{"id":13670,"date":"2026-10-01T13:59:01","date_gmt":"2026-10-01T12:59:01","guid":{"rendered":"https:\/\/www.handboekonlinemarketing.nl\/marketing_boek\/online_marketing\/management\/leerboek\/handboek\/?p=13670"},"modified":"2026-10-05T12:52:10","modified_gmt":"2026-10-05T11:52:10","slug":"hoofdstuk-3-de-marketingmix-product-en-persuasion","status":"publish","type":"post","link":"https:\/\/www.handboekonlinemarketing.nl\/marketing_boek\/online_marketing\/management\/leerboek\/handboek\/hoofdstuk-3-de-marketingmix-product-en-persuasion\/","title":{"rendered":"Hoofdstuk 3: De marketingmix, product en persuasion &#8211; 4 P&#8217;s"},"content":{"rendered":"<p><a href=\"https:\/\/www.handboekonlinemarketing.nl\/marketing_boek\/online_marketing\/management\/leerboek\/handboek\/hoofdstuk-3-de-marketingmix-product-en-persuasion\/image-29\/#main\"><img loading=\"lazy\" decoding=\"async\" class=\"wp-image-13672 aligncenter size-full\" src=\"https:\/\/www.handboekonlinemarketing.nl\/marketing_boek\/online_marketing\/management\/leerboek\/handboek\/wp-content\/uploads\/2026\/08\/image-12.png\" alt=\"\" width=\"1024\" height=\"755\" srcset=\"https:\/\/www.handboekonlinemarketing.nl\/marketing_boek\/online_marketing\/management\/leerboek\/handboek\/wp-content\/uploads\/2026\/08\/image-12.png 1024w, https:\/\/www.handboekonlinemarketing.nl\/marketing_boek\/online_marketing\/management\/leerboek\/handboek\/wp-content\/uploads\/2026\/08\/image-12-550x406.png 550w, https:\/\/www.handboekonlinemarketing.nl\/marketing_boek\/online_marketing\/management\/leerboek\/handboek\/wp-content\/uploads\/2026\/08\/image-12-768x566.png 768w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><\/a><\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p><strong>Bij co-creatie, prosuming en co-branding is er sprake van een mate van be\u00efnvloeding (persuasion) door de consument. Robert Cialdini is de Amerikaanse professor in marketing en psychologie die in 1984 schreef over het effect van influence. <\/strong><\/p>\n<p><iframe loading=\"lazy\" title=\"Influence | The Psychology of Persuasion by Robert Cialdini \u25ba Book Summary\" width=\"640\" height=\"360\" src=\"https:\/\/www.youtube.com\/embed\/0qelyk_mWBs?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe><\/p>\n<p>&nbsp;<\/p>\n<p>In zijn boek The Psychology of Persuasion omschrijft hij zes be\u00efnvloedingsstrategie\u00ebn:<br \/>\nWederkerigheid: als je iets weggeeft, zoals een idee of de eerste versie van een nieuw concept waar een geselecteerde groep consumenten een mening over mag geven, krijg je sneller een vorm van betrokkenheid terug.<\/p>\n<p>&nbsp;<\/p>\n<p><iframe loading=\"lazy\" title=\"Marketingmix - De 4p&amp;apos;s - Bedrijfseconomie - HAVO &amp; VWO\" width=\"640\" height=\"360\" src=\"https:\/\/www.youtube.com\/embed\/Ss-J_afEe4I?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe><\/p>\n<p>&nbsp;<\/p>\n<blockquote><p>Schaarste, bij bijvoorbeeld de selectieve distributie van luxe merken geeft die productexclusiviteit meer status en worden consumenten hebberig.<br \/>\nAutoriteit, dit kan een keurmerk, bekende gebruiker of een social influencer zijn die het product test en aanbeveelt.<\/p><\/blockquote>\n<p>Consistentie (en commitment), volgens Cialdini nemen consumenten als ze eenmaal de eerste stap hebben gezet makkelijker de volgende.<br \/>\nConsensus (sociale bewijskracht of social proof), sites die producten beoordelen en veel likes hebben, platformen met veel productreviews of influencers, overtuigen consumenten het product te kopen en uit te proberen. Sympathie, als je iemand aardig vindt word je sneller iets gegund dan wanneer iemand je niet mag. Goede verkopers, storytellers, productmanagers en social influencers zijn allemaal likable.<\/p>\n<p>&nbsp;<\/p>\n<div id=\"model-response-message-contentr_245a1342bfab8c84\" class=\"markdown markdown-main-panel md-content enable-luminous-fast-follows enable-updated-hr-color stronger\" dir=\"ltr\" style=\"--animation-duration: 400ms; --fade-animation-function: ease-out; animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: auto; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: block; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\" aria-busy=\"false\" aria-live=\"polite\">\n<h1 style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: auto; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: block; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\" data-path-to-node=\"0\">VIDEO script: De Psychologie van Overtuigen: De 6 Be\u00efnvloedingswapens van Robert Cialdini<\/h1>\n<p>&nbsp;<\/p>\n<div style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: auto; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: block; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\">Waarom zeggen mensen &#8216;ja&#8217; op verzoeken? En welke psychologische mechanismen sturen onze beslissingen in het dagelijks leven, in de marketing en binnen professionele relaties? In het klassieke meesterwerk <i style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: auto; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: inline; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\" data-path-to-node=\"1\" data-index-in-node=\"204\">Influence: The Psychology of Persuasion<\/i> legt psycholoog Robert Cialdini uit hoe menselijk gedrag be\u00efnvloed kan worden.