they want their likes to be above a certain number.Partial evidence of this is that I think we (avid Instagram users) can all relate to that when Instagram got rid of that feature that changes it from “Shaniqua, Raj and Betty liked your photo” into “3 likes”, we all let out a massive sigh of relief.Why you ask? Because we would no longer stress about getting the vital 10 likes, and desperately hoping for one more person to like the photo so that “Shaniqua, Raj, Betty, Andy, Pistorius, Wilma, Bushdid911, Olatunde, Delroy, liked your photo” would change to the sophisticated “10 likes”. Now we no longer have that worry as the former comes up as “9 people liked this”.Image result for when get 10 likes on instagramImage result for when get 10 likes on instagramHowever, one thing I didn’t answer is why? Why did people let out a massive sigh of relief…?Because they care! They want to look popular, they want their ego stroked on Instagram, and apparently, this can only be done by getting a sufficient number of likes.I say they, but really… sadly, I should say “we.I’ll throw in some context: the other day I decided to make my studies more worthwhile (I am paying £9K!), so I deactivated twitter because quite frankly I was spending more time on that, then I was writing up my Abnormal Psychology revision notes. However, a leopard never changes its spots and in my case, my spots before twitter was procrastination, so guess what? After deactivating twitter, the procrastination stayed. So, what does one who wants to spend more time on their studies do? They follow EVERYONE (bar the snakes) from high school, sixth form and uni on Instagram, even though they haven’t posted a picture in over a year. No?  that’s not what one would do?o…well…….Here’s why, due to following all these people (and here’s another secret, people love being followed, why? Because it means they have a clearer and higher amount of likes they can expect to receive on future photos) I decided I should post a newer picture and revamp my profile. So, I did, I still had revision notes to make but instead I thought of what the coolest picture and caption of me could be, without ya know, sounding toooooooooooooo cringe.  So, then what did I do next you ask? Leave Insta and go back to my responsibilities? No. After I established quite a few followers, 40% increase, I decided why just have these followers (who I originally only followed to stalk, we all do it, stop judging me!) when I could also have my ego stroked a little?So, I posted a photo that I really like. Although, I wasn’t sure about the success because it was one I had previously posted on facebook a few months prior, but low and behold, on that picture I got more likes than ever (woohoo!)Some may say it was all numbers, I had more followers so that would obviously mean more likes.However, as a psychologist I know it is much…much deeper than that. Purely because, many people have hundreds of followers but don’t have people who engage with them (like/comment on their pictures), so what made my followers engage with mine?As mentioned earlier, people LIKE to be followed on social media, it provides a sense of security and makes them feel special (I could have followed anyone, but I chose them). Due to these overwhelmingly positive emotions they were feeling, Cialdini would suggest they were acting in line with the reciprocity rule which is seen in all humans, as according to Richard Leakey, who considers the rule of reciprocity as a defining factor of what it means to be human, “We are human because our ancestors learned to share their food and their skills in an honoured network of obligation” (2009, p. 19). Because I followed all these new people and made them feel good about themselves they felt obliged to give something back, and what best to give on Instagram (other than money sent to your PayPal), is a big juicy LIKE.Moreover, the rule of reciprocity was not the only method being used here, social poof was also present.Due to Instagram’s lovely social proof features (I’m not getting into that, that’s another blog post, for another day which I, won’t be writing) the fact I was making a comeback was very known, by many people.IImage result for instagram following page This feature not only showed other people that their friends followed me, but it also showed them that their friends liked my picture. Regularly coming up on peoples list and people seeing other people’s behaviour towards me, according to Kelman (1958), would have made them more likely to like my picture too. Kelman argued that if the thoughts and behaviours we are seeing are divergent from our own (everyone else liked the photo), we are motivated to act as the majority does, with the assumption that the majority must be correct. People want to be correct, and that suggests why many more than usual liked my picture, they saw liking it as correct behaviour and not engaging as incorrect.“So, that’s nice and all for YOU but how do I get more likes?” I hear you wail from behind the Koan.You don’t. The title was just to lure you in and it worked because now you’re at the end of the blog, yaaayyyyy JKidding…Kind of.According to the reciprocity rule and social proof, you can get more Instagram likes by: 1) revamping your profile [especially after a hiatus]2) following lots of new people from similar circles so the activity comes up on the following page of members from said circles i.e. all from your most recent part time job3) when you decide to follow someone new, like lots of their photos as they will feel obliged to like and follow back, which could be the start of a beautiful new Instagram friendship.4) when someone likes your picture out of the blue, like one of theirs back, and you will start a liking sequence which you both benefit fromOR in an alternative universe…5) delete Instagram, make the revision notes you’ve been putting off, and get to a mind frame in which you don’t even care about likes or need your ego stroked.haha yh rightyou can follow me at @Deanneser

