"Relationships not only intensify willingness to help but also cause it.
There’s a lesson here. Our ability to create change in others is often and importantly grounded in shared personal relationships, which create a pre-suasive context for assent. It’s a poor trade-off, then, for social influence when we allow present-day forces of separation—distancing societal changes, insulating modern technologies—to take a shared sense of human connection out of our exchanges. [Moi ici: Remember big data]
What kind of existing or perceived relationships maximize the favorable treatment of fellow members? The answer requires a subtle but crucial distinction. The relationships that lead people to favor another most effectively are not those that allow them to say, “Oh, that person is like us.” They are the ones that allow people to say, “Oh, that person is of us.”[Moi ici: Recordar os irmãos de sangue]
The experience of unity is not about simple similarities (although those can work too, but to a lesser degree, via the liking principle). It’s about shared identities. It’s about the categories that individuals use to define themselves and their groups, such as race, ethnicity, nationality, and family, as well as political and religious affiliations. A key characteristic of these categories is that their members tend to feel at one with, merged with, the others. They are the categories in which the conduct of one member influences the self-esteem of other members. Put simply, we is the shared me."
Trechos retirados de "Pre-Suasion: A Revolutionary Way to Influence and Persuade"