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Nancy Tobler

Nancy Tobler has a PhD in communication from the University of Utah. She specializes in research on how organizations change, and how technology influences that process of change. She has conducted several research projects in cooperation with direct sales companies. She currently works with InfoTrax Systems to analyze and compare MLM compensation plans.

Articles by Nancy Tobler

  • May 14, 2018

    Scarcity as a persuasive strategy

      "Limited time only!" "Close out sale!" "While supplies last!" "Rare and unique!" These are all phrases sellers use to create scarcity as a persuasive strategy. Scarcity is the i... Read more

  • April 30, 2018

    Persuasion Strategies: Authority

    ”I am not a doctor, but I play one on TV” Robert Young (Dr.Welby, M.D) Maybe you remember the television commercial from the 1970s. Back then physicians and lawyers were not allowed t... Read more

  • April 23, 2018

    Persuasive Strategies: The Norm of Reciprocity

    The norm of reciprocity states that we treat or respond to others in a similar manner as to how we are treated. The Golden Rule and an “An Eye for an Eye” are examples of the norm of rec... Read more

  • March 29, 2018

    Persuasive Strategies: Consistency

    When considering consistency as a persuasive technique, we're looking at the frame of mind of the person whom we're trying to persuade. People are more likely to be persuaded to act in ways ... Read more

  • March 26, 2018

    Persuasive Strategies: Social Proof

    Google “social proof and persuasion” and you will find many bloggers who have written on Cialdini’s six proven persuasive strategies. In my own search, the authors’ expertise ranged ... Read more

  • March 12, 2018

    Persuasive Strategies: Liking or “In the Eyes of the Beholder”

    To understand the “Power of Persuasion” we can look at currency as an example. Money holds value for almost everyone and most individuals can be persuaded to action if there is a monetar... Read more

  • February 5, 2018

    Empowering distributors through coaching

    What’s the difference between coaching and training? Why are coaching skills so valuable in MLM organizations? How can coaching empower your sales force and boost retention? What i... Read more