Source
The Small Big
Steve Martin, Noah Goldstein, Robert Cialdini
Book cited across episodes as the source for several studies discussed on the podcast — precise-number framing (including the Uber surge-pricing finding), social-proof/negative-social-proof research including the Arizona petrified-forest study, commitment/consistency and personalization material in Episode 9, and the red-shirt hitchhiker distinctiveness study cited in Episode 59. Described in-episode as containing "52 insights" on influence and persuasion.
Discussed in
- Episode 2 — 2- Five highly effective negotiation tactics
- Episode 4 — 4- How social proof reduces theft and doubles sales
- Episode 9 — 9- How to nudge people into voting- buying and recycling
- Episode 59 — 59- How to stand the f-ck out (red-shirt hitchhiker study)