Persuasive Advocacy. Issue 2 (2nd April 2016)

• Record Type: Journal Article
• Authors: Haycock, Ken; Matthews, Joseph R.
• Is Part Of: Public library quarterly. Volume 35:Issue 2(2016)
• Page Start: 126
• Page End: 135
• Publication Date: 2016-04-02
• Subjects: Advocacy -- authority -- consistency -- library legislative day -- liking -- persuasion -- reciprocity -- Robert Cialdini -- scarcity -- social proof -- social psychology; Public libraries -- Periodicals; Library science -- Periodicals; 027.405
• DOI: Http://www.tandfonline.com/doi/10.1080/01616846.2016.1200362
• Languages: English
• ISSNs: 0161-6846

Abstract

ABSTRACTZ: Librarians need to consider a new approach in order to build more effective advocacy efforts. Building upon the principles developed by Robert Cialdini, a noted social psychologist, the authors suggest that there are six tendencies of human behavior that will positively impact compliance with a request: liking, reciprocity, social proof, authority, consistency and scarcity. In the end, relationships that are built over time are what matter as far as funding decision makers are concerned.