We-ness vs. Like-ness
We-ness vs. Like-ness
From Pre-Suasion by Robert B. Cialdini — Chapter 11
The Framework
"Like us" = shared attributes → liking principle.
How It Works
We-ness vs. Like-ness provides a structured approach to understanding Behavioral Entrainment, Covert Influence, Isopraxism as presented in Chapter 11 of Pre-Suasion.Related Concepts
Concepts explored in the same chapter:
- Behavioral Entrainment
- Covert Influence
- Isopraxism
- Kinship Framing
- Localism
- Locus of Control
- Rapport Building
- Social Currency
📚 From Pre-Suasion by Robert B. Cialdini