The post How to Get More Instagram Likes – For Dummies appeared first on Social Engineering Blogs.

]]> “Here have this hat…but there’s a catch” Reciprocity and persuasion http://www.socialengineeringblogs.com/here-have-this-hat-but-theres-a-catch-reciprocity-and-persuasion/?pk_campaign=rss_feed&pk_kwd=here-have-this-hat-but-theres-a-catch-reciprocity-and-persuasion Wed, 23 Nov 2016 15:22:00 +0000 http://www.socialengineeringblogs.com/?guid=e505308706b043f42a0759f74a49742a
A few years ago when my family and I were holidaying in NYC, we were stopped on the street by a man thrusting hats into our hands.  Being naïve at the time to the power of the rule of reciprocity, my family and I duly accepted the hats.  It was then of course that the man asked if we would kindly donate to a homeless charity.  Feeling the pressure rise we felt compelled to donate at least a few dollars to the charity in question – An excellent use of the reciprocity rule on the part of the charity worker. 
Indeed, this rule has been proved effective in numerous scenarios, with Robert Cialdini (2009) documenting the case of the Krishna religious sect boosting their donations massively upon handing out flowers as ‘gifts’ in an airport.  Empirically, support has been given from Regan (1971) who had two individuals taking part in an experiment on art appreciation.  In reality, one ‘participant’ was actually a confederate who acted in two different ways: With some participants he bought a coke for himself and with others, he bought a coke for himself and the participant.  Later, the confederate asked the participant if they would be willing to buy some raffle tickets.  Regan found that participants who had been given the coke bought twice as many raffle tickets, even though the raffle tickets were more expensive than a can of coke!

 

 

Figure 1 - Regan (1971)

Further evidence comes from Rind and Strohmetz (1999) who investigated reciprocity through the inclusion of a helpful message with a restaurant bill.  Participants were either given a bill as usual or a bill with a message informing them that there was a special dinner featuring excellent seafood on a specified date.  It was found that the mean tip percentage was higher in the message condition.  This can be explained through the reciprocity rule because the waiter has informed the customer of something which is interpreted as helping behaviour.  As such, the customer feels indebted to the waiter so increases their tip.
In conclusion, the reciprocity rule is very effective in inducing compliance.  Individuals are motivated to comply to a request because they feel indebted to the requester.

                                                                                       

References
Cialdini, R. B. (2009). Influence: Science and Practice. Boston: Pearson Education.


Regan, D. T. (1971). Effects of a favour and liking on compliance. Journal of Experimental Social Psychology, 7, 627-639.


Rind, B., & Strohmetz, D. (1999). Effect on restaurant tipping of a helpful message written on the back of customers’ checks. Journal of Applied Social Psychology, 29, 139-144. 

The post “Here have this hat…but there’s a catch” Reciprocity and persuasion appeared first on Social Engineering Blogs.