<\/div>\n<div style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: auto; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: block; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\">In onderstaand artikel zijn de <b style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: auto; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: inline; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\" data-path-to-node=\"2\" data-index-in-node=\"31\">zes krachtige be\u00efnvloedingswapens<\/b> uit de video <a class=\"ng-star-inserted\" style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #000000; inset: auto; clear: none; clip: auto; color: #000000; columns: auto; contain: none; container: none; content: normal; cursor: pointer; cx: 0px; cy: 0px; d: none; direction: ltr; display: inline; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #000000 none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #000000; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\" href=\"http:\/\/www.youtube.com\/watch?v=0qelyk_mWBs\" target=\"_blank\" rel=\"noopener\" data-hveid=\"0\" data-ved=\"0CAAQ_4QMahgKEwjrsMjH56KXAxUAAAAAHQAAAAAQrAE\">Influence | The Psychology of Persuasion door One Percent Better<\/a> overzichtelijk op een rij gezet.<\/div>\n<div class=\"attachment-container search-images\" style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: auto; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: flex; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: 8px; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\"><\/div>\n<h2 style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: auto; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: block; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\" data-path-to-node=\"5\">1. Wederkerigheid (Reciprocation)<\/h2>\n<div style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: auto; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: block; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\">Mensen hebben een natuurlijke afkeer van het gevoel dat ze iemand iets verschuldigd zijn [<a class=\"ng-star-inserted\" style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #000000; inset: auto; clear: none; clip: auto; color: #000000; columns: auto; contain: none; container: none; content: normal; cursor: pointer; cx: 0px; cy: 0px; d: none; direction: ltr; display: inline; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #000000 none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #000000; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\" href=\"https:\/\/www.google.com\/search?q=https%3A%2F%2Fwww.youtube.com%2Fwatch%3Fv%3D0qelyk_mWBs%26t%3D10\" target=\"_blank\" rel=\"noopener\" data-hveid=\"0\" data-ved=\"0CAAQ_4QMahgKEwjrsMjH56KXAxUAAAAAHQAAAAAQrgE\">00:10<\/a>]. Wanneer je iemand een klein cadeau, een gunst of waardevolle informatie geeft, voelt de ander een psychologische drang om iets terug te doen \u2014 vaak van een grotere waarde.<\/div>\n<ul style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: auto; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: block; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px 0px 0px 3.36px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; padding-inline-start: 32px; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\" data-path-to-node=\"7\">\n<li style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: 0px; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: list-item; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px 0px 0px 36px; page: auto; perspective: none; position: relative; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\">\n<div style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: auto; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: block; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px 0px 0px 4px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\"><b style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: auto; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: inline; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\" data-path-to-node=\"7,0,0\" data-index-in-node=\"0\">In de praktijk:<\/b> Marketeers bieden gratis e-books aan (zoals &#8220;10 manieren om snel online geld te verdienen&#8221;) met waardevolle tips, in de hoop dat de lezer later een betaalde cursus aanschaft [<a class=\"ng-star-inserted\" style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #000000; inset: auto; clear: none; clip: auto; color: #000000; columns: auto; contain: none; container: none; content: normal; cursor: pointer; cx: 0px; cy: 0px; d: none; direction: ltr; display: inline; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #000000 none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #000000; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\" href=\"https:\/\/www.google.com\/search?q=https%3A%2F%2Fwww.youtube.com%2Fwatch%3Fv%3D0qelyk_mWBs%26t%3D23\" target=\"_blank\" rel=\"noopener\" data-hveid=\"0\" data-ved=\"0CAAQ_4QMahgKEwjrsMjH56KXAxUAAAAAHQAAAAAQrwE\">00:23<\/a>].