{"id":11484,"date":"2020-12-29T14:31:08","date_gmt":"2020-12-29T14:31:08","guid":{"rendered":"https:\/\/www.yuksekbilgili.com\/wordpress\/?p=11484"},"modified":"2021-09-06T07:02:12","modified_gmt":"2021-09-06T07:02:12","slug":"karsiklilik-ilkesi","status":"publish","type":"post","link":"https:\/\/www.yuksekbilgili.com\/wordpress\/karsiklilik-ilkesi\/","title":{"rendered":"Kar\u015f\u0131l\u0131kl\u0131l\u0131k \u0130lkesi"},"content":{"rendered":"\n<p><strong>&#8211; Dr.Zeki Y\u00dcKSEKB\u0130LG\u0130L\u0130 &#8211;<\/strong><\/p>\n\n\n\n<div class=\"wp-block-image\"><figure class=\"alignleft size-full is-resized\"><img decoding=\"async\" src=\"https:\/\/i0.wp.com\/www.yuksekbilgili.com\/wordpress\/wp-content\/uploads\/2021\/09\/karsiklilik-ilkesi-1.jpg?resize=407%2C407&#038;ssl=1\" alt=\"\" class=\"wp-image-15288\" width=\"407\" height=\"407\" srcset=\"https:\/\/i0.wp.com\/www.yuksekbilgili.com\/wordpress\/wp-content\/uploads\/2021\/09\/karsiklilik-ilkesi-1.jpg?w=650&amp;ssl=1 650w, https:\/\/i0.wp.com\/www.yuksekbilgili.com\/wordpress\/wp-content\/uploads\/2021\/09\/karsiklilik-ilkesi-1.jpg?resize=300%2C300&amp;ssl=1 300w, https:\/\/i0.wp.com\/www.yuksekbilgili.com\/wordpress\/wp-content\/uploads\/2021\/09\/karsiklilik-ilkesi-1.jpg?resize=150%2C150&amp;ssl=1 150w\" sizes=\"(max-width: 407px) 100vw, 407px\" data-recalc-dims=\"1\" \/><\/figure><\/div>\n\n\n\n<p>1974 y\u0131l\u0131nda bir sosyolog olan Phillip Kunz, evine gelen y\u0131lba\u015f\u0131 tebrik kartlar\u0131ndan esinlenerek bir deney tasarlad\u0131<a href=\"#_ftn1\">[1]<\/a>, civar\u0131nda oturan, hi\u00e7 tan\u0131mad\u0131\u011f\u0131 600 ailenin adreslerini tespit etti ve bu ailelere her y\u0131lba\u015f\u0131 el yaz\u0131s\u0131 ile tebrik mektuplar\u0131 yollad\u0131. Sonu\u00e7lar ilgin\u00e7ti; \u00f6nce 15-20 daha sonra 200 aileden cevap gelmeye ba\u015flad\u0131. Cevaplar detayl\u0131yd\u0131 \u2013bazen 3 hatta 4 sayfa-, aile ile ilgili foto\u011fraflar i\u00e7eriyordu. Kunz, tamamen yabanc\u0131 bir ki\u015fiye niye bu kadar \u00f6zel bilginin yolland\u0131\u011f\u0131n\u0131, niye bu kadar detayl\u0131 yaz\u0131ld\u0131\u011f\u0131n\u0131 incelemeye ba\u015flad\u0131.<\/p>\n\n\n\n<p>Kunz\u2019un cevab\u0131 ise, Arizona State \u00dcniversitesinde \u00e7al\u0131\u015fan Robert Cialdini taraf\u0131ndan verilmi\u015fti; kar\u015f\u0131l\u0131kl\u0131l\u0131k ilkesi. K\u0131saca tan\u0131mlamak gerekirse, \u0130nsanlar iyili\u011fi iyilikle kar\u015f\u0131lama, kendilerine yap\u0131lan bir ho\u015flu\u011fu kar\u015f\u0131l\u0131ks\u0131z b\u0131rakmama e\u011filimindedirler. Dolay\u0131s\u0131yla bizler, kendimize yap\u0131lan iyili\u011fi iyilik ile kar\u015f\u0131lar\u0131z, bize do\u011fum g\u00fcn\u00fcnde hediye alan arkada\u015f\u0131m\u0131za biz de hediye al\u0131r\u0131z, bize kutlama mesaj\u0131 yollayan arkada\u015flar\u0131m\u0131za biz de kutlama mesajlar\u0131 yollar\u0131z.<\/p>\n\n\n\n<p>Cialdini bir deneyde<a href=\"#_ftn2\">[2]<\/a> bu ilkenin ne kadar etkili ortaya koymu\u015ftur. Bir restoranda, yemek sonras\u0131 hesap getiren garsonlar \u00f6nce sadece hesab\u0131, sonra s\u0131ras\u0131yla hesapla birlikte bir ve daha sonra iki tane nane \u015feker ile hesab\u0131 birlikte getirmi\u015fler ve bah\u015fi\u015f miktar\u0131 \u00f6l\u00e7\u00fcmlenmi\u015ftir. Bir nane \u015fekeri verildi\u011finde bah\u015fi\u015flerin % 3, iki nane \u015fekeri verildi\u011finde ise % 14 artt\u0131\u011f\u0131 g\u00f6zlemlenmi\u015ftir. (Ayn\u0131 deneyde bir farkl\u0131 bak\u0131\u015f a\u00e7\u0131s\u0131 denenmi\u015f, garson tek bir nane \u015fekerini hesap ile beraber sunduktan sonra duraksay\u0131p geri d\u00f6nerek &#8220;Siz tatl\u0131 m\u00fc\u015fteriler i\u00e7in bir tane de benden&#8221; diyerek b\u0131rakt\u0131\u011f\u0131 ikinci nane \u015fekeri sonucunda ise bah\u015fi\u015fin %23 oran\u0131nda artt\u0131\u011f\u0131 ortaya koyulmu\u015ftur).