The Weapons of Persuasion is a book written by Robert Cialdini in 2001 and studied for years in all universities around the world. The book is an exhaustive collection of studies, tests, experiments and theories of many researchers who want to explain “how and why we end up saying yes”. Let’s cut to the chase: using the passive voice almost always makes your writing more distant and your message less clear. There are two main reasons for this. Without the instinct we will succumb to information overload, for this reason we use shortcuts. Today the evolution of technology is very rapid, our natural ability to process information risks becoming more and more insufficient to handle the overload of changes, choices and novelties of modern life.

There Is a Tendency Judged Correct

We have created this inadequacy of ours by building a world of radically greater complexity. But why speak precisely of these topics? why take advantage of these weapons to sell? Secondly, the passive voice uses a sentence structure which requires more cognitive effort. Your reader will spend valuable working memory on making sense of the sentence. This decreases the likelihood South Africa Phone Number of you getting your message across. Ellen Langer discovered a very useful fixed action pattern: “Excuse me, I have 5 pages, can I use the copier because I’m in a big hurry?”. The researcher found that by giving an explanation and using the word “why” 95% of the sample was willing to let the person move on. Everything is moved by the word; the “why” triggers an automatic response of acquiescence in the subjects. Also think of the expensive good scheme.

To Consider an Action Adequate

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Let’s explore why the passive form demands more effort. As I told you before, the basic active sentence structure is quite consistent and logical in English. The passive voice turns this all the way around. You first read what was affected. Then you read what happened to it. Lastly, you learn how it was affected. You discover who or what was responsible only at the very end. This sequence differs from how we usually make sense of events. he technique of the free sample, the test without obligation. The rule imposes debts that no one has solicited.

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