<\/div>\n<\/li>\n<li style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: 0px; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: list-item; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px 0px 0px 36px; page: auto; perspective: none; position: relative; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\">\n<div style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: auto; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: block; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px 0px 0px 4px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\"><b style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: auto; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: inline; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\" data-path-to-node=\"7,1,0\" data-index-in-node=\"0\">Persoonlijk voorbeeld:<\/b> Bied aan om iemands netwerk of pagina gratis te beheren; de kans is groot dat diegene je uitnodigt voor een waardevol gesprek of advies [<a class=\"ng-star-inserted\" style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #000000; inset: auto; clear: none; clip: auto; color: #000000; columns: auto; contain: none; container: none; content: normal; cursor: pointer; cx: 0px; cy: 0px; d: none; direction: ltr; display: inline; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #000000 none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #000000; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\" href=\"https:\/\/www.google.com\/search?q=https%3A%2F%2Fwww.youtube.com%2Fwatch%3Fv%3D0qelyk_mWBs%26t%3D36\" target=\"_blank\" rel=\"noopener\" data-hveid=\"0\" data-ved=\"0CAAQ_4QMahgKEwjrsMjH56KXAxUAAAAAHQAAAAAQsAE\">00:36<\/a>].<\/div>\n<\/li>\n<\/ul>\n<h2 style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: auto; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: block; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\" data-path-to-node=\"9\">2. Commitment en Consistentie (Commitment &amp; Consistency)<\/h2>\n<div style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: auto; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: block; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\">Mensen willen graag dat hun gedrag overeenkomt met wat ze eerder hebben gezegd of beloofd, zowel mondeling als schriftelijk [<a class=\"ng-star-inserted\" style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #000000; inset: auto; clear: none; clip: auto; color: #000000; columns: auto; contain: none; container: none; content: normal; cursor: pointer; cx: 0px; cy: 0px; d: none; direction: ltr; display: inline; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #000000 none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #000000; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\" href=\"https:\/\/www.google.com\/search?q=https%3A%2F%2Fwww.youtube.com%2Fwatch%3Fv%3D0qelyk_mWBs%26t%3D48\" target=\"_blank\" rel=\"noopener\" data-hveid=\"0\" data-ved=\"0CAAQ_4QMahgKEwjrsMjH56KXAxUAAAAAHQAAAAAQsQE\">00:48<\/a>]. Zodra iemand een eerste kleine stap zet, is de kans veel groter dat hij doorzet.<\/div>\n<ul style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: auto; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: block; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px 0px 0px 3.36px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; padding-inline-start: 32px; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\" data-path-to-node=\"11\">\n<li style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: 0px; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: list-item; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px 0px 0px 36px; page: auto; perspective: none; position: relative; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\">\n<div style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: auto; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: block; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px 0px 0px 4px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\"><b style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: auto; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: inline; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\" data-path-to-node=\"11,0,0\" data-index-in-node=\"0\">In de praktijk:<\/b> Bedrijven gebruiken vaak een &#8216;tripwire&#8217;-aanbod: een onweerstaanbaar, goedkoop product (zoals een e-book van $7). Als een klant eenmaal klant is geworden, koopt deze sneller vervolgproducten [<a class=\"ng-star-inserted\" style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #000000; inset: auto; clear: none; clip: auto; color: #000000; columns: auto; contain: none; container: none; content: normal; cursor: pointer; cx: 0px; cy: 0px; d: none; direction: ltr; display: inline; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #000000 none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #000000; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\" href=\"https:\/\/www.google.com\/search?q=https%3A%2F%2Fwww.youtube.com%2Fwatch%3Fv%3D0qelyk_mWBs%26t%3D60\" target=\"_blank\" rel=\"noopener\" data-hveid=\"0\" data-ved=\"0CAAQ_4QMahgKEwjrsMjH56KXAxUAAAAAHQAAAAAQsgE\">01:00<\/a>].