]]> A few years ago when my family and I were holidaying in NYC, we were stopped on the street by a man thrusting hats into our hands.  Being naïve at the time to the power of the rule of reciprocity, my family and I duly accepted the hats.  It was then of course that the man asked if we would kindly donate to a homeless charity.  Feeling the pressure rise we felt compelled to donate at least a few dollars to the charity in question – An excellent use of the reciprocity rule on the part of the charity worker. Indeed, this rule has been proved effective in numerous scenarios, with Robert Cialdini (2009) documenting the case of the Krishna religious sect boosting their donations massively upon handing out flowers as ‘gifts’ in an airport.  Empirically, support has been given from Regan (1971) who had two individuals taking part in an experiment on art appreciation.  In reality, one ‘participant’ was actually a confederate who acted in two different ways: With some participants he bought a coke for himself and with others, he bought a coke for himself and the participant.  Later, the confederate asked the participant if they would be willing to buy some raffle tickets.  Regan found that participants who had been given the coke bought twice as many raffle tickets, even though the raffle tickets were more expensive than a can of coke!    Figure 1 – Regan (1971)Further evidence comes from Rind and Strohmetz (1999) who investigated reciprocity through the inclusion of a helpful message with a restaurant bill.  Participants were either given a bill as usual or a bill with a message informing them that there was a special dinner featuring excellent seafood on a specified date.  It was found that the mean tip percentage was higher in the message condition.  This can be explained through the reciprocity rule because the waiter has informed the customer of something which is interpreted as helping behaviour.  As such, the customer feels indebted to the waiter so increases their tip.In conclusion, the reciprocity rule is very effective in inducing compliance.  Individuals are motivated to comply to a request because they feel indebted to the requester.                                                                                        ReferencesCialdini, R. B. (2009). Influence: Science and Practice. Boston: Pearson Education. Regan, D. T. (1971). Effects of a favour and liking on compliance. Journal of Experimental Social Psychology, 7, 627-639.Rind, B., & Strohmetz, D. (1999). Effect on restaurant tipping of a helpful message written on the back of customers’ checks. Journal of Applied Social Psychology, 29, 139-144.

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]]> Why did I just buy a jumpsuit I am not sure I even want? http://www.socialengineeringblogs.com/why-did-i-just-buy-a-jumpsuit-i-am-not-sure-i-even-want/?pk_campaign=rss_feed&pk_kwd=why-did-i-just-buy-a-jumpsuit-i-am-not-sure-i-even-want Thu, 17 Nov 2016 14:02:00 +0000 http://www.socialengineeringblogs.com/?guid=df6b7556ade41866e121a545b7b13549

For anyone who knows me, I am IN LOVE with online shopping. Most of my student loan goes into funding my 'hobby' and it is one I am so not ashamed off. Online shopping really kicked off around 2003 (“The History of Online Shopping in a Nutshell”, 2010) when Amazon posted their first yearly profit, although it had been around prior to this; and it was only a few years after this it found a place in my heart...

I think it all started when I was 8 and watched my dad buy our new trampoline online. I was sat with him and helped him choose it and I was SO excited for it to arrive. This excitement got even greater when he told me we didn’t even have to go to the shops to pay for it, his little plastic card had done it for us! The trampoline was to arrive in a week or so.

My dad probably regrets letting me sit in on the purchase, for about 4 months afterwards I was buying toys online and getting them delivered home with his ‘little plastic card’. I obviously pretended I had nothing to do with the strange packages arriving at home most weeks, but soon enough I was caught out. Online shopping is great, you don’t have to traipse around the shops getting hot and bothered trying to find an outfit that might not even be there; everything the store has to offer is on one handy web page.

As the old ‘endowment effect goes’ – consumers value products more once they actually own it, and simply touching an item may increase a shopper’s sense of ownership and compel the consumer to buy the product (Gregory, 2009).

An Ohio State University study demonstrated this effect using coffee mugs (Wolf, Arkes & Muhanna, 2008):

  •           Participants were shown an inexpensive coffee mug and allowed to hold it for either 10 or 30 seconds.
  •           They were then allowed to bid for the mug in a closed (bids cannot be seen) or open (bids can be seen) auction.
  •           Before bidding, the participants were told the retail value of the mug ($3.95 in closed auction, $4.95 in open auction)
  •          Results = People who held the mug for longer bid more
  •          Results = People who held the mug for 30 seconds bid more than the retail price 4 out of 7 times

However, with online shopping you don’t even come close to the product, so how do they persuade us to buy anything? This was answered for me a few days ago when I was once again online shopping.

