Six Weapons of Influence
Cialdini defines six "weapons of influence":
- Reciprocation - People tend to return a favor.
- Commitment and Consistency - If people commit, verbally or in writing, to an idea or goal, they are more likely to honor that commitment.
- Social Proof - People will do things that they see other people are doing.
- Authority - People will tend to obey authority figures, even if they are asked to perform objectionable acts.
- Liking - People are easily persuaded by other people that they like.
- Scarcity - Perceived scarcity will generate demand.
http://en.wikipedia.org/wiki/Robert_Cialdini
He is best known for his popular book on persuasion and marketing, Influence: The Psychology of Persuasion. Influence has sold over 2 million copies and has been translated into twenty-six languages. It has been listed on the New York Times Business Best Seller List. Fortune Magazine lists Influence in their "75 Smartest Business Books."
LP Strategies to reduce litigation risk
Just read a great article on reducing risk from from retail loss prevention activities. Tons of great information.
While the goal of any loss-prevention program must be to prevent loss, a well-crafted program will be designed to minimize the risk of collateral litigation, which can arise under both state and federal law.
One line in particular is interesting:
On a broader level, stores should emphasize preventing the loss over making the apprehension. Detentions and recovery quotas should be de-emphasized.
Full article can be found at BlankRome.com.
I think this is very important. One bad stop can result in major problems for a retailer. Each shoplifter stopped is an unknown variable. You don't know what they will do to avoid being detained. (Read news stories about shoplifting stops that went bad at LPDiscussions.com) This doesn't mean you never stop a shoplifter, but you need to take extra care to ensure the safety of your staff and minimize exposure to the business.
Four steps to having a great operating store
1. Hire the right people.
2. Train them to do their jobs.
3. Hold them accountable.
4. Treat them with respect.