<\/div>\n<\/li>\n<li style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: 0px; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: list-item; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px 0px 0px 36px; page: auto; perspective: none; position: relative; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\">\n<div style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: auto; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: block; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px 0px 0px 4px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\"><b style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: auto; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: inline; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\" data-path-to-node=\"11,1,0\" data-index-in-node=\"0\">Persoonlijke doelen:<\/b> Schrijf je doelen op of vertel je vrienden dat je de komende drie maanden 5 kilo wilt afvallen. Door deze publieke toezegging vergroot je de kans dat je het doel behaalt [<a class=\"ng-star-inserted\" style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #000000; inset: auto; clear: none; clip: auto; color: #000000; columns: auto; contain: none; container: none; content: normal; cursor: pointer; cx: 0px; cy: 0px; d: none; direction: ltr; display: inline; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #000000 none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #000000; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\" href=\"https:\/\/www.google.com\/search?q=https%3A%2F%2Fwww.youtube.com%2Fwatch%3Fv%3D0qelyk_mWBs%26t%3D73\" target=\"_blank\" rel=\"noopener\" data-hveid=\"0\" data-ved=\"0CAAQ_4QMahgKEwjrsMjH56KXAxUAAAAAHQAAAAAQswE\">01:13<\/a>].<\/div>\n<\/li>\n<\/ul>\n<h2 style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: auto; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: block; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\" data-path-to-node=\"13\">3. Sociale Bewijskracht (Social Proof)<\/h2>\n<div style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: auto; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: block; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\">Bij twijfel over de juiste keuze kijken mensen naar het gedrag van anderen om hun beslissing te sturen [<a class=\"ng-star-inserted\" style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #000000; inset: auto; clear: none; clip: auto; color: #000000; columns: auto; contain: none; container: none; content: normal; cursor: pointer; cx: 0px; cy: 0px; d: none; direction: ltr; display: inline; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #000000 none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #000000; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\" href=\"https:\/\/www.google.com\/search?q=https%3A%2F%2Fwww.youtube.com%2Fwatch%3Fv%3D0qelyk_mWBs%26t%3D84\" target=\"_blank\" rel=\"noopener\" data-hveid=\"0\" data-ved=\"0CAAQ_4QMahgKEwjrsMjH56KXAxUAAAAAHQAAAAAQtAE\">01:24<\/a>].<\/div>\n<ul style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: auto; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: block; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px 0px 0px 3.36px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; padding-inline-start: 32px; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\" data-path-to-node=\"15\">\n<li style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: 0px; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: list-item; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px 0px 0px 36px; page: auto; perspective: none; position: relative; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\">\n<div style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: auto; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: block; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px 0px 0px 4px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\"><b style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: auto; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: inline; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\" data-path-to-node=\"15,0,0\" data-index-in-node=\"0\">In de praktijk:<\/b> Stel je moet kiezen tussen een boek zonder beoordelingen en een boek met 165 positieve reviews. Vrijwel iedereen kiest voor het boek met reviews, omdat het onzekerheid wegneemt [<a class=\"ng-star-inserted\" style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #000000; inset: auto; clear: none; clip: auto; color: #000000; columns: auto; contain: none; container: none; content: normal; cursor: pointer; cx: 0px; cy: 0px; d: none; direction: ltr; display: inline; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #000000 none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #000000; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\" href=\"https:\/\/www.google.com\/search?q=https%3A%2F%2Fwww.youtube.com%2Fwatch%3Fv%3D0qelyk_mWBs%26t%3D90\" target=\"_blank\" rel=\"noopener\" data-hveid=\"0\" data-ved=\"0CAAQ_4QMahgKEwjrsMjH56KXAxUAAAAAHQAAAAAQtQE\">01:30<\/a>].