 

 

I wasn’t really looking for anything in particular, just browsing, but each time I opened a new item I noticed these pop ups appearing. This is definitely a new feature of the Missguided website, as a loyal customer I know their site inside out, but this was the first time I had seen them use this nifty persuasion technique – Social Proof.
Social proof is a phenomenon whereby people assume the actions of others in order to ensure or attempt to reflect the correct behaviour in certain situations. It is a type of conformity, we believe that others have interpreted a situation in a correct way and so we follow their lead. A notable study by Asch demonstrates this effect

  •  A group of 8, 1 participant and 7 confederates to the study, viewed 3 lines
  • They were asked to say which of the 3 lines matched the target line in size
  • This was a very unambiguous task, there was only one line which obviously matched the target
  • The true participant answered last on all trials and the confederates consistently gave the wrong answer to the task
  • Results = 1/3rd of the time, participants conformed to the wrong answer of the confederates

This study shows we base our ideas of what must be correct on what other people seem to be doing, it doesn’t matter what we think is true, it matters what everyone else thinks. So how does this fit into online shopping?

Well, when I saw the jumpsuit I wasn’t sure if I liked it. It was a bit different, unlike most things I owned and I just all round wasn’t sure about it. However, the minute I was told ‘5 people are checking it out now’, ’26 purchases in the last 48 hours’ it was sold. Only after I received it today and realized that it is in fact not very nice at all did it sink in, I had been victim to Missguideds’ social proofing persuasion techniques.

References:

Gregory, S. (2009, March 4). Breaking news, analysis, politics, Blogs, news photos, video, tech reviews - TIME.Com. Retrieved November 17, 2016, from http://content.time.com/time/business/article/0,8599,1889081,00.html

Wolf, J. R., Arkes, H. R., & Muhanna, W. A. (2008). The power of touch: An examination of the effect of duration of physical contact on the valuation of objects. Judgment and Decision Making, 3, 476.

The post Why did I just buy a jumpsuit I am not sure I even want? appeared first on Social Engineering Blogs.

]]> For anyone who knows me, I am IN LOVE with online shopping. Most of my student loan goes into funding my ‘hobby’ and it is one I am so not ashamed off. Online shopping really kicked off around 2003 (“The History of Online Shopping in a Nutshell”, 2010) when Amazon posted their first yearly profit, although it had been around prior to this; and it was only a few years after this it found a place in my heart…I think it all started when I was 8 and watched my dad buy our new trampoline online. I was sat with him and helped him choose it and I was SO excited for it to arrive. This excitement got even greater when he told me we didn’t even have to go to the shops to pay for it, his little plastic card had done it for us! The trampoline was to arrive in a week or so. My dad probably regrets letting me sit in on the purchase, for about 4 months afterwards I was buying toys online and getting them delivered home with his ‘little plastic card’. I obviously pretended I had nothing to do with the strange packages arriving at home most weeks, but soon enough I was caught out. Online shopping is great, you don’t have to traipse around the shops getting hot and bothered trying to find an outfit that might not even be there; everything the store has to offer is on one handy web page. As the old ‘endowment effect goes’ – consumers value products more once they actually own it, and simply touching an item may increase a shopper’s sense of ownership and compel the consumer to buy the product (Gregory, 2009). An Ohio State University study demonstrated this effect using coffee mugs (Wolf, Arkes & Muhanna, 2008):          Participants were shown an inexpensive coffee mug and allowed to hold it for either 10 or 30 seconds.          They were then allowed to bid for the mug in a closed (bids cannot be seen) or open (bids can be seen) auction.          Before bidding, the participants were told the retail value of the mug ($3.95 in closed auction, $4.95 in open auction)         Results = People who held the mug for longer bid more         Results = People who held the mug for 30 seconds bid more than the retail price 4 out of 7 times However, with online shopping you don’t even come close to the product, so how do they persuade us to buy anything? This was answered for me a few days ago when I was once again online shopping.   I wasn’t really looking for anything in particular, just browsing, but each time I opened a new item I noticed these pop ups appearing. This is definitely a new feature of the Missguided website, as a loyal customer I know their site inside out, but this was the first time I had seen them use this nifty persuasion technique – Social Proof.Social proof is a phenomenon whereby people assume the actions of others in order to ensure or attempt to reflect the correct behaviour in certain situations. It is a type of conformity, we believe that others have interpreted a situation in a correct way and so we follow their lead. A notable study by Asch demonstrates this effect A group of 8, 1 participant and 7 confederates to the study, viewed 3 linesThey were asked to say which of the 3 lines matched the target line in sizeThis was a very unambiguous task, there was only one line which obviously matched the targetThe true participant answered last on all trials and the confederates consistently gave the wrong answer to the taskResults = 1/3rd of the time, participants conformed to the wrong answer of the confederatesThis study shows we base our ideas of what must be correct on what other people seem to be doing, it doesn’t matter what we think is true, it matters what everyone else thinks. So how does this fit into online shopping?Well, when I saw the jumpsuit I wasn’t sure if I liked it. It was a bit different, unlike most things I owned and I just all round wasn’t sure about it. However, the minute I was told ‘5 people are checking it out now’, ’26 purchases in the last 48 hours’ it was sold. Only after I received it today and realized that it is in fact not very nice at all did it sink in, I had been victim to Missguideds’ social proofing persuasion techniques. References: Gregory, S. (2009, March 4). Breaking news, analysis, politics, Blogs, news photos, video, tech reviews – TIME.Com. Retrieved November 17, 2016, from http://content.time.com/time/business/article/0,8599,1889081,00.htmlRetrieved November 17, 2016, from http://www.instantshift.com/2010/03/26/the-history-of-online-shopping-in-nutshell/Wolf, J. R., Arkes, H. R., & Muhanna, W. A. (2008). The power of touch: An examination of the effect of duration of physical contact on the valuation of objects. Judgment and Decision Making, 3, 476.

