Contact Us

If you still have questions or prefer to get help directly from an agent, please submit a request.
We’ll get back to you as soon as possible.

Please fill out the contact form below and we will reply as soon as possible.

  • Courses
  • Tutoring
  • Home
  • Business Management & Operations
  • Management, Leadership, & Organizational Behavior

Six Principles of Influence - Explained

What are Kaufman's Six Principles of Influence?

Written by Jason Gordon

Updated at May 10th, 2022

Contact Us

If you still have questions or prefer to get help directly from an agent, please submit a request.
We’ll get back to you as soon as possible.

Please fill out the contact form below and we will reply as soon as possible.

  • Marketing, Advertising, Sales & PR
    Principles of Marketing Sales Advertising Public Relations SEO, Social Media, Direct Marketing
  • Accounting, Taxation, and Reporting
    Managerial & Financial Accounting & Reporting Business Taxation
  • Professionalism & Career Development
  • Law, Transactions, & Risk Management
    Government, Legal System, Administrative Law, & Constitutional Law Legal Disputes - Civil & Criminal Law Agency Law HR, Employment, Labor, & Discrimination Business Entities, Corporate Governance & Ownership Business Transactions, Antitrust, & Securities Law Real Estate, Personal, & Intellectual Property Commercial Law: Contract, Payments, Security Interests, & Bankruptcy Consumer Protection Insurance & Risk Management Immigration Law Environmental Protection Law Inheritance, Estates, and Trusts
  • Business Management & Operations
    Operations, Project, & Supply Chain Management Strategy, Entrepreneurship, & Innovation Business Ethics & Social Responsibility Global Business, International Law & Relations Business Communications & Negotiation Management, Leadership, & Organizational Behavior
  • Economics, Finance, & Analytics
    Economic Analysis & Monetary Policy Research, Quantitative Analysis, & Decision Science Investments, Trading, and Financial Markets Banking, Lending, and Credit Industry Business Finance, Personal Finance, and Valuation Principles
  • Courses
+ More

Table of Contents

What are Kaufman’s 6 Principles of Influence? 

What are Kaufman’s 6 Principles of Influence? 

Barbara Kaufman proposed six principles of influence that explain in what way influence plays such an important role in successful leadership. 

These drivers represents human drivers and needs that make influence powerful.

  • Reciprocation: The first principle refers to the feeling of obligation to do something for a person that has already done something for you. In other words, it is the act of doing something in return.
  • Commitment and Consistency: Consistency is desirable, because people react positively to messages with a high level of consistency. Politicians often make use of this principle by “sticking to the point” even if that particular point becomes foolish.
  • Social Validation: People often observe others' decisions before making decisions themselves, so as to validate their actions.
  • Liking: People react more positively to people they like because these people often share the same ideas and beliefs. The power of this principle can be seen in the fact that creating a large and good network is nowadays critical in successfully doing business.
  • Authority: Respect for authority influences the reactions of people to the person in authority. Respecting the authority of a certain person that shares information leads people to more emphatically respond to this person.
  • Scarcity: Scarcity makes things more attractive than abundance does. Companies use this fact by selling products and services only up to a certain point in time or in advertising slogans such as “now or never”.
kaufman's six principles principles of influence

Was this article helpful?

Yes
No

Related Articles

  • Six Hats Approach - Explained
  • Herzburg's Two-Factor Theory (Hygiene Theory) - Explained
  • Stress and Individual Behavior - Explained
  • Individual Values - Explained



©2011-2023. The Business Professor, LLC.
  • Privacy

  • Questions

Definition by Author

0
0
Expand