<\/div>\n<\/li>\n<li style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: 0px; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: list-item; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px 0px 0px 36px; page: auto; perspective: none; position: relative; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\">\n<div style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: auto; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: block; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px 0px 0px 4px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\"><b style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: auto; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: inline; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\" data-path-to-node=\"15,1,0\" data-index-in-node=\"0\">Sociaal:<\/b> Verschijnen in een groep of met vrienden op een netwerkevenement of uitgaansgelegenheid straalt aantrekkingskracht en sociale accreditatie uit [<a class=\"ng-star-inserted\" style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #000000; inset: auto; clear: none; clip: auto; color: #000000; columns: auto; contain: none; container: none; content: normal; cursor: pointer; cx: 0px; cy: 0px; d: none; direction: ltr; display: inline; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #000000 none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #000000; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\" href=\"https:\/\/www.google.com\/search?q=https%3A%2F%2Fwww.youtube.com%2Fwatch%3Fv%3D0qelyk_mWBs%26t%3D105\" target=\"_blank\" rel=\"noopener\" data-hveid=\"0\" data-ved=\"0CAAQ_4QMahgKEwjrsMjH56KXAxUAAAAAHQAAAAAQtgE\">01:45<\/a>].<\/div>\n<\/li>\n<\/ul>\n<h2 style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: auto; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: block; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\" data-path-to-node=\"17\">4. Sympathie (Liking)<\/h2>\n<div style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: auto; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: block; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\">We zeggen sneller &#8216;ja&#8217; tegen mensen die we kennen, waarderen en sympathiek vinden [<a class=\"ng-star-inserted\" style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #000000; inset: auto; clear: none; clip: auto; color: #000000; columns: auto; contain: none; container: none; content: normal; cursor: pointer; cx: 0px; cy: 0px; d: none; direction: ltr; display: inline; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #000000 none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #000000; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\" href=\"https:\/\/www.google.com\/search?q=https%3A%2F%2Fwww.youtube.com%2Fwatch%3Fv%3D0qelyk_mWBs%26t%3D111\" target=\"_blank\" rel=\"noopener\" data-hveid=\"0\" data-ved=\"0CAAQ_4QMahgKEwjrsMjH56KXAxUAAAAAHQAAAAAQtwE\">01:51<\/a>]. We schrijven aantrekkelijke of prettige personen vaak automatisch positieve eigenschappen toe, zoals eerlijkheid en intelligentie [<a class=\"ng-star-inserted\" style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #000000; inset: auto; clear: none; clip: auto; color: #000000; columns: auto; contain: none; container: none; content: normal; cursor: pointer; cx: 0px; cy: 0px; d: none; direction: ltr; display: inline; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #000000 none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #000000; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\" href=\"https:\/\/www.google.com\/search?q=https%3A%2F%2Fwww.youtube.com%2Fwatch%3Fv%3D0qelyk_mWBs%26t%3D119\" target=\"_blank\" rel=\"noopener\" data-hveid=\"0\" data-ved=\"0CAAQ_4QMahgKEwjrsMjH56KXAxUAAAAAHQAAAAAQuAE\">01:59<\/a>].<\/div>\n<ul style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: auto; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: block; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px 0px 0px 3.36px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; padding-inline-start: 32px; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\" data-path-to-node=\"19\">\n<li style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: 0px; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: list-item; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px 0px 0px 36px; page: auto; perspective: none; position: relative; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\">\n<div style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: auto; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: block; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px 0px 0px 4px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\"><b style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: auto; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: inline; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\" data-path-to-node=\"19,0,0\" data-index-in-node=\"0\">In de praktijk:<\/b> Zoek naar gedeelde interesses, waarden of ervaringen wanneer je een nieuwe klant wilt winnen of een relatie opbouwt. Het vinden van een gemeenschappelijke basis vergroot de verstandhouding (rapport) direct [<a class=\"ng-star-inserted\" style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #000000; inset: auto; clear: none; clip: auto; color: #000000; columns: auto; contain: none; container: none; content: normal; cursor: pointer; cx: 0px; cy: 0px; d: none; direction: ltr; display: inline; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #000000 none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #000000; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\" href=\"https:\/\/www.google.com\/search?q=https%3A%2F%2Fwww.youtube.com%2Fwatch%3Fv%3D0qelyk_mWBs%26t%3D127\" target=\"_blank\" rel=\"noopener\" data-hveid=\"0\" data-ved=\"0CAAQ_4QMahgKEwjrsMjH56KXAxUAAAAAHQAAAAAQuQE\">02:07<\/a>].