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]]> How sampling can make you Famous http://www.socialengineeringblogs.com/how-sampling-can-make-you-famous/?pk_campaign=rss_feed&pk_kwd=how-sampling-can-make-you-famous Wed, 16 Nov 2016 19:28:00 +0000 http://www.socialengineeringblogs.com/?guid=7daee777e563381b761d260fcfec23bf “Bad artists copy; great artists steal” – Pablo Picasso

Kanye West is many things; Rapper, clothes designer, self-proclaimed genius, future president, God etc. But perhaps his greatest work has come in his role as a producer, where he gained fame for his distinctive style of taking small sections of old soul songs by artists including Smokey Robinson, Marvin Gaye and Otis Redding, speeding them up and looping them to create a beat to rap over. This style of “stealing” classic artwork and reworking them into new expressions has been done by artists for centuries.

A perfect example of Kanye’s sampling genius appears in his song Famous, from The Life of Pablo. In this song, he employees Rhianna to sing the hook originally from Nina Simone’s “Do What You Gotta Do” and loops sections of Sister Nancy’s “Bam Bam”. Combining these two hits with a now infamous line regarding Taylor Swift has seen Famous played over 160 million times on Spotify alone, more than “Do What You Gotta Do” and “Bam Bam” have combined, despite both tracks experiencing significant surges in the number of listens after the song was released.

Even the music video for the song was a reinterpretation of a painting titled “Sleep”. Upon seeing Kanye’s remodelling the original artist, Vincent Desiderio, said his painting “had been sampled, or “spliced,” into a new format and taken to a brilliant and daring extreme!”

Vincent Desiderio's "Sleep"
Kanye West's "Famous"

The list of artists that have benefited from being featured on a Kanye song is extensive. From renowned stars such as Michael Jackson (P.Y.T. is sampled in Good Life), to film scores (the Imperial March from Star Wars provides the baseline for Hell of a Life), diversity of artists is impressive. But sampling doesn’t always work out well. Hungary’s most successful rock group Omega tried to sue Kanye for his use of their song Gyöngyhajú Lány at the end of New Slaves.

Similar controversy can be seen in many different artistic fields. High street fashion retailer Zara is regularly accused of stealing designs from other brands or independent creators. Samsung currently owe Apple almost $120 million for various infringements on patents Apple owns, including swipe to unlock and autocorrect. It appears there is a fine line between artistic theft and illegal copying, and that line is incredibly subjective.

