Theories about Persuasion

To continue the thread that test triage and bug reports could learn from marketing and selling is a link I found somewhere (can’t remember where exactly) about the Theories about Persuasion. For those too lazy to click the original link, through the magic of copy-and-paste here is the guts of the content.

• Bait-and-switch: Great offer that never happens.
• Door In The Face (DITF): Cause rejection then make real offer.
• Foot In The Door (FITD): Make small offer then increase.
• Forced Compliance: Obligation to obey.
• Information Manipulation Theory: Breaking one of the four conversational maxims.
• Persuasion: factors important in persuasion.
• Priming: Setting up memory to be used later.
• Reciprocity Norm: we feel obliged to return favors.
• Scarcity Principle: we want what is of limited availability.
• Sleeper Effect: when persuasive messages increase effectiveness over time.
• Social Influence: How we are strongly influenced by others.
• Subliminal Messages: famous method that is a sham.
• Ultimate Terms: some words are particularly powerful.
• Yale Attitude Change Approach: factors important in persuasion.