Implementation intention is a persuasion principle that defends that, when a person is forced to think about how they would implement something, they are more likely to do it, as the mental effort necessary to do it is reduced.
- Therefore the name. The person must think as if they have the intention of implementing this;
- In short, once someone visualizes how to do something, they are more likely to do it, just because they already know how;
This can be used to ensure compliance by forcing a person to visualize implementation, but also to provoke objections (which is what trial closes do).
- This is due to the fact that, when a person is planning on doing something, they will give you a specific answer. When they’re lying, or not planning on doing something, they will give you a false, vague answer;