Six degrees of social influence : science, application, and the psychology of Robert Cialdini / edited by Douglas T. Kenrick, Noah J. Goldstein, Sanford L. Braver.

Format:

Book

Contributor:

Kenrick, Douglas T.

Goldstein, Noah J.

Braver, Sanford L.

Language:

English

Subjects (All):

Cialdini, Robert B.

Persuasion (Psychology).

Influence (Psychology).

Social influence.

Physical Description:

xix, 185 pages : illustrations ; 25 cm

Place of Publication:

Oxford ; New York : Oxford University Press, [2012]

Contents:

1 Six Degrees of Bob Cialdini and Five Principles of Scientific Influence / Mark Schaller Schaller, Mark, Douglas T. Kenrick Kenrick, Douglas T., Steven L. Neuberg Neuberg, Steven L. 3

2 Underestimating Ones Influence in Help-Seeking / Francis J. Flynn Flynn, Francis J., Vanessa K. Bohns Bohns, Vanessa K. 14

3 The Path of Least Resistance / Brad J. Sagarin Sagarin, Brad J., Kevin D. Mitnick Mitnick, Kevin D. 27

4 Fluency and Social Influence: Lessons from Judgment and Decision-Making / Petia Petrova Petrova, Petia, Norbert Schwarz Schwarz, Norbert, Hyunjin Song Song, Hyunjin 39

5 A Multiprocess Approach to Social Influence / Richard E. Petty Petty, Richard E., Pablo Briñol Briñol, Pablo 49

6 Basking in Reflected Glory and Compliance with Requests from People Like Us / Jerry M. Burger Burger, Jerry M. 59

7 Social Norms: A How-To (and How-Not-To) Guide / Noah J. Goldstein Goldstein, Noah J., Chad R. Mortensen Mortensen, Chad R. 68

8 Evolution, Social Influence, and Sex Ratio / Vladas Griskevicius Griskevicius, Vladas, Jeffry A. Simpson Simpson, Jeffry A., Kristina M. Durante Durante, Kristina M., John S. Kim Kim, John S., Stephanie M. Cantu Cantu, Stephanie M. 79

9 Designed for Social Influence / John T. Cacioppo Cacioppo, John T., Louise C. Hawkley Hawkley, Louise C. 90

10 Social Influence on Reproductive Behavior in Humans and Other Species / Abraham P. Buunk Buunk, Abraham P., Shelli L. Dubbs Dubbs, Shelli L., Jan A.R.A.M. van Hooff Hooff, Jan A.R.A.M. van 98

11 Egoism or Altruism? Hard-Nosed Experiments and Deep Philosophical Questions / Stephanie L. Brown Brown, Stephanie L., Jon K. Maner Maner, Jon K. 109

12 Basic, Applied, and Full-Cycle Social Psychology: Enhancing Causal Generalization and Impact / Stephen G. West West, Stephen G., William G. Graziano Graziano, William G. 119

13 Behavioral Change Cialdini-Style / Rick van Baaren Baaren, Rick van, Ap Dijksterhuis Dijksterhuis, Ap 134

14 Collective Full-Cycle Social Psychology: Models, Principles, Experience / Darwyn E. Linder Linder, Darwyn E., John W. Reich Reich, John W., Sanford L. Braver Braver, Sanford L. 142.

Notes:

Includes bibliographical references and index.

ISBN:

9780199743056

0199743053

OCLC:

708761846