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Industry: Email Alert RSS FeedThe science and practice of persuasion: from business owners to busboys, the ability to harness the power of persuasion is often an essential component of success in the hospitality industry. (Marketing).
Cornell Hotel & Restaurant Administration Quarterly, April, 2002 by Robert B. Cialdini
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>Research reveals that there are six basic principles that govern how one person might influence another. Those principles can be labeled as: liking, reciprocation, consistency, scarcity, social validation, and authority. (1) In the pages that follow we elaborate on each of those six principles and highlight some of their applications in the hospitality industry--for instance, how a restaurant manager might reduce the reservation no-show rate by two-thirds; how to influence the size of the gratuity patrons leave for their servers; how to encourage customers to order additional food when they do not really want it; and how to get customers ...
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