恐惧诉求（fear appeal）在说服中效果如何？
How effective are fear appeals in persuasion?
恐惧诉求用恐吓让人改变行为，如反吸烟广告。研究表明仅有恐惧不够，还必须提供可行且有效的应对方案，否则会引发否认或回避。温斯泰因的“保护动机理论”强调威胁与效能共同决定说服成败。
Fear appeals use scare tactics to change behavior, like anti-smoking ads. Research shows fear alone is not enough; a feasible effective response must be offered or people deny or avoid. Protection motivation theory stresses threat and efficacy together decide success.
难度 专业 · 适合 大众
CC BY 4.0 · 已核验 · Verified 2026-08-23
来源 · Source
Robert Cialdini,《Influence: The Psychology of Persuasion》Harper Business;中译《影响力》
R. B. Cialdini, Influence, Harper Business; Chinese ed.
#恐惧诉求 #说服 #保护动机
“认知失调”（cognitive dissonance）是什么？
What is cognitive dissonance?
费斯廷格提出当人的态度与行为冲突时会产生不适张力，便倾向于改变其中之一来恢复一致。经典实验里，付钱少却被迫为无聊任务说好话的人，后来反而更觉任务有趣。它说明行为也能重塑态度。
Festinger proposed that conflict between attitude and behavior creates discomfort, driving change in one to restore consistency. In the classic study, those paid little to praise a boring task later found it more interesting. It shows behavior can reshape attitude.
难度 进阶 · 适合 大众
CC BY 4.0 · 已核验 · Verified 2026-08-23
来源 · Source
Robert Cialdini,《Influence: The Psychology of Persuasion》Harper Business;中译《影响力》
R. B. Cialdini, Influence, Harper Business; Chinese ed.
#认知失调 #态度 #一致性
“留面子效应”（door-in-the-face）是什么？
What is the door-in-the-face technique?
留面子效应是先提一个会被拒绝的大请求，再退而求其次提较小请求，对方更易答应。因为对比之下小请求显得合理，且对方有回报妥协的互惠感。它常用于募捐与谈判中的让步策略。
The door-in-the-face technique makes a large request likely refused, then a smaller one that is more readily accepted. By contrast the small one seems reasonable, and the other feels reciprocal obligation to compromise. It is used in fundraising and negotiation concessions.
难度 入门 · 适合 大众
CC BY 4.0 · 已核验 · Verified 2026-08-23
来源 · Source
Robert Cialdini,《Influence: The Psychology of Persuasion》Harper Business;中译《影响力》
R. B. Cialdini, Influence, Harper Business; Chinese ed.
#留面子效应 #说服 #互惠
说服中的“门面效应”（foot-in-the-door）是什么？
What is the foot-in-the-door technique in persuasion?
门面效应是先提一个小请求让人答应，再提更大的相关请求，成功率会提高。因为人一旦答应小请求，会调整自我形象为“乐于合作者”，从而更可能答应后续。它与留面子效应（先大后小）方向相反。
The foot-in-the-door technique first asks a small yes, then a larger related request with higher success. Agreeing small shifts self-image to helpful cooperator, aiding the next yes. It is the reverse of door-in-the-face (big then small).
难度 入门 · 适合 大众
CC BY 4.0 · 已核验 · Verified 2026-08-23
来源 · Source
Robert Cialdini,《Influence: The Psychology of Persuasion》Harper Business;中译《影响力》
R. B. Cialdini, Influence, Harper Business; Chinese ed.
#门面效应 #说服 #依从