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"TAKE IT EASY" The mechanisms behind influence and persuasion
Un exercice pour perfectionner son anglais biomédical : un texte en anglais, avec son glossaire et son mini-quiz.
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The mechanisms underlying psychological influence have been known and studied by psychologists for decades.

An often-cited book in this field is "Influence - The Psychology of Persuasion" by Robert Cialdini, who worked in sales companies to study sales techniques.

Cialdini identified six mechanisms through which humans are influenced and persuaded: reciprocation, consistency, conformity, liking, authority and scarcity. Knowledge of these mechanisms is exploited extensively by marketing teams...

Glossary
consistency • liking • reciprocation • repaying • counter-giving • seeding trials • peers ...

Questions (True or False?)
1- Reciprocation and liking are key mechanisms behind drug reps' influence
 
2- So-called "seeding trials” play upon humans' psychological need for consistency
 
3- Drug reps can only exercise influence during a meal if they mention their products
 
4- Giving and counter-giving are social codes exploited by drug companies

Pour le texte + glossaire + questions/réponses, téléchargez l'exercice complet.

©Compétence 4 • Décembre 2018

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