<\/div>\n<\/li>\n<\/ul>\n<h2 style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: auto; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: block; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\" data-path-to-node=\"21\">5. Autoriteit (Authority)<\/h2>\n<div style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: auto; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: block; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\">Mensen hebben de neiging om adviezen op te volgen van personen die autoriteit, expertise of status uitstralen [<a class=\"ng-star-inserted\" style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #000000; inset: auto; clear: none; clip: auto; color: #000000; columns: auto; contain: none; container: none; content: normal; cursor: pointer; cx: 0px; cy: 0px; d: none; direction: ltr; display: inline; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #000000 none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #000000; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\" href=\"https:\/\/www.google.com\/search?q=https%3A%2F%2Fwww.youtube.com%2Fwatch%3Fv%3D0qelyk_mWBs%26t%3D139\" target=\"_blank\" rel=\"noopener\" data-hveid=\"0\" data-ved=\"0CAAQ_4QMahgKEwjrsMjH56KXAxUAAAAAHQAAAAAQugE\">02:19<\/a>].<\/div>\n<ul style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: auto; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: block; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px 0px 0px 3.36px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; padding-inline-start: 32px; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\" data-path-to-node=\"23\">\n<li style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: 0px; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: list-item; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px 0px 0px 36px; page: auto; perspective: none; position: relative; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\">\n<div style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: auto; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: block; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px 0px 0px 4px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\"><b style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: auto; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: inline; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\" data-path-to-node=\"23,0,0\" data-index-in-node=\"0\">In de praktijk:<\/b> Een chirurg in een witte doktersjas met een stethoscoop boezemt direct vertrouwen in voor een operatie, terwijl een chirurg in een kerstmannenpak dat niet doet [<a class=\"ng-star-inserted\" style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #000000; inset: auto; clear: none; clip: auto; color: #000000; columns: auto; contain: none; container: none; content: normal; cursor: pointer; cx: 0px; cy: 0px; d: none; direction: ltr; display: inline; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #000000 none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #000000; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\" href=\"https:\/\/www.google.com\/search?q=https%3A%2F%2Fwww.youtube.com%2Fwatch%3Fv%3D0qelyk_mWBs%26t%3D150\" target=\"_blank\" rel=\"noopener\" data-hveid=\"0\" data-ved=\"0CAAQ_4QMahgKEwjrsMjH56KXAxUAAAAAHQAAAAAQuwE\">02:30<\/a>].<\/div>\n<\/li>\n<li style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: 0px; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: list-item; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px 0px 0px 36px; page: auto; perspective: none; position: relative; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\">\n<div style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: auto; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: block; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px 0px 0px 4px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\"><b style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: auto; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: inline; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\" data-path-to-node=\"23,1,0\" data-index-in-node=\"0\">Toepassing:<\/b> Investeren in professionele kleding of representatieve attributen voor zakelijke bijeenkomsten verhoogt de gepercipieerde autoriteit en versterkt het vertrouwen van gesprekspartners [<a class=\"ng-star-inserted\" style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #000000; inset: auto; clear: none; clip: auto; color: #000000; columns: auto; contain: none; container: none; content: normal; cursor: pointer; cx: 0px; cy: 0px; d: none; direction: ltr; display: inline; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #000000 none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #000000; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\" href=\"https:\/\/www.google.com\/search?q=https%3A%2F%2Fwww.youtube.com%2Fwatch%3Fv%3D0qelyk_mWBs%26t%3D173\" target=\"_blank\" rel=\"noopener\" data-hveid=\"0\" data-ved=\"0CAAQ_4QMahgKEwjrsMjH56KXAxUAAAAAHQAAAAAQvAE\">02:53<\/a>].