<\/p>\n\n\n\n<p>Asl\u0131nda, bu tekni\u011fi t\u00fcm perakende kullan\u0131r; bir ma\u011fazaya girdi\u011fimizde sat\u0131\u015f dan\u0131\u015fman\u0131n\u0131n bizi kar\u015f\u0131lamas\u0131n\u0131n, bizimle ilgilenmesinin, sohbet etmesinin,&nbsp; temel sebeplerinden biri de budur.<\/p>\n\n\n\n<p>Gelelim bizlere\u2026 Bug\u00fcnlerde bir\u00e7ok i\u015fletme m\u00fc\u015fterilerini ikna etmekte zorlan\u0131yor. Malum ekonomik ko\u015fullar sebebi ile m\u00fc\u015fteriler sat\u0131n almalar\u0131 erteleme davran\u0131\u015flar\u0131 sergiliyorlar. Dolay\u0131s\u0131yla onlar\u0131 sat\u0131n almaya ikna etmek gittik\u00e7e daha da zorla\u015f\u0131yor. \u0130\u015fte bu a\u015famada, kar\u015f\u0131l\u0131kl\u0131l\u0131k ilkesi devreye giriyor; m\u00fc\u015fterileri ikna etmek i\u00e7in onlar\u0131 bor\u00e7lu b\u0131rak\u0131n ve onlar da kar\u015f\u0131l\u0131klar\u0131n\u0131 sat\u0131n alma yaparak versinler\u2026 \u0130\u015fletmeniz olarak verebilecekleriniz s\u0131n\u0131rs\u0131z olabilir. Bu promosyon malzemelerinden, vade uzatmaya kadar giden uzun \u00e7e\u015fitlilik \u00fczerinde hareket eder. Bunun muhakkak bir maddi kar\u015f\u0131l\u0131\u011f\u0131 olmas\u0131 da gerekmez. \u00d6rne\u011fin m\u00fc\u015fterinize baz\u0131 konularda \u00fccretsiz dan\u0131\u015fmanl\u0131k verebilirsiniz, ihtiyac\u0131 olan konularda \u00fccretsiz e\u011fitimler verebilirsiniz, sorunlar\u0131n\u0131 \u00e7\u00f6zece\u011fine inand\u0131\u011f\u0131n\u0131z bir e-kitap yollayabilirsiniz.&nbsp;&nbsp; &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;<\/p>\n\n\n\n<p>Unutmay\u0131n; iyili\u011fi ilk yapan olmak, ikna g\u00fcc\u00fcn\u00fc art\u0131r\u0131r.<\/p>\n\n\n\n<hr class=\"wp-block-separator\"\/>\n\n\n\n<p><a href=\"#_ftnref1\">[1]<\/a> Kunz, Phillip R &amp; Woolcott, Michael &nbsp;() Season&#8217;s greetings: From my status to yours, Social Science Research, 5 (3): &nbsp;269-278 [DOI: https:\/\/doi.org\/10.1016\/0049-089X(76)90003-X]<\/p>\n\n\n\n<p><a href=\"#_ftnref2\">[2]<\/a> Cialdini, R. B. (1993). Influence: Science and practice (3rd ed.). New York: Harper Collins.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>&#8211; Dr.Zeki Y\u00dcKSEKB\u0130LG\u0130L\u0130 &#8211; 1974 y\u0131l\u0131nda bir sosyolog olan Phillip Kunz, evine gelen y\u0131lba\u015f\u0131 tebrik kartlar\u0131ndan esinlenerek bir deney tasarlad\u0131[1], civar\u0131nda oturan, hi\u00e7 tan\u0131mad\u0131\u011f\u0131 600 ailenin adreslerini tespit etti ve bu ailelere her y\u0131lba\u015f\u0131 el yaz\u0131s\u0131 ile tebrik mektuplar\u0131 yollad\u0131. Sonu\u00e7lar ilgin\u00e7ti; \u00f6nce 15-20 daha sonra 200 aileden cevap gelmeye ba\u015flad\u0131. Cevaplar detayl\u0131yd\u0131 \u2013bazen 3&hellip;&nbsp;<a href=\"https:\/\/www.yuksekbilgili.com\/wordpress\/karsiklilik-ilkesi\/\" class=\"\" rel=\"bookmark\">Daha fazlas\u0131n\u0131 oku &raquo;<span class=\"screen-reader-text\">Kar\u015f\u0131l\u0131kl\u0131l\u0131k \u0130lkesi<\/span><\/a><\/p>\n","protected":false},"author":1,"featured_media":15288,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"content-type":"","neve_meta_sidebar":"right","neve_meta_container":"","neve_meta_enable_content_width":"","neve_meta_content_width":0,"neve_meta_title_alignment":"","neve_meta_author_avatar":"","neve_post_elements_order":"[\"title\",\"tags\",\"content\"]","neve_meta_disable_header":"","neve_meta_disable_footer":"","neve_meta_disable_title":"","_ti_tpc_template_sync":false,"_ti_tpc_template_id":""},"categories":[525],"tags":[340,603,423,45],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v20.3 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Kar\u015f\u0131l\u0131kl\u0131l\u0131k \u0130lkesi - Y\u00fcksekbilgili E\u011fitim ve Dan\u0131\u015fmanl\u0131k<\/title>\n<meta name=\"description\" content=\"Cialdini bir deneyde[2] bu ilkenin ne kadar etkili ortaya koymu\u015ftur. 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