Book , Print in English

Influence, science and practice

Robert B. Cialdini.
  • Boston : Pearson Education, ©2009.
  • 5th ed.
  • xii, 260 pages : illustrations; 23 cm.
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Subjects
Medical Subjects
Summary
  • Praised for enjoyable writing, practical suggestions, and scientifically documented material, previous editions of this title have been widely read by business professionals, fundraisers, and those interested in psychology. This new edition includes more firsthand accounts of how principles presented in the book apply to personal lives; updated coverage of popular culture and new technology; and more on how compliance principles work in other cultures.--From publisher description.
Contents
  • Chapter 1. Weapons of Influence
  • Click, Whirr
  • Betting the Shortcut Odds
  • Profiteers
  • Jujitsu
  • Chapter 2. Reciprocation: The Old Give and Take ... and Take
  • How the Rule Works
  • Rule Is Overpowering
  • Politics
  • Not-So-Free Sample
  • Rule Enforces Uninvited Debts
  • Rule Can Trigger Unequal Exchanges
  • Reciprocal Concessions
  • Rejection-Then-Retreat
  • Reciprocal Concessions, Perceptual Contrast, and the Watergate Mystery
  • Damned If You Do, Damned If You Don't
  • Here's My Blood, and Do Call Again
  • Sweet, Secret Side Effects
  • Responsibility
  • Satisifaction
  • Defense
  • Rejecting the Rule
  • Smoking Out the Enemy
  • Chapter 3. Commitment and Consistency: Hobgoblins of the Mind
  • Whirring Along
  • Quick Fix
  • Foolish Fortress
  • Seek and Hide
  • Commitment Is the Key
  • Hearts and Minds
  • Magic Act
  • Public Eye
  • Effort Extra
  • Inner Choice
  • Growing Legs to Stand On
  • Standing Up for the Public Good
  • Defense
  • Stomach Signs
  • Heart-of-Hearts Signs
  • Special Vulnerabilities
  • Chapter 4. Social Proof: Truths Are Us
  • Principle of Social Proof
  • People Power
  • After the Deluge
  • Cause of Death: Uncertain(ty)
  • Scientific Approach
  • Devictimizing Yourself
  • Monkey Me, Monkey Do
  • Monkey Die
  • Monkey Island
  • Defense
  • Sabotage
  • Looking Up
  • Chapter 5. Liking: The Friendly Thief
  • Making Friends to Influence People
  • Why Do I Like You? Let Me List the Reasons
  • Physical Attractiveness
  • Similarity
  • Compliments
  • Contact and Cooperation
  • Off to Camp
  • Back to School
  • Conditioning and Association
  • Does the Name Pavlov Ring a Bell?
  • From the News and Weather to the Sports
  • Defense
  • Chapter 6. Authority: Directed Deference
  • Power of Authority Pressure
  • Allures and Dangers of Blind Obedience
  • Connotation Not Content
  • Titles
  • Clothes
  • Trappings
  • Defense
  • Authoritative Authority
  • Sly Sincerity
  • Chapter 7. Scarcity: The Rule of the Few
  • Less Is Best and Loss Is Worst
  • Limited Numbers
  • Time Limits
  • Psychological Reactance
  • Adult Reactance: Love, Guns, and Suds
  • Censorship
  • Optimal Conditions
  • New Scarcity: Costlier Cookies and Civil Conflict
  • Competition for Scarce Resources: Foolish Fury
  • Defense
  • Chapter 8. Instant Influence: Primitive Consent for an Automatic Age
  • Primitive Automaticity
  • Modern Automaticity
  • Shortcuts Shall Be Sacred.
Other information
  • Includes bibliographical references (p. 235-253) and index.
ISBN
  • 9780205609994
  • 0205609996
Identifying numbers
  • LCCN: 2008020078
  • OCLC: 227205869
  • OCLC: 227205869