Lessons learned from the Apple stores

Researchers have tested many persuasion strategies, including the foot-in-the door and the door-in-the-face techniques, in a variety of contexts. Ultimately, the principles are effective in selling products and changing people’s attitude, ideas, and behaviors (Cialdini & Goldstein, 2004).

Cognitive learning is based on purposive behavior, incidental learning, and insight learning.
E. C. Tolman's theory of purposive behavior emphasizes that much behavior is goal-directed. He argued that to understand behavior, we must look at the entire sequence of actions leading to a goal. For instance, high school students study hard, not just due to past reinforcement but also to achieve the goal of getting into a good college.
Tolman introduced the idea that behavior is influenced by...

Social proof is a form of persuasion based on comparison and conformity. People compare their behavior and actions to what others are doing and will change to conform to do what their peers do.

Hindsight bias leads you to believe that the event you just experienced was predictable, even though it really wasn’t. In other words, you knew all along that things would turn out the way they did. Can you relate this to the phrase "Hindsight is 20/20" now?

In 1653, the French philosopher and scientist Blaise Pascal published "Treatise on the Equilibrium of Liquids," which discussed the principles of static fluids. A static fluid is a fluid that is not in motion. When a fluid is not flowing, we say that the fluid is in static equilibrium. If the fluid is water, we say it is in hydrostatic equilibrium. For a fluid in static equilibrium, the net force on any part of the fluid must be zero; otherwise, the fluid will start to flow. Pascal observed...

Experience suggests that an object at rest remains at rest if left alone, and that an object in motion tends to slow down and stop unless some effort is made to keep it moving. However, Newton's first law gives a deeper explanation of this observation. The study of Newton's laws is like recognizing patterns in nature from which further patterns can be discovered. The genius of Galileo, who first developed the idea for the first law of motion, and Newton, who clarified it, was to ask the...