CIMA E2 Syllabus B. Managing people performance - Weapons of Influence - Notes ^{5 / 6}

Influence is the ability to change others' attitudes, opinions or behaviour and can be direct or indirect.

The 6 weapons of influence established by Cialdini are as follows:

1. Reciprocity - A person can be influenced to help someone who has helped them in the past.

2. Authority - A person can be influenced by someone who has authority.

3. Social proof - Peer pressure is a factor that can influence a person.

4. Commitment and consistency - People like being consistent which means they may be influenced to do something if they had shown initial interest in it.

5. Liking - A person is also influenced by their friends or the people they like.

6. Scarcity - Scarcity of something is likely to influence people because they fear losing it.