The issue: The “Liking” principle tells us that people are more likely to say yes to or do favors for people they know and like.
Major Strength: One of the most powerful examples of the “liking” principle at work in this chapter is Cialdini’s anecdote about how Oprah Winfrey’s support of Barack Obama caused his approval ratings to rise. People like Oprah; and therefore are more prone to liking what Oprah likes. Additionally, the idea that we reference sports teams as “we” instead of “they” is a very relevant and relatable example. Many people do this and don’t question the semantics.
Major Weakness: Rating physical attractiveness is not a quantitative measurement, which makes evaluating it a subjective matter. The “halo effect” makes perfect sense, but it seems rather difficult to prove scientifically. With that in mind, I am somewhat skeptical of the data gathered in the Stewart study and the others that based their research on the subjective evaluation of physical features.
Underlying Assumption: The underlying assumption is that we can’t control these click, whirr reactions. We automatically are more trusting of people that seem personable and likeable. Subconsciously we all do it, and as much as we try to be unbiased, that’s just the way it is.
Provocative Questions:
Is it a bad thing to favor people we like? If we are less likely to comply with someone we dislike, it seems like that is a natural and valuable defense mechanism that exists to protect us.
What the hell is a Tupperware party?