<\/div>\n<\/li>\n<\/ul>\n<h2 style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: auto; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: block; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\" data-path-to-node=\"25\">6. Schaarste (Scarcity)<\/h2>\n<div style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: auto; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: block; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\">De gedachte om iets te verliezen of mis te lopen vormt een sterkere motivatie dan de gedachte om iets van gelijke waarde te winnen [<a class=\"ng-star-inserted\" style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #000000; inset: auto; clear: none; clip: auto; color: #000000; columns: auto; contain: none; container: none; content: normal; cursor: pointer; cx: 0px; cy: 0px; d: none; direction: ltr; display: inline; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #000000 none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #000000; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\" href=\"https:\/\/www.google.com\/search?q=https%3A%2F%2Fwww.youtube.com%2Fwatch%3Fv%3D0qelyk_mWBs%26t%3D193\" target=\"_blank\" rel=\"noopener\" data-hveid=\"0\" data-ved=\"0CAAQ_4QMahgKEwjrsMjH56KXAxUAAAAAHQAAAAAQvQE\">03:13<\/a>].<\/div>\n<ul style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: auto; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: block; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px 0px 0px 3.36px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; padding-inline-start: 32px; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\" data-path-to-node=\"27\">\n<li style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: 0px; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: list-item; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px 0px 0px 36px; page: auto; perspective: none; position: relative; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\">\n<div style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: auto; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: block; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px 0px 0px 4px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\"><b style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: auto; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: inline; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\" data-path-to-node=\"27,0,0\" data-index-in-node=\"0\">In de praktijk:<\/b> Aanbieders maken gebruik van tijdelijke kortingen of beperkte voorraden om mensen sneller te laten beslissen [<a class=\"ng-star-inserted\" style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #000000; inset: auto; clear: none; clip: auto; color: #000000; columns: auto; contain: none; container: none; content: normal; cursor: pointer; cx: 0px; cy: 0px; d: none; direction: ltr; display: inline; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #000000 none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #000000; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\" href=\"https:\/\/www.google.com\/search?q=https%3A%2F%2Fwww.youtube.com%2Fwatch%3Fv%3D0qelyk_mWBs%26t%3D203\" target=\"_blank\" rel=\"noopener\" data-hveid=\"0\" data-ved=\"0CAAQ_4QMahgKEwjrsMjH56KXAxUAAAAAHQAAAAAQvgE\">03:23<\/a>].<\/div>\n<\/li>\n<li style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: 0px; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: list-item; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px 0px 0px 36px; page: auto; perspective: none; position: relative; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\">\n<div style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: auto; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: block; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px 0px 0px 4px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\"><b style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #1f1f1f; inset: auto; clear: none; clip: auto; color: #1f1f1f; columns: auto; contain: none; container: none; content: normal; cursor: auto; cx: 0px; cy: 0px; d: none; direction: ltr; display: inline; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #1f1f1f none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #1f1f1f; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\" data-path-to-node=\"27,1,0\" data-index-in-node=\"0\">Persoonlijke merkwaarde:<\/b> Door duidelijk te maken dat je een drukke agenda hebt en niet op elk bericht direct reageert, wordt de tijd die je met anderen doorbrengt schaars en stijgt de gepercipieerde waarde ervan [<a class=\"ng-star-inserted\" style=\"animation: auto ease 0s 1 normal none running none; appearance: none; background: none 0% 0% \/ auto repeat