Source
Influence at Work (book)
Steve Martin
Steve Martin's book, published by The Economist, distilling his "influence equation" framework for workplace persuasion — framing, messenger traits (competence, trustworthiness, similarity), the rule of three, incentive timing, unit asking, social proof's channel-dependent effectiveness, and commitment-driven compliance. Source for nearly all of Episode 214.
Also cited via Philip Graves (Episode 256) for a TV-crew street-musician tipping study demonstrating social proof (see Street Musician Tip-Jar Stooge Study).
Discussed in
- Episode 214 — 214-17-persuasion-tactics-in-28-minutes
- Episode 256 — 256-this-small-change-can-make-a-politician-electable (street-musician tipping study)