Psychology Archives

The Concept of Scarcity: Tricking You With “Limited” Stock

Are you tempted by products that are only available for a short time? What about the lure of something exclusive that only a few people have? Is it the product itself or the concept of scarcity of that product drawing you? The concept of scarcity in social psychology is that we are attracted to things that do not appear to be widely available. These things may be having a shortage or may just be accessible by fewer people. According to Robert Cialdini, scarcity influences our decisions. Don’t allow the concept of scarcity to obscure your actual feelings, opening yourself up

Endless Chain Method: Are You Fooled by Name-Dropping?

Have you ever been approached by a salesman who knows your friend or neighbor? Maybe he claims that your friend thought you could really use the product. Or maybe a salesperson asks you to recommend someone else in the neighborhood they could call on? This is the endless chain method in action. The endless chain method is a technique in which each sales prospect is asked for referrals, creating an ongoing chain of possible customers. The endless chain technique relies on the familiarity bias, which favors people you know and like. Learn how you’re manipulated because the requester represents the

Your Sleep Rhythm: How It Works and Why It Matters

What is your sleep rhythm? How does it work, and why does it matter? Your sleep rhythm is the pattern your brain follows while you’re sleeping that controls your stage of sleep: REM or NREM. Your sleep rhythm effects the quality of your sleep, and can have consequences if it’s disrupted.

Likeability Lies: You’re Being Fooled by Charm and Charisma

Have you ever been dazzled by someone’s personality? Maybe they were being charismatic or just generally feel like a warm person. If someone had likeability, would you be more likely to trust them? Likeability is a personal characteristic similar to charisma in which a person easily gains others’ affections. It is a quality known to be useful in manipulating people. See past likeability and don’t get manipulated.

The Halo Effect: Why You’re Shallower Than You Think

Have you ever thought you could tell someone was a smart or good person just by looking at them? Were they also attractive? You were being blinded by the halo effect. The halo effect theory is the idea that people take one positive thing about a person and extrapolate it to other positive characteristics. You might do this based just on what a person looks like. See how the halo bias manipulates your decisions with halo effect examples.

Is Everyone Jumping Off a Bridge? Think for Yourself

Do you ever see people doing something and think you should join in? Have you ever gone along with something a group wanted to do only to regret it? Maybe you realize, “I should think for myself” only after it’s too late. If you want to avoid the fallacy of social proof, you need to think for yourself. The Social Proof Principle is a theory stating that you decide what’s correct based on what other people think is correct. This isn’t always the best course of action and this principle can lead to manipulation. Think for yourself and avoid being

The Milgram Shock Experiment: Sense of Duty Gone Too Far?

Have you ever done anything out of obedience to authority or a sense of duty? Did it ever make you uncomfortable? Would you question the instructions of someone in a position of authority? The Milgram Shock Experiment shows how far you might go. The Milgram Shock Experiment is a study that demonstrated how willing people are to give deference to authority. Their obedience to authority allowed them to inflict pain on others even when they felt uncomfortable. See how a sense of duty played out in the Milgram Shock Experiment.

Consistency Bias: Don’t Double Down on Bad Decisions

Do you feel confident after you’ve made a decision? Even if you were uncertain when weighing options, do you feel committed once a choice has been made? You may be experiencing a consistency bias that stops you from seeing that you made a bad decision. The consistency bias is your inability to see flaws because you’re blinded by the desire to be consistent with previous actions. Behavioral consistency can be contradictory to what is rationally the best decision. Learn how to combat the consistency bias.

What Helps Insomnia? How to Sleep Better Every Night

Do you often find yourself up late at night wondering why you can’t fall asleep? What helps insomnia? Many people suffer from insomnia each year and reach for solutions as to what helps insomnia. Below is an overview of insomnia, and some ideas about what to do when you have insomnia. Remember, before pursuing any treatment, you should consult with a doctor.

Symbols of Authority: Your Title Matters More Than Your Job

Have you ever seen a job title that really impressed you? How do you respond to instructions from someone in uniform? What do you think of someone dressed in a suit versus someone in casual clothes? Title, uniforms, and other clothing are all symbols of authority. Symbols of authority are things like titles, uniforms, and insignia, which can all signal a person is in a position of authority. People are hard-wired to comply with requests that come from an acknowledged and accepted source of authority. See how compliance professionals use the appearance or suggestion of authority to force you to