{"id":5276,"date":"2013-09-22T16:24:13","date_gmt":"2013-09-22T08:24:13","guid":{"rendered":"http:\/\/www.qiusir.com\/?p=5276"},"modified":"2013-09-22T16:24:13","modified_gmt":"2013-09-22T08:24:13","slug":"%e9%98%ae%e4%b8%80%e5%b3%b0%e3%80%8a%e5%bd%b1%e5%93%8d%e5%8a%9b%e3%80%8b%e7%ac%94%e8%ae%b0","status":"publish","type":"post","link":"https:\/\/www.qiusir.com\/?p=5276","title":{"rendered":"\u962e\u4e00\u5cf0\u300a\u5f71\u54cd\u529b\u300b\u7b14\u8bb0"},"content":{"rendered":"<p>\u636e\u8bf4\u67e5\u7406\u00b7\u8292\u683c\uff08Charlie Thomas Munger\uff09\u7279\u522b\u559c\u6b22\u300a\u5f71\u54cd\u529b\u300b\u8fd9\u672c\u4e66\uff0c\u751a\u81f3\u8fd8\u5411\u4f5c\u8005\u7f57\u4f2f\u7279\u00b7\u897f\u5965\u8fea\u5c3c\uff08Robert B.Cialdini\uff09\u8d60\u9001\u4e86\u4e00\u80a1\u4f2f\u514b\u5e0c\u5c14\u54c8\u6492\u97e6\u516c\u53f8\u7684\u80a1\u7968\uff08\u4ef7\u503c10\u4e07\u7f8e\u5143\uff09\u3002<\/p>\n<blockquote><p>\u8fd9\u672c\u4e86\u4e0d\u8d77\u7684\u4e66\uff0c\u89e3\u91ca\u4e86\u6211\u4eec\u5982\u4f55\u88ab\u4ed6\u4eba\u64cd\u63a7\uff0c\u53ef\u522b\u72b9\u8c6b\u628a\u5b83\u63a8\u8350\u7ed9\u4f60\u7684\u670b\u53cb\u3002<\/p><\/blockquote>\n<p>\u4e0b\u9762\u6458\u5f55\u4e86\u4e66\u4e2d\u63d0\u5230\u7684\u4e00\u4e9b\u5fc3\u7406\u5b66\u5b9e\u9a8c\uff0c\u8fd9\u662f\u5168\u4e66\u6700\u6709\u610f\u601d\u7684\u90e8\u5206\u3002(\u8f6c\u53d1\u662f\u89c9\u5f97\u5bf9\u6559\u5e08\u6709\u67d0\u4e2a\u4fa7\u9762\u7684\u542f\u53d1~)<br \/>\n\u7b2c\u4e00\u7ae0 \u5fc3\u7406\u5f71\u54cd<br \/>\n\u5b9e\u9a8c1\uff1a\u63d2\u961f<br \/>\n\u4e00\u4e2a\u5fc3\u7406\u5b66\u5bb6\u8dd1\u5230\u56fe\u4e66\u9986\uff0c\u8bf7\u6392\u961f\u7b49\u5019\u590d\u5370\u7684\u4eba\u5e2e\u5979\u4e00\u4e2a\u5c0f\u5fd9\u3002<br \/>\n&#8220;\u5bf9\u4e0d\u8d77\uff0c\u6211\u67095\u9875\u7eb8\u8981\u590d\u5370\uff0c\u80fd\u4e0d\u80fd\u8ba9\u6211\u5148\u590d\u5370\u5462\uff1f&#8221;\u5f53\u5979\u8fd9\u6837\u8bf4\u65f6\uff0c60%\u7684\u4eba\u7b54\u5e94\u4e86\u3002<br \/>\n\u7136\u540e\uff0c\u5979\u6362\u4e86\u4e00\u79cd\u8bf4\u6cd5\uff1a&#8221;\u5bf9\u4e0d\u8d77\uff0c\u80fd\u4e0d\u80fd\u8ba9\u6211\u5148\u590d\u5370\u5462\uff1f\u56e0\u4e3a\u6211\u8981\u590d\u5370\u51e0\u9875\u7eb8\u3002&#8221;\u5979\u53ea\u591a\u52a0\u4e86\u4e24\u4e2a\u5b57&#8221;\u56e0\u4e3a&#8221;\uff0c\u4f46\u540c\u610f\u7684\u4eba\u5c45\u7136\u589e\u52a0\u5230\u4e8693%\u3002<br \/>\n\u867d\u7136\u5fc3\u7406\u5b66\u5bb6\u65e9\u5c31\u77e5\u9053\uff0c\u5f53\u6211\u4eec\u8bf7\u522b\u4eba\u5e2e\u5fd9\u65f6\uff0c\u5982\u679c\u80fd\u591f\u8bb2\u51fa\u4e00\u4e2a\u7406\u7531\uff0c\u5f97\u5230\u5e2e\u52a9\u7684\u53ef\u80fd\u6027\u5c31\u66f4\u5927\u3002<strong>\u4f46\u662f\u8fd9\u4e2a\u5b9e\u9a8c\u8bc1\u660e\uff0c\u53ea\u662f\u542c\u5230&#8221;\u56e0\u4e3a&#8221;\u4e24\u4e2a\u5b57\uff0c\u4eba\u4eec\u5c31\u4f1a\u8ba4\u4e3a\u5979\u662f\u6709\u7406\u7531\u7684\uff0c\u4ece\u800c\u7ed9\u4e88\u5e2e\u52a9\u3002\u8fd9\u8bc1\u660e\u4e86\u4eba\u7c7b\u5b58\u5728\u5fc3\u7406\u5b9a\u52bf\uff0c\u4f1a\u4e0d\u81ea\u89c9\u5730\u53d7\u5230\u5f71\u54cd\u3002<\/strong><\/p>\n<p>\u7b2c\u4e8c\u7ae0 \u4e92\u60e0\uff08Reciprocity\uff09<br \/>\n\u5b9e\u9a8c2\uff1a\u6350\u6b3e\u4fe1<br \/>\n\u7f8e\u56fd\u4f24\u6b8b\u519b\u4eba\u534f\u4f1a\u6bcf\u5e74\u53d1\u51fa\u5f88\u591a\u52df\u6350\u4fe1\uff0c\u7ecf\u8fc7\u7edf\u8ba1\uff0c18%\u7684\u6536\u4fe1\u4eba\u4f1a\u6350\u6b3e\u3002<br \/>\n\u6709\u4e00\u5e74\uff0c\u8be5\u534f\u4f1a\u4e3b\u52a8\u5728\u4fe1\u4e2d\u653e\u4e86\u4e00\u4e2a\u5c0f\u793c\u7269\uff08\u6bd4\u5982\u80cc\u9762\u6d82\u4e86\u4e0d\u5e72\u80f6\u7684\u6807\u7b7e\uff09\uff0c\u7ed3\u679c\u6350\u6b3e\u7387\u51e0\u4e4e\u7ffb\u4e86\u4e00\u500d\uff0c35%\u7684\u6536\u4fe1\u4eba\u6350\u6b3e\u4e86\u3002<br \/>\n\u8fd9\u8bf4\u660e\u4eba\u4eec\u5b58\u5728&#8221;\u4e92\u60e0\u5fc3\u7406&#8221;\uff0c\u63a5\u53d7\u522b\u4eba\u7684\u793c\u7269\u540e\u4f1a\u6709\u4e00\u79cd\u8d1f\u503a\u611f\uff0c\u89c9\u5f97\u81ea\u5df1\u5e94\u8be5\u56de\u62a5\u3002\u6240\u4ee5\uff0c<strong>\u5148\u7ed9\u4e88\u522b\u4eba\u4e00\u70b9\u5c0f\u6069\u5c0f\u60e0\uff0c\u7136\u540e\u518d\u63d0\u51fa\u8bf7\u6c42\uff0c\u5c06\u4f1a\u5927\u5927\u63d0\u9ad8\u5bf9\u65b9\u7b54\u5e94\u8bf7\u6c42\u7684\u53ef\u80fd\u6027\u3002<\/strong><\/p>\n<p>\u5b9e\u9a8c3\uff1a\u966a\u540c\u53c2\u89c2<br \/>\n\u5fc3\u7406\u5b66\u5bb6\u6765\u5230\u5927\u5b66\u6821\u56ed\uff0c\u8be2\u95ee\u5927\u5b66\u751f\u4eec\u662f\u5426\u613f\u610f\u966a\u4e00\u7fa4\u5c11\u5e74\u72af\u53bb\u53c2\u89c2\u52a8\u7269\u56ed\uff0c\u53ea\u670917%\u5b66\u751f\u8868\u793a\u613f\u610f\u3002<br \/>\n\u5fc3\u7406\u5b66\u5bb6\u6362\u4e86\u4e00\u79cd\u8bf4\u6cd5\uff0c\u5148\u95ee\u4f60\u662f\u5426\u613f\u610f\u6bcf\u5468\u4e3a\u5c11\u5e74\u72af\u63d0\u4f9b2\u5c0f\u65f6\u7684\u54a8\u8be2\u670d\u52a1\uff0c\u81f3\u5c11\u575a\u6301\u4e24\u5e74\uff1f\u6240\u6709\u4eba\u90fd\u8868\u793a\u4e0d\u613f\u610f\u3002\u5fc3\u7406\u5b66\u5bb6\u53c8\u95ee\uff0c\u90a3\u4e48\u4f60\u662f\u5426\u613f\u610f\u966a\u4ed6\u4eec\u53bb\u53c2\u89c2\u4e00\u6b21\u52a8\u7269\u56ed\u5462\uff1f\u8fd9\u4e00\u6b21\uff0c50%\u7684\u5b66\u751f\u8868\u793a\u613f\u610f\u3002<br \/>\n\u53ef\u4ee5\u770b\u5230\uff0c\u8ba9\u5bf9\u65b9\u5148\u62d2\u7edd\u4e00\u4e2a\u66f4\u5927\u7684\u8bf7\u6c42\uff0c\u4f1a\u4f7f\u5f97\u53e6\u4e00\u4e2a\u8f83\u5c0f\u7684\u8bf7\u6c42\u88ab\u63a5\u53d7\u7684\u53ef\u80fd\u6027\u4e0a\u5347\u4e09\u500d\u3002\u5fc3\u7406\u5b66\u7684\u89e3\u91ca\u662f\uff0c\u4eba\u4eec\u4e0d\u559c\u6b22\u6709\u8d1f\u503a\u611f\uff0c\u5f53\u4f60\u62d2\u7edd\u5bf9\u65b9\u7684\u65f6\u5019\u5c31\u4f1a\u5f62\u6210\u6f5c\u5728\u7684\u8d1f\u503a\u611f\uff0c\u5373\u4f7f\u4f60\u5b9e\u9645\u4e0a\u6ca1\u6709\u6b20\u5bf9\u65b9\u4efb\u4f55\u4e1c\u897f\u3002\u4e3a\u4e86\u505a\u5230\u4e0d\u4e8f\u6b20\uff0c\u4eba\u4eec\u5f80\u5f80\u4f1a\u540c\u610f\u7b2c\u4e8c\u4e2a\u8f83\u5c0f\u7684\u8bf7\u6c42\u3002\u53e6\u4e00\u65b9\u9762\uff0c\u8fd9\u91cc\u8fd8\u6d89\u53ca\u5fc3\u7406\u5b66\u7684\u5bf9\u6bd4\u539f\u7406\uff0c\u56e0\u4e3a\u4e24\u4e2a\u8bf7\u6c42\u5f62\u6210\u5bf9\u6bd4\uff0c\u4f7f\u5f97\u7b2c\u4e8c\u4e2a\u8bf7\u6c42\u770b\u4e0a\u53bb\u4e0d\u90a3\u4e48\u8fc7\u4efd\uff0c\u6240\u4ee5\u66f4\u6709\u53ef\u80fd\u5f97\u5230\u540c\u610f\u3002<br \/>\n<strong>\u8fd9\u79cd\u60c5\u51b5\u5728\u5b9e\u9645\u751f\u6d3b\u4e2d\u7684\u5e94\u7528\u662f\uff0c\u5982\u679c\u4f60\u8981\u5411\u522b\u4eba\u63a8\u9500\uff0c\u5c31\u8981\u5148\u5c55\u793a\u8d28\u6b21\u4ef7\u9ad8\u7684\u5546\u54c1\uff1b\u5982\u679c\u4f60\u8981\u5411\u522b\u4eba\u501f\u94b1\uff0c\u5c31\u8981\u5148\u5f00\u53e3\u501f\u4e00\u4e2a\u5f88\u9ad8\u7684\u91d1\u989d\u3002\u8fd9\u6837\u4f1a\u589e\u52a0\u7b2c\u4e8c\u4e2a\u8bf7\u6c42\u88ab\u63a5\u53d7\u7684\u53ef\u80fd\u6027\u3002<\/strong><\/p>\n<p>\u7b2c\u4e09\u7ae0 \u627f\u8bfa\u548c\u4e00\u81f4\uff08Commitment and Consistency\uff09<br \/>\n\u5b9e\u9a8c4\uff1a\u770b\u7ba1\u7269\u54c1<br \/>\n\u5fc3\u7406\u5b66\u5bb6\u5728\u6d77\u6ee9\u4e0a\u968f\u4fbf\u627e\u4e00\u4e2a\u4eba\u4f5c\u4e3a\u5b9e\u9a8c\u5bf9\u8c61\uff0c\u5728\u79bb\u4ed61\u7c73\u7684\u5730\u65b9\uff0c\u653e\u4e0b\u6d74\u5dfe\uff0c\u5f88\u653e\u677e\u5730\u8eba\u5728\u4e0a\u9762\uff0c\u542c\u7740\u4fbf\u643a\u5f0f\u6536\u97f3\u673a\u4f20\u51fa\u6765\u7684\u97f3\u4e50\u3002\u51e0\u5206\u949f\u4e4b\u540e\uff0c\u5fc3\u7406\u5b66\u5bb6\u4ece\u6d74\u5dfe\u4e0a\u722c\u8d77\u6765\uff0c\u5411\u5927\u6d77\u8d70\u53bb\u3002<br \/>\n\u8fc7\u4e86\u4e00\u4f1a\uff0c\u4e00\u4e2a\u5047\u626e\u7684\u5c0f\u5077\u6765\u4e86\uff0c\u62ff\u8d77\u6536\u97f3\u673a\u5c31\u8d70\u3002\u901a\u5e38\u60c5\u51b5\u4e0b\uff0c\u5b9e\u9a8c\u5bf9\u8c61\u90fd\u4e0d\u613f\u5192\u9669\u53bb\u963b\u62e6\u90a3\u4e2a\u5c0f\u5077\u3002\u572820\u6b21\u7684\u5b9e\u9a8c\u4e2d\uff0c\u53ea\u67094\u4e2a\u4eba\u633a\u8eab\u800c\u51fa\u3002<br \/>\n\u5fc3\u7406\u5b66\u5bb6\u6539\u53d8\u505a\u6cd5\uff0c\u5728\u4e0b\u6d77\u6e38\u6cf3\u65f6\uff0c\u53e3\u5934\u8bf7\u6c42\u5b9e\u9a8c\u5bf9\u8c61\u5e2e\u5fd9\u7167\u770b\u4e00\u4e0b\u4e1c\u897f\uff0c\u6240\u6709\u5b9e\u9a8c\u5bf9\u8c61\u90fd\u7b54\u5e94\u4e86\u3002\u5f53\u5c0f\u5077\u518d\u6765\u62ff\u6536\u97f3\u673a\u65f6\uff0c20\u4e2a\u5b9e\u9a8c\u5bf9\u8c61\u4e2d\u670919\u4e2a\u4eba\u633a\u8eab\u800c\u51fa\u3002\u4ed6\u4eec\u8ffd\u8d76\u7740\u5c0f\u5077\uff0c\u53eb\u4ed6\u505c\u4e0b\u6765\uff0c\u8981\u6c42\u4ed6\u5bf9\u81ea\u5df1\u7684\u884c\u4e3a\u505a\u51fa\u89e3\u91ca\uff0c\u800c\u4e14\u5927\u591a\u6570\u4eba\u90fd\u4f1a\u51b2\u4e0a\u53bb\u62c9\u4f4f\u4ed6\uff0c\u6216\u8005\u5e72\u8106\u628a\u6536\u97f3\u673a\u4ece\u4ed6\u624b\u91cc\u593a\u8fc7\u6765\u3002<br \/>\n\u8fd9\u662f\u56e0\u4e3a\u4eba\u4eec\u5e0c\u671b\u80fd\u591f\u9075\u5b88\u627f\u8bfa\u3002\u4eba\u4eec\u5728\u5fc3\u7406\u4e0a\u6709\u4e00\u79cd\u8981\u4e0e\u8fc7\u53bb\u7684\u6240\u4f5c\u6240\u4e3a\u4fdd\u6301\u4e00\u81f4\u7684\u613f\u671b\u3002<strong>\u4e00\u65e6\u505a\u51fa\u4e86\u67d0\u4e2a\u51b3\u5b9a\uff0c\u6216\u9009\u62e9\u4e86\u67d0\u79cd\u7acb\u573a\uff0c\u5c31\u6709\u4e00\u79cd\u538b\u529b\u8981\u4e0e\u5b83\u4fdd\u6301\u4e00\u81f4\uff0c\u8bc1\u660e\u4e4b\u524d\u6240\u505a\u7684\u51b3\u7b56\u3002<\/strong><\/p>\n<p>\u5b9e\u9a8c5\uff1a\u516c\u76ca\u5e7f\u544a\u724c<br \/>\n\u5fc3\u7406\u5b66\u5bb6\u5047\u626e\u6210\u4e49\u5de5\uff0c\u5728\u52a0\u5dde\u7684\u4e00\u4e2a\u5c45\u6c11\u533a\u5185\uff0c\u6328\u5bb6\u6328\u6237\u5730\u5411\u5c45\u6c11\u4eec\u63d0\u51fa\u8bf7\u6c42\uff0c\u5e0c\u671b\u5141\u8bb8\u5728\u793e\u533a\u8349\u5730\u4e0a\u6811\u7acb\u4e00\u5757\u8d85\u5927\u7684\u516c\u76ca\u5e7f\u544a\u724c\u3002<br \/>\n\u4e3a\u4e86\u8ba9\u5c45\u6c11\u4e86\u89e3\u5e7f\u544a\u724c\u7ad6\u8d77\u6765\u4e4b\u540e\u7684\u6837\u5b50\uff0c\u4ed6\u4eec\u5c55\u793a\u4e86\u4e00\u5f20\u7167\u7247\uff1a\u4e00\u680b\u6f02\u4eae\u7684\u623f\u5b50\u51e0\u4e4e\u88ab\u5e7f\u544a\u724c\u906e\u5f97\u4e25\u4e25\u5b9e\u5b9e\uff0c\u5e7f\u544a\u724c\u4e0a\u9762\u6b6a\u6b6a\u626d\u626d\u5730\u5199\u7740\u51e0\u4e2a\u5b57&#8221;\u5c0f\u5fc3\u9a7e\u9a76&#8221;\u300283%\u7684\u5c45\u6c11\u7406\u6240\u5f53\u7136\u5730\u62d2\u7edd\u4e86\u8fd9\u4e2a\u8981\u6c42\u3002<br \/>\n\u5fc3\u7406\u5b66\u5bb6\u53c8\u6362\u4e86\u4e00\u4e2a\u793e\u533a\uff0c\u5148\u5411\u5c45\u6c11\u8be2\u95ee\uff0c\u662f\u5426\u540c\u610f\u6811\u7acb\u4e00\u5757\u5ba3\u4f20\u5b89\u5168\u9a7e\u9a76\u7684\u5c0f\u724c\u5b50\u3002\u8fd9\u4e2a\u8bf7\u6c42\u4e0d\u7b97\u4ec0\u4e48\uff0c\u51e0\u4e4e\u6240\u6709\u4eba\u90fd\u7b54\u5e94\u4e86\u3002\u4e24\u4e2a\u661f\u671f\u540e\uff0c\u5fc3\u7406\u5b66\u5bb6\u62ff\u7740\u540c\u4e00\u5f20\u5927\u5e7f\u544a\u724c\u7684\u7167\u7247\uff0c\u518d\u6765\u5f81\u6c42\u5c45\u6c11\u540c\u610f\uff0c\u8fd9\u6b21\u53ea\u670924%\u7684\u5c45\u6c11\u62d2\u7edd\u8fd9\u4e2a\u8981\u6c42\u3002<br \/>\n\u4eba\u4eec\u4e4b\u6240\u4ee5\u5bf9\u540c\u4e00\u5f20\u5e7f\u544a\u724c\uff0c\u4ea7\u751f\u4e0d\u540c\u7684\u6001\u5ea6\u3002\u539f\u56e0\u5c31\u662f\u4e00\u65e6\u4eba\u4eec\u4e4b\u524d\u540c\u610f\u4e86\u67d0\u4e2a\u8bf7\u6c42\uff0c\u540e\u9762\u7684\u6001\u5ea6\u5c31\u4f1a\u53d1\u751f\u6539\u53d8\uff0c\u4ed6\u4f1a\u7b54\u5e94\u964c\u751f\u4eba\u7684\u8bf7\u6c42\uff0c\u52aa\u529b\u4e0e\u81ea\u5df1\u8fc7\u53bb\u7684\u627f\u8bfa\u4fdd\u6301\u4e00\u81f4\u3002<br \/>\n<strong>\u4e00\u822c\u6765\u8bf4\uff0c\u5f53\u4e00\u4e2a\u4eba\u516c\u5f00\u9009\u62e9\u4e86\u67d0\u79cd\u7acb\u573a\u4e4b\u540e\uff0c\u9a6c\u4e0a\u5c31\u4ea7\u751f\u4e00\u79cd\u7ef4\u6301\u8fd9\u4e2a\u7acb\u573a\u7684\u538b\u529b\uff0c\u56e0\u4e3a\u4ed6\u60f3\u5728\u522b\u4eba\u773c\u91cc\u663e\u5f97\u524d\u540e\u4e00\u81f4\u3002\u800c\u4e14\uff0c\u77e5\u9053\u4f60\u7684\u7acb\u573a\u7684\u4eba\u8d8a\u591a\uff0c\u4f60\u5c31\u8d8a\u4e0d\u613f\u610f\u53bb\u6539\u53d8\u5b83\u3002\u6240\u4ee5\uff0c\u8ba9\u5bf9\u65b9\u4fe1\u5b88\u627f\u8bfa\u7684\u6700\u597d\u65b9\u6cd5\uff0c\u5c31\u662f\u8ba9\u4ed6\u628a\u627f\u8bfa\u5199\u4e0b\u6765\uff0c\u518d\u5c3d\u91cf\u591a\u5730\u5411\u4ed6\u4eba\u5c55\u793a\u3002<\/strong><\/p>\n<p>\u7b2c\u56db\u7ae0 \u793e\u4f1a\u8ba4\u540c\uff08Social Proof\uff09<br \/>\n\u5b9e\u9a8c6\uff1a\u6015\u72d7\u7684\u5c0f\u670b\u53cb<br \/>\n\u5fc3\u7406\u5b66\u5bb6\u6311\u9009\u4e86\u4e00\u4e9b\u6015\u72d7\u7684\u5e7c\u513f\u56ed\u5c0f\u670b\u53cb\uff0c\u8ba9\u4ed6\u4eec\u6bcf\u5929\u82b120\u5206\u949f\u89c2\u770b\u4e00\u4e2a\u5c0f\u7537\u5b69\u9ad8\u5174\u5730\u4e0e\u72d7\u73a9\u800d\u3002\u7ed3\u679c\uff0c\u8fd9\u4e00\u505a\u6cd5\u4f7f\u5f97\u6015\u72d7\u7684\u513f\u7ae5\u53d1\u751f\u4e86\u660e\u663e\u53d8\u5316\u3002<br \/>\n\u4ec5\u4ec5\u57284\u5929\u4e4b\u540e\uff0c\u5c31\u670967%\u7684\u513f\u7ae5\u613f\u610f\u94bb\u8fdb\u5708\u7740\u5c0f\u72d7\u7684\u56f4\u680f\u91cc\uff0c\u4e0e\u5c0f\u72d7\u73a9\u800d\u3002\u800c\u4e14\u5f53\u5176\u4ed6\u4eba\u79bb\u5f00\u540e\uff0c\u4ed6\u4eec\u4ecd\u65e7\u5f85\u5728\u90a3\u91cc\uff0c\u4eb2\u70ed\u5730\u62cd\u6253\u6216\u629a\u6478\u5c0f\u72d7\u3002<br \/>\n\u8fd9\u8bf4\u660e<strong>\u5468\u56f4\u4eba\u7684\u505a\u6cd5\u5bf9\u6211\u4eec\u51b3\u5b9a\u81ea\u5df1\u7684\u884c\u52a8\uff0c\u5177\u6709\u5f88\u91cd\u8981\u7684\u6307\u5bfc\u4f5c\u7528\u3002<\/strong><\/p>\n<p>\u5b9e\u9a8c7\uff1a\u65c1\u89c2\u8005<br \/>\n\u5fc3\u7406\u5b66\u5bb6\u8ba9\u4e00\u4e2a\u7ebd\u7ea6\u5927\u5b66\u7684\u5b66\u751f\uff0c\u5728\u9a6c\u8def\u4e0a\u5047\u88c5\u766b\u75eb\u75c5\u53d1\u4f5c\u3002<br \/>\n\u5f53\u53ea\u6709\u4e00\u4e2a\u65c1\u89c2\u8005\u5728\u573a\u7684\u65f6\u5019\uff0c 85%\u7684\u60c5\u51b5\u4ed6\u4f1a\u9009\u62e9\u53bb\u5e2e\u52a9\u53d1\u75c5\u7684\u5927\u5b66\u751f\u3002\u5f53\u67095\u4e2a\u65c1\u89c2\u8005\u5728\u573a\u7684\u65f6\u5019\uff0c\u5927\u5b66\u751f\u5f97\u5230\u5e2e\u52a9\u7684\u6982\u7387\u53ea\u670931%\u3002<br \/>\n\u65e2\u7136\u7edd\u5927\u90e8\u5206\u5355\u72ec\u7ecf\u8fc7\u7684\u4eba\uff0c\u90fd\u4f1a\u4f38\u51fa\u63f4\u624b\uff0c\u6211\u4eec\u5c31\u5f88\u96be\u8bf4\u8fd9\u662f\u4e00\u4e2a&#8221;\u51b7\u6f20\u7684\u793e\u4f1a&#8221;\u3002\u4f46\u662f\uff0c\u4e0e\u4e00\u822c\u7684\u770b\u6cd5\u76f8\u53cd\uff0c\u65c1\u89c2\u8005\u8d8a\u591a\uff0c\u5b9e\u9645\u4e0a\u5f97\u5230\u5e2e\u52a9\u7684\u53ef\u80fd\u6027\u53cd\u800c\u53d8\u5c0f\u4e86\uff0c\u8fd9\u662f\u4e3a\u4ec0\u4e48\uff1f<\/p>\n<p>\u5fc3\u7406\u5b66\u5bb6\u8ba4\u4e3a\uff0c\u539f\u56e0\u81f3\u5c11\u6709\u4e24\u4e2a\u3002\u7b2c\u4e00\u4e2a\u539f\u56e0\u662f\uff0c\u5f53\u6709\u591a\u4e2a\u65c1\u89c2\u8005\u65f6\uff0c\u6bcf\u4e2a\u4eba\u7684\u8d23\u4efb\u611f\u90fd\u4f1a\u4e0b\u964d\uff0c&#8221;\u4e5f\u8bb8\u5176\u4ed6\u4eba\u4f1a\u5e2e\u5fd9\u7684\uff0c\u4e5f\u8bb8\u6709\u4eba\u5df2\u7ecf\u8fd9\u6837\u505a\u4e86\u3002&#8221;\u7ed3\u679c\uff0c\u6ca1\u6709\u4e00\u4e2a\u4eba\u5e2e\u5fd9\u3002\u7b2c\u4e8c\u4e2a\u539f\u56e0\u662f\uff0c\u6bcf\u4e2a\u4eba\u770b\u5230\u5176\u4ed6\u4eba\u90fd\u6ca1\u6709\u884c\u52a8\uff0c\u5c31\u8ba4\u4e3a\u65e2\u7136\u5927\u5bb6\u90fd\u4e0d\u62c5\u5fc3\uff0c\u8bf4\u660e\u4e00\u5207\u6b63\u5e38\u3002\u800c\u4e14\uff0c\u6211\u4eec\u90fd\u4e0d\u559c\u6b22\u5728\u522b\u4eba\u9762\u524d\u663e\u5f97\u614c\u4e71\u3002<br \/>\n\u91cd\u8981\u7684\u662f\u8ba4\u8bc6\u5230\uff0c\u65c1\u89c2\u8005\u6ca1\u6709\u91c7\u53d6\u884c\u52a8\u5e76\u4e0d\u662f\u56e0\u4e3a\u51b7\u6f20\u65e0\u60c5\u6216\u7f3a\u4e4f\u5584\u610f\uff0c\u800c\u662f\u56e0\u4e3a\u4ed6\u4eec\u4e0d\u77e5\u9053\u662f\u5426\u6709\u7d27\u6025\u4e8b\u4ef6\u53d1\u751f\uff0c\u4e5f\u4e0d\u77e5\u9053\u81ea\u5df1\u662f\u5426\u6709\u8d23\u4efb\u53bb\u91c7\u53d6\u884c\u52a8\u3002\u5982\u679c\u4ed6\u4eec\u660e\u786e\u5730\u77e5\u9053\u81ea\u5df1\u8d1f\u6709\u8d23\u4efb\uff0c\u4ed6\u4eec\u7684\u53cd\u5e94\u662f\u975e\u5e38\u8fc5\u901f\u7684\u3002<br \/>\n\u5f53\u4f60\u9047\u5230\u5371\u9669\uff0c\u6b63\u786e\u7684\u505a\u6cd5\u662f\u4ece\u4eba\u7fa4\u4e2d\u6311\u51fa\u4e00\u4e2a\u4eba\u6765\uff0c\u76ef\u7740\u4ed6\uff0c\u6307\u7740\u4ed6\uff0c\u76f4\u63a5\u5bf9\u4ed6\u8bf4\uff1a&#8221;\u4f60\uff0c\u7a7f\u84dd\u5939\u514b\u7684\u5148\u751f\uff0c\u6211\u9700\u8981\u5e2e\u52a9\uff0c\u8bf7\u53eb\u4e00\u8f86\u6551\u62a4\u8f66\u6765\u3002&#8221;\u901a\u8fc7\u8fd9\u4e48\u7b80\u5355\u7684\u4e00\u53e5\u8bdd\uff0c\u4f60\u53ef\u4ee5\u8ba9\u5468\u56f4\u7684\u4eba\u4e86\u89e3\u4f60\u7684\u5904\u5883\u3001\u660e\u786e\u4ed6\u4eec\u7684\u8d23\u4efb\u3001\u6d88\u9664\u6240\u6709\u53ef\u80fd\u59a8\u788d\u6216\u5ef6\u8bef\u6551\u52a9\u7684\u4e0d\u786e\u5b9a\u6027\u3002<\/p>\n<p><em>PS.Grants \u751a\u81f3\u89c9\u5f97\u8fd9\u4e2a\u53ef\u4ee5\u5f88\u597d\u7684\u89e3\u91ca\u4e86\u4eba\u53e3\u5bc6\u96c6\u56fd\u5bb6\u7684\u95ee\u9898\u3002<\/em><br \/>\n\u7b2c\u4e94\u7ae0 \u559c\u597d\uff08Liking\uff09<br \/>\n\u5b9e\u9a8c8\uff1a\u8db3\u7403\u961f\u7684\u79f0\u547c<br \/>\n\u5728\u671f\u672b\u8003\u8bd5\u7ed3\u675f\u4ee5\u540e\uff0c\u5fc3\u7406\u5b66\u5bb6\u5bf9\u4e9a\u5229\u6851\u90a3\u5dde\u7acb\u5927\u5b66\u7684\u5b66\u751f\u505a\u7535\u8bdd\u8c03\u67e5\uff0c\u8be2\u95ee\u4ed6\u4eec\u8be5\u6821\u8db3\u7403\u961f\u4e0a\u4e00\u573a\u6bd4\u8d5b\u7684\u8f93\u8d62\u3002<br \/>\n\u5982\u679c\u4e0a\u4e00\u573a\u6bd4\u8d5b\u8f93\u4e86\uff0c\u53ea\u670917%\u7684\u5b66\u751f\u4f1a\u8bf4&#8221;\u6211\u4eec\u7684\u7403\u961f&#8221;\uff1b\u5982\u679c\u4e0a\u4e00\u573a\u6bd4\u8d5b\u8d62\u4e86\uff0c\u7528\u5230&#8221;\u6211\u4eec&#8221;\u8fd9\u4e2a\u8bcd\u7684\u5b66\u751f\u5c31\u4f1a\u589e\u52a0\u523041%\u3002<br \/>\n\u8fd9\u79cd\u5dee\u5f02\u7684\u539f\u56e0\u662f\uff0c\u4eba\u4eec\u5bf9\u4e0e\u81ea\u5df1\u76f8\u4f3c\u7684\u4eba\u4f1a\u4ea7\u751f\u597d\u611f\u3002\u56e0\u4e3a\u6ca1\u4eba\u559c\u6b22\u5f53\u5931\u8d25\u8005\uff0c\u6240\u4ee5<strong>\u4eba\u4eec\u66f4\u613f\u610f\u4e0e\u5931\u8d25\u8005\u4fdd\u6301\u8ddd\u79bb\u6216\u5dee\u5f02\u3002<\/strong><\/p>\n<p>\u7b2c\u516d\u7ae0 \u6743\u5a01\uff08Authority\uff09<br \/>\n\u5b9e\u9a8c9\uff1a\u4f30\u8ba1\u8eab\u9ad8<br \/>\n\u5fc3\u7406\u5b66\u5bb6\u5c06\u4e00\u4f4d\u6765\u81ea\u82f1\u56fd\u5251\u6865\u5927\u5b66\u7684\u8bbf\u95ee\u8005\uff0c\u4f9d\u6b21\u4ecb\u7ecd\u7ed9\u6fb3\u5927\u5229\u4e9a\u67d0\u6240\u5927\u5b66\u4e94\u4e2a\u73ed\u7ea7\u7684\u5b66\u751f\u3002\u4f46\u5728\u6bcf\u4e00\u4e2a\u73ed\u4e0a\u4ecb\u7ecd\u4ed6\u65f6\uff0c\u4ed6\u7684\u8eab\u4efd\u90fd\u4e0d\u76f8\u540c\u3002<br \/>\n\u5728\u7b2c\u4e00\u4e2a\u73ed\u4e0a\uff0c\u4ed6\u88ab\u4ecb\u7ecd\u4e3a\u5b66\u751f\uff1b\u5728\u7b2c\u4e8c\u4e2a\u73ed\u4e0a\uff0c\u4ed6\u88ab\u4ecb\u7ecd\u4e3a\u5b9e\u9a8c\u5458\uff1b\u5728\u7b2c\u4e09\u4e2a\u73ed\u4e0a\uff0c\u4ed6\u88ab\u4ecb\u7ecd\u4e3a\u8bb2\u5e08\uff1b\u5728\u7b2c\u56db\u4e2a\u73ed\u4e0a\uff0c\u4ed6\u88ab\u4ecb\u7ecd\u4e3a\u9ad8\u7ea7\u8bb2\u5e08\uff1b\u800c\u5728\u7b2c\u4e94\u4e2a\u73ed\u4e0a\uff0c\u4ed6\u88ab\u4ecb\u7ecd\u4e3a\u6559\u6388\u3002<br \/>\n\u5f53\u4ed6\u79bb\u5f00\u4e4b\u540e\uff0c\u5fc3\u7406\u5b66\u5bb6\u8981\u5b66\u751f\u4eec\u4f30\u8ba1\u90a3\u4f4d\u8bbf\u95ee\u8005\u7684\u8eab\u9ad8\u3002\u7ed3\u679c\u53d1\u73b0\uff0c\u968f\u7740\u5730\u4f4d\u6bcf\u4e00\u6b21\u5347\u9ad8\uff0c\u5b66\u751f\u4eec\u4f30\u8ba1\u7684\u8eab\u9ad8\u5e73\u5747\u4f1a\u589e\u52a01.5\u5398\u7c73\u3002\u6240\u4ee5\uff0c\u5f53\u8bbf\u95ee\u8005\u662f&#8221;\u6559\u6388&#8221;\u65f6\u6bd4\u4ed6\u662f&#8221;\u5b66\u751f&#8221;\u65f6\uff0c\u8eab\u9ad8\u8981\u9ad8\u51fa6\u5398\u7c73\u3002<br \/>\n\u8fd9\u8bf4\u660e\u5934\u8854\u5bf9\u4eba\u4eec\u6709\u5f88\u5927\u7684\u5f71\u54cd\u529b\uff0c<strong>\u4e00\u4e2a\u4eba\u7684\u5934\u8854\u8d8a\u663e\u8d6b\uff0c\u4eba\u4eec\u5bf9\u8fd9\u4e2a\u4eba\u7684\u8eab\u9ad8\u5c31\u4f30\u8ba1\u5f97\u8d8a\u9ad8\u3002\u8fd9\u53cd\u6620\u4e86\u4eba\u4eec\u4ef0\u89c6\u6743\u5a01\u7684\u5fc3\u7406\u3002<\/strong><\/p>\n<p>\u5b9e\u9a8c10\uff1a\u95ef\u7ea2\u706f<br \/>\n\u5fc3\u7406\u5b66\u5bb6\u8ba9\u4e00\u540d31\u5c81\u7684\u7537\u5b50\u5728\u597d\u51e0\u4e2a\u4e0d\u540c\u7684\u5730\u65b9\uff0c\u95ef\u7ea2\u706f\u6a2a\u7a7f\u9a6c\u8def\u3002<br \/>\n\u6709\u4e00\u534a\u65f6\u95f4\uff0c\u4ed6\u7a7f\u7740\u4e00\u5957\u70eb\u5f97\u5f88\u5e73\u6574\u7684\u9ad8\u7ea7\u897f\u670d\uff0c\u7cfb\u7740\u9886\u5e26\uff1b\u800c\u53e6\u4e00\u534a\u65f6\u95f4\uff0c\u4ed6\u7a7f\u7740\u666e\u901a\u7684\u5de5\u4f5c\u670d\u3002\u540e\u4e00\u79cd\u60c5\u51b5\u65f6\uff0c\u5e76\u6ca1\u6709\u591a\u5c11\u4eba\u8ddf\u7740\u4ed6\u4e00\u8d77\u95ef\u7ea2\u706f\uff1b\u800c\u524d\u4e00\u79cd\u60c5\u51b5\u65f6\uff0c\u8ddf\u7740\u4ed6\u7684\u4eba\u7b80\u76f4\u662f\u6210\u7fa4\u7ed3\u961f\u3002<br \/>\n\u8fd9\u8bf4\u660e\uff0c<strong>\u4eba\u4eec\u5f88\u5bb9\u6613\u4ece\u670d\u88c5\u53bb\u5224\u65ad\u6743\u5a01\u3002\u5982\u679c\u5bf9\u65b9\u7a7f\u7740\u4e00\u5957\u6743\u5a01\u7684\u8863\u670d\uff0c\u5927\u591a\u6570\u4eba\u4f1a\u9009\u62e9\u670d\u4ece\u3002<\/strong><\/p>\n<p>\u5b9e\u9a8c11\uff1a\u6309\u5587\u53ed<br \/>\n\u5fc3\u7406\u5b66\u5bb6\u5728\u65e7\u91d1\u5c71\u7684\u7e41\u5fd9\u8def\u53e3\u505a\u4e86\u4e00\u9879\u8c03\u67e5\u3002<br \/>\n\u5f53\u7eff\u706f\u4eae\u8d77\u7684\u65f6\u5019\uff0c\u5982\u679c\u524d\u9762\u505c\u7740\u4e00\u8f86\u666e\u901a\u7684\u7ecf\u6d4e\u578b\u8f7f\u8f66\uff0c\u4e45\u4e45\u4e0d\u5f00\uff0c\u51e0\u4e4e\u540e\u9762\u6240\u6709\u7684\u53f8\u673a\u90fd\u6309\u4e86\u5587\u53ed\uff0c\u800c\u4e14\u5927\u591a\u6570\u4eba\u6309\u4e86\u4e0d\u6b62\u4e00\u6b21\u3002\u4f46\u662f\uff0c\u5982\u679c\u524d\u9762\u505c\u7684\u662f\u4e00\u8f86\u8c6a\u534e\u7684\u9ad8\u7ea7\u8f7f\u8f66\uff0c\u53ea\u670950%\u7684\u53f8\u673a\u4f1a\u6309\u5587\u53ed\uff0c\u5176\u4ed6\u4eba\u8001\u8001\u5b9e\u5b9e\u5728\u540e\u9762\u7b49\u7740\uff0c\u76f4\u5230\u5b83\u5f00\u52a8\u4e3a\u6b62\u3002<br \/>\n\u8fd9\u8bf4\u660e\uff0c<strong>\u4eba\u4eec\u4f1a\u4ece\u8f66\u8f86\u5224\u65ad\u8f66\u4e3b\u7684\u5730\u4f4d\uff0c\u5c0a\u656c\u62e5\u6709\u540d\u8f66\u7684\u4eba\u3002<\/strong><\/p>\n<p>\u7b2c\u4e03\u7ae0 \u7a00\u7f3a\uff08Scarcity\uff09<\/p>\n<blockquote><p>\u4e0e\u4e0d\u8d39\u5439\u7070\u4e4b\u529b\u5c31\u80fd\u5f97\u5230\u7684\u90a3\u4e9b\u4e1c\u897f\u76f8\u6bd4\uff0c\u4eba\u4eec\u66f4\u52a0\u73cd\u60dc\u90a3\u4e9b\u6765\u4e4b\u4e0d\u6613\u7684\u4e1c\u897f\u3002<\/p><\/blockquote>\n<p>\u5b9e\u9a8c12\uff1a\u54c1\u5c1d\u62fc\u5e72<br \/>\n\u5fc3\u7406\u5b66\u5bb6\u8ba9\u4e00\u4e9b\u6d88\u8d39\u8005\u54c1\u5c1d\u540c\u6837\u7684\u997c\u5e72\u3002<br \/>\n\u6709\u4e00\u534a\u4eba\u7684\u7f50\u5b50\u91cc\u670910\u5757\u997c\u5e72\uff0c\u800c\u53e6\u4e00\u534a\u4eba\u7684\u7f50\u5b50\u91cc\u53ea\u67092\u5757\u997c\u5e72\u3002\u7ed3\u679c\u53ef\u60f3\u800c\u77e5\uff0c\u540e\u4e00\u534a\u4eba\u5bf9\u997c\u5e72\u7684\u8bc4\u4ef7\u66f4\u9ad8\u3002<br \/>\n\u8fd9\u8bf4\u660e<strong>\u4eba\u4eec\u5bf9\u7a00\u7f3a\u7684\u4e1c\u897f\uff0c\u4f1a\u505a\u51fa\u66f4\u9ad8\u7684\u8bc4\u4ef7\u3002\u56e0\u6b64\uff0c\u4e0e\u5176\u544a\u8bc9\u4eba\u4eec\u5c06\u4f1a\u5f97\u5230\u4ec0\u4e48\uff0c\u4e0d\u5982\u544a\u8bc9\u4ed6\u4eec\u5c06\u4f1a\u5931\u53bb\u4ec0\u4e48\uff0c\u8fd9\u6837\u66f4\u5bb9\u6613\u5bf9\u4ed6\u4eba\u4ea7\u751f\u5f71\u54cd\u3002<\/strong><\/p>\n<p>More[<a href=\"http:\/\/www.ruanyifeng.com\/blog\/2013\/08\/influence_the_psychology_of_persuasion.html\" target=\"_blank\">?<\/a>]:http:\/\/www.ruanyifeng.com\/blog\/<\/p>\n","protected":false},"excerpt":{"rendered":"<p>\u636e\u8bf4\u67e5\u7406\u00b7\u8292\u683c\uff08Charlie Thomas Munger\uff09\u7279\u522b\u559c\u6b22\u300a\u5f71\u54cd\u529b\u300b\u8fd9\u672c\u4e66\uff0c\u751a\u81f3\u8fd8\u5411\u4f5c\u8005\u7f57\u4f2f\u7279\u00b7\u897f\u5965 &#8230; <a title=\"\u962e\u4e00\u5cf0\u300a\u5f71\u54cd\u529b\u300b\u7b14\u8bb0\" class=\"read-more\" href=\"https:\/\/www.qiusir.com\/?p=5276\" aria-label=\"\u9605\u8bfb \u962e\u4e00\u5cf0\u300a\u5f71\u54cd\u529b\u300b\u7b14\u8bb0\">\u9605\u8bfb\u66f4\u591a<\/a><\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"ngg_post_thumbnail":0,"footnotes":""},"categories":[4],"tags":[241,256,309],"class_list":["post-5276","post","type-post","status-publish","format-standard","hentry","category-collect","tag-blog","tag-book","tag-read"],"_links":{"self":[{"href":"https:\/\/www.qiusir.com\/index.php?rest_route=\/wp\/v2\/posts\/5276","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.qiusir.com\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.qiusir.com\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.qiusir.com\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.qiusir.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=5276"}],"version-history":[{"count":0,"href":"https:\/\/www.qiusir.com\/index.php?rest_route=\/wp\/v2\/posts\/5276\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.qiusir.com\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=5276"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.qiusir.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=5276"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.qiusir.com\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=5276"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}