BROADENING THE INFLUENCE OF ASSET MANAGERS THROUGH THE SIX PRINCIPLES OF PERSUASION

Authors

  • Petrus Daniel Swart Stellenbosch University
  • PJ Vlok Stellenbosch University
  • Johannes Lodewyk Jooste Stellenbosch University

DOI:

https://doi.org/10.7166/27-2-1256

Keywords:

Asset Management, Influence, Persuasion, ISO 5500

Abstract

Asset managers (AMRs) have long struggled to influence others within their organisations to support Asset Management (AM) practices. This dilemma was further highlighted with the issuance of the AM suite of standards, ISO 55000. This paper explores an alternative approach to existing influence and change management approaches. Social psychology, and more specifically Robert Cialdini’s ‘six principles of persuasion’, have benefited advertisers, lawyers, and even waiters in their respective professions, by helping them to influence others and induce compliance. Fortunately, AMRs can now do the same. Implementing these principles offers numerous advantages and requires small, practical, and often costless changes that can make a large difference to their ability to influence and persuade others in an ethical way. 

Downloads

Published

2016-08-12

How to Cite

Swart, P. D., Vlok, P., & Jooste, J. L. (2016). BROADENING THE INFLUENCE OF ASSET MANAGERS THROUGH THE SIX PRINCIPLES OF PERSUASION. The South African Journal of Industrial Engineering, 27(2), 72–80. https://doi.org/10.7166/27-2-1256

Issue

Vol. 27 No. 2 (2016)

Section

General Articles

License

Authors who publish in the Journal agree to the following terms:
  1. Authors retain copyright and grant the Journal right of first publication with the work simultaneously licensed under a Creative Commons Attribution License that allows others to share the work with an acknowledgement of the work's authorship and initial publication in this Journal.
  2. Authors are able to enter into separate, additional contractual arrangements for the non-exclusive distribution of the Journal's published version of the work (e.g., post it to an institutional repository or publish it in a book), with an acknowledgement of its initial publication in this Journal.