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Influence: Science and Practice.
GIC Collection at Penn Libraries
Available from offsite location
- Format:
- Book
- Author/Creator:
- Cialdini, Robert B.
- Language:
- English
- Subjects (All):
- Business.
- Local Subjects:
- Business.
- Edition:
- Fifth edition.
- Summary:
- What factors cause someone to say yes? And which techniques most effectively use these factors to bring about such compliance? In his best-selling book, Robert Cialdini, former salesperson, fund-raiser, and advertiser, and current professor of social psychology, examines the science and practice of persuasion and compliance. Praised for its enjoyable writing, practical suggestions, and scientifically documented content, prior editions have been widely read by business professionals, fund-raisers, and those interested in psychology.
- Contents:
- Chapter 1 Weapons of Influence 1
- Click, Whirr 2
- Betting the Shortcut Odds 6
- The Profiteers 10
- Jujitsu 12
- Chapter 2 Reciprocation: The Old Give and Take ... and Take 18
- How the Rule Works 22
- The Rule Is Overpowering 23
- Politics 26
- The Not-So-Free Sample 28
- The Rule Enforces Uninvited Debts 31
- The Rule Can Trigger Unequal Exchanges 33
- Reciprocal Concessions 35
- Rejection-Then-Retreat 37
- Reciprocal Concessions, Perceptual Contrast, and the Watergate Mystery 40
- Damned If You Do, Damned If You Don't 42
- Here's My Blood, and Do Call Again 43
- The Sweet, Secret Side Effects 44
- Responsibility 44
- Satisifaction 45
- Defense 45
- Rejecting the Rule 45
- Smoking Out the Enemy 47
- Chapter 3 Commitment and Consistency: Hobgoblins of the Mind 51
- Whirring Along 53
- The Quick Fix 54
- The Foolish Fortress 54
- Seek and Hide 56
- Commitment Is the Key 59
- Hearts and Minds 66
- The Magic Act 67
- The Public Eye 71
- The Effort Extra 73
- The Inner Choice 79
- Growing Legs to Stand On 83
- Standing Up for the Public Good 86
- Defense 89
- Stomach Signs 89
- Heart-of-Hearts Signs 91
- Special Vulnerabilities 93
- Chapter 4 Social Proof: Truths Are Us 97
- The Principle of Social Proof 99
- People Power 99
- After the Deluge 102
- Cause of Death: Uncertain(ty) 109
- A Scientific Approach 113
- Devictimizing Yourself 115
- Monkey Me, Monkey Do 117
- Monkey Die 120
- Monkey Island 128
- Defense 131
- Sabotage 132
- Looking Up 135
- Chapter 5 Liking: The Friendly Thief 141
- Making Friends to Influence People 144
- Why Do I Like You? Let Me List the Reasons 146
- Physical Attractiveness 146
- Similarity 148
- Compliments 149
- Contact and Cooperation 151
- Off to Camp 154
- Back to School 156
- Conditioning and Association 159
- Does the Name Pavlov Ring a Bell? 163
- From the News and Weather to the Sports 166
- Defense 170
- Chapter 6 Authority: Directed Deference 174
- The Power of Authority Pressure 176
- The Allures and Dangers of Blind Obedience 180
- Connotation Not Content 184
- Titles 184
- Clothes 186
- Trappings 190
- Defense 191
- Authoritative Authority 191
- Sly Sincerity 192
- Chapter 7 Scarcity: The Rule of the Few 198
- Less Is Best and Loss Is Worst 199
- Limited Numbers 200
- Time Limits 207
- Psychological Reactance 203
- Adult Reactance: Love, Guns, and Suds 206
- Censorship 210
- Optimal Conditions 213
- New Scarcity: Costlier Cookies and Civil Conflict 213
- Competition for Scarce Resources: Foolish Fury 217
- Defense 221
- Chapter 8 Instant Influence: Primitive Consent for an Automatic Age 227
- Primitive Automaticity 228
- Modern Automaticity 230
- Shortcuts Shall Be Sacred 231.
- ISBN:
- 9780205609994
- 0205609996
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