scroll padding-box border-box rgba(0, 0, 0, 0); border: 0px #000000; inset: auto; clear: none; clip: auto; color: #000000; columns: auto; contain: none; container: none; content: normal; cursor: pointer; cx: 0px; cy: 0px; d: none; direction: ltr; display: inline; fill: #000000; filter: none; flex: 0 1 auto; flex-direction: row; float: none; gap: normal; hyphens: manual; interactivity: auto; isolation: auto; marker: none; mask: none; offset: normal; opacity: 1; order: 0; orphans: 2; outline: #000000 none 2.22222px; overlay: none; padding: 0px; page: auto; perspective: none; position: static; quotes: auto; r: 0px; resize: none; rotate: none; rule: 2.22222px #000000; rx: auto; ry: auto; scale: none; speak: normal; stroke: none; transform: none; transition: all; translate: none; visibility: visible; widows: 2; x: 0px; y: 0px; zoom: 1; font-family: 'Google Sans Text', sans-serif !important; line-height: 1.15 !important; margin: 0px !important 0px !important 0px 0px !important;\" href=\"https:\/\/www.google.com\/search?q=https%3A%2F%2Fwww.youtube.com%2Fwatch%3Fv%3D0qelyk_mWBs%26t%3D215\" target=\"_blank\" rel=\"noopener\" data-hveid=\"0\" data-ved=\"0CAAQ_4QMahgKEwjrsMjH56KXAxUAAAAAHQAAAAAQvwE\">03:35<\/a>].<\/div>\n<\/li>\n<\/ul>\n<\/div>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&#8211;<\/p>\n<p>HOM0922 \/ #HOM0922<\/p>\n<p>#HOM9022<\/p>\n<p>HOM9022<\/p>\n<p>&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Bij co-creatie, prosuming en co-branding is er sprake van een mate van be\u00efnvloeding (persuasion) door de consument. Robert Cialdini is de Amerikaanse professor in marketing en psychologie die in 1984 schreef over het effect van influence. In zijn boek The Psychology of Persuasion omschrijft hij zes be\u00efnvloedingsstrategie\u00ebn:<br \/>\nWederkerigheid: als je iets weggeeft, zoals een idee of de eerste versie van een nieuw concept waar een geselecteerde groep consumenten een mening over mag geven, krijg je sneller een vorm van betrokkenheid terug.<\/p>\n<p>Bij co-creatie, prosuming en co-branding is er sprake van een mate van be\u00efnvloeding (persuasion) door de consument. Robert Cialdini is de Amerikaanse professor in marketing en psychologie die in 1984 schreef over het effect van influence. In zijn boek The Psychology of Persuasion omschrijft hij zes be\u00efnvloedingsstrategie\u00ebn:<br \/>\nWederkerigheid: als je iets weggeeft, zoals een idee of de eerste versie van een nieuw concept waar een geselecteerde groep consumenten een mening over mag geven, krijg je sneller een vorm van betrokkenheid terug.<br \/>\nSchaarste, bij bijvoorbeeld de selectieve distributie van luxe merken geeft die productexclusiviteit meer status en worden consumenten hebberig.<br \/>\nAutoriteit, dit kan een keurmerk, bekende gebruiker of een social influencer zijn die het product test en aanbeveelt.<br \/>\nConsistentie (en commitment), volgens Cialdini nemen consumenten als ze eenmaal de eerste stap hebben gezet makkelijker de volgende.<br \/>\nConsensus (sociale bewijskracht of social proof), sites die producten beoordelen en veel likes hebben, platformen met veel productreviews of influencers, overtuigen consumenten het product te kopen en uit te proberen.<br \/>\nSympathie, als je iemand aardig vindt word je sneller iets gegund dan wanneer iemand je niet mag. Goede verkopers, storytellers, productmanagers en social influencers zijn allemaal likable.<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[153],"tags":[2370],"class_list":["post-13670","post","type-post","status-publish","format-standard","hentry","category-hoofdstuk-3","tag-hom9022"],"_links":{"self":[{"href":"https:\/\/www.handboekonlinemarketing.nl\/marketing_boek\/online_marketing\/management\/leerboek\/handboek\/wp-json\/wp\/v2\/posts\/13670","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.handboekonlinemarketing.nl\/marketing_boek\/online_marketing\/management\/leerboek\/handboek\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.handboekonlinemarketing.nl\/marketing_boek\/online_marketing\/management\/leerboek\/handboek\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.handboekonlinemarketing.nl\/marketing_boek\/online_marketing\/management\/leerboek\/handboek\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.handboekonlinemarketing.nl\/marketing_boek\/online_marketing\/management\/leerboek\/handboek\/wp-json\/wp\/v2\/comments?post=13670"}],"version-history":[{"count":0,"href":"https:\/\/www.handboekonlinemarketing.nl\/marketing_boek\/online_marketing\/management\/leerboek\/handboek\/wp-json\/wp\/v2\/posts\/13670\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.handboekonlinemarketing.nl\/marketing_boek\/online_marketing\/management\/leerboek\/handboek\/wp-json\/wp\/v2\/media?parent=13670"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.handboekonlinemarketing.nl\/marketing_boek\/online_marketing\/management\/leerboek\/handboek\/wp-json\/wp\/v2\/categories?post=13670"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.handboekonlinemarketing.nl\/marketing_boek\/online_marketing\/management\/leerboek\/handboek\/wp-json\/wp\/v2\/tags?post=13670"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}