Funnily enough, the quote that started this article has been adapted and reworded so many times it’s hard to know who said it first. The time line of the quotes has been traced, and offers up what essentially becomes a game of Chinese whispers spanning across centuries. The earliest quotation comes in 1892, where W. H. Davenport Adams says “that great poets imitate and improve, whereas small ones steal and spoil”. Since reworking’s of the general sentiment have been attributed to T. S. Elliot, Igor Stravinsky, Steve Jobs and Pablo Picasso. With that level of endorsement, its pretty clear how to advance in this world; Be a classy thief. 
References 

The post How sampling can make you Famous appeared first on Social Engineering Blogs.

]]> “Bad artists copy; great artists steal” – Pablo PicassoKanye West is many things; Rapper, clothes designer, self-proclaimed genius, future president, God etc. But perhaps his greatest work has come in his role as a producer, where he gained fame for his distinctive style of taking small sections of old soul songs by artists including Smokey Robinson, Marvin Gaye and Otis Redding, speeding them up and looping them to create a beat to rap over. This style of “stealing” classic artwork and reworking them into new expressions has been done by artists for centuries.A perfect example of Kanye’s sampling genius appears in his song Famous, from The Life of Pablo. In this song, he employees Rhianna to sing the hook originally from Nina Simone’s “Do What You Gotta Do” and loops sections of Sister Nancy’s “Bam Bam”. Combining these two hits with a now infamous line regarding Taylor Swift has seen Famous played over 160 million times on Spotify alone, more than “Do What You Gotta Do” and “Bam Bam” have combined, despite both tracks experiencing significant surges in the number of listens after the song was released.Even the music video for the song was a reinterpretation of a painting titled “Sleep”. Upon seeing Kanye’s remodelling the original artist, Vincent Desiderio, said his painting “had been sampled, or “spliced,” into a new format and taken to a brilliant and daring extreme!”Vincent Desiderio’s “Sleep”Kanye West’s “Famous” The list of artists that have benefited from being featured on a Kanye song is extensive. From renowned stars such as Michael Jackson (P.Y.T. is sampled in Good Life), to film scores (the Imperial March from Star Wars provides the baseline for Hell of a Life), diversity of artists is impressive. But sampling doesn’t always work out well. Hungary’s most successful rock group Omega tried to sue Kanye for his use of their song Gyöngyhajú Lány at the end of New Slaves. Similar controversy can be seen in many different artistic fields. High street fashion retailer Zara is regularly accused of stealing designs from other brands or independent creators. Samsung currently owe Apple almost $120 million for various infringements on patents Apple owns, including swipe to unlock and autocorrect. It appears there is a fine line between artistic theft and illegal copying, and that line is incredibly subjective. Funnily enough, the quote that started this article has been adapted and reworded so many times it’s hard to know who said it first. The time line of the quotes has been traced, and offers up what essentially becomes a game of Chinese whispers spanning across centuries. The earliest quotation comes in 1892, where W. H. Davenport Adams says “that great poets imitate and improve, whereas small ones steal and spoil”. Since reworking’s of the general sentiment have been attributed to T. S. Elliot, Igor Stravinsky, Steve Jobs and Pablo Picasso. With that level of endorsement, its pretty clear how to advance in this world; Be a classy thief. References Kanye West- FamousPlaylist of songs Kanye has sampledDesiderio’s reaction to “Famous”Zara accused of stealing designsApple vs Samsung lawsuitTracing the origins of “Good Artists Copy; Great Artists Steal”

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]]> Why are some people nonconformists http://www.socialengineeringblogs.com/why-are-some-people-nonconformists/?pk_campaign=rss_feed&pk_kwd=why-are-some-people-nonconformists Thu, 15 Sep 2016 14:27:09 +0000 http://www.socialengineeringblogs.com/?guid=f9565d804b51bf32b89af5ad78d95c87 Most people are conformists who conform to the social norms of their respective societies. After all, man is a social animal right?

Conforming to your social group helps you stay in the good books of the group members. And when you’re in the good books of your group members, they’re likely to...

see more at www.psychmechanics.com

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]]> Most people are conformists who conform to the social norms of their respective societies. After all, man is a social animal right?

Conforming to your social group helps you stay in the good books of the group members. And when you’re in the good books of your group members, they’re likely to…

see more at www.psychmechanics.com

The post Why are some people nonconformists appeared first on Social Engineering Blogs.

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