455. The Influence Equation: Transformational Change with Steve Martin

The Brainy Business | Understanding the Psychology of Why People Buy | Behavioral Economics

In this episode of The Brainy Business podcast, Melina Palmer is joined by Steve Martin, the acclaimed author of Influence at Work and a leading expert in the psychology of persuasion. Steve is known for his collaboration with Robert Cialdini and his extensive work in applying influence and persuasion science to business and public policy.

Steve shares insights into his influence equation, a framework designed to simplify the complex nature of influence by integrating evidence, economics, and emotion. The conversation explores the transformational potential of influence beyond mere transactional interactions, emphasizing its role in organizational and global change. Steve also highlights the importance of context in determining the balance of these elements and shares practical examples from his research and experiences.

In this episode:

• Explore the influence equation and learn how to apply it for transformational change.
• Understand the role of reciprocity in building relationships and networks.
• Discover strategies for influencing large organizations towards consumer-centric approaches.
• Gain insights from Steve's most frequently asked questions on influence.
• Learn about the importance of context in crafting successful influence strategies.

Show Notes:

00:00:00 - Introduction Melina Palmer introduces Steve Martin and his work in influence and persuasion.

00:04:12 - Steve's Background Steve discusses his journey and collaboration with Robert Cialdini.

00:10:30 - Influence Equation Introduction to the influence equation and its components: evidence, economics, and emotion.

00:20:45 - Reciprocity and Relationships The role of reciprocity in influence and relationship-building.

00:30:12 - Transformational Change Strategies for influencing large organizations towards consumer-centric approaches.

00:40:50 - Top 10 Influence Questions Steve shares his answers to frequently asked questions about influence.

00:50:35 - Conclusion What stuck with you while listening to the episode? What are you going to try? Come share it with Melina on social media -- you'll find her as @thebrainybiz everywhere and as Melina Palmer on LinkedIn.

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Get the Books Mentioned on (or related to) this Episode:

• What Your Employees Need and Can't Tell You, by Melina Palmer
• Influence, by Robert Cialdini
• influence Is Your Superpower, by Zoe Chance
• Influence at Work, by Steve Martin
• Invisible Influence, by Jonah Berger

Top Recommended Next Episode: Robert Cialdini Interview (ep 312)

Already Heard That One? Try These:

• Social Proof (ep 87)
• Reciprocity (ep 238)
• Zoe Chance Interview (ep 308)
• Unity (ep 216)
• Vanessa Bohns Interview (ep 318)

Other Important Links:

Brainy Bites - Melina’s LinkedIn Newsletter