Influence : Science and Practice
ISBN: 9780205609994 | 0205609996
Edition: 5thFormat: Paperback
Publisher: Pearson
Pub. Date: 7/29/2008
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Influence: Science and Practiceis an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say "yes" to another's request).Written in a narrative style combined with scholarly research, Cialdini combines evidence from experimental work with the techniques and strategies he gathered while working as a salesperson, fundraiser, advertiser, and in other positions inside organizations that commonly use compliance tactics to get us to say "yes." Widely used in classes, as well as sold to people operating success... MORE
| Preface | p. ix |
| Introduction | p. xi |
| Weapons of Influence | p. 1 |
| Click, Whirr | p. 2 |
| Betting the Shortcut Odds | p. 6 |
| The Profiteers | p. 10 |
| Jujitsu | p. 12 |
| Summary | p. 16 |
| Study Questions | p. 16 |
| Reciprocation: The Old Give and Take ... and Take | p. 18 |
| How the Rule Works | p. 22 |
| ... MORE | p. 23 |
| Politics | p. 26 |
| The Not-So-Free Sample | p. 28 |
| The Rule Enforces Uninvited Debts | p. 31 |
| The Rule Can Trigger Unequal Exchanges | p. 33 |
| Reciprocal Concessions | p. 35 |
| Rejection-Then-Retreat | p. 37 |
| Reciprocal Concessions, Perceptual Contrast, and the Watergate Mystery | p. 40 |
| Damned If You Do, Damned If You Don't | p. 42 |
| Here's My Blood, and Do Call Again | p. 43 |
| The Sweet, Secret Side Effects | p. 44 |
| Responsibility | p. 44 |
| Satisifaction | p. 45 |
| Defense | p. 45 |
| Rejecting the Rule | p. 45 |
| Smoking Out the Enemy | p. 47 |
| Summary | p. 49 |
| Study Questions | p. 50 |
| Commitment and Consistency: Hobgoblins of the Mind | p. 51 |
| Whirring Along | p. 53 |
| The Quick Fix | p. 54 |
| The Foolish Fortress | p. 54 |
| Seek and Hide | p. 56 |
| Commitment Is the Key | p. 59 |
| Hearts and Minds | p. 66 |
| The Magic Act | p. 67 |
| The Public Eye | p. 71 |
| The Effort Extra | p. 73 |
| The Inner Choice | p. 79 |
| Growing Legs to Stand On | p. 83 |
| Standing Up for the Public Good | p. 86 |
| Defense | p. 89 |
| Stomach Signs | p. 89 |
| Heart-of-Hearts Signs | p. 91 |
| Special Vulnerabilities | p. 93 |
| Summary | p. 95 |
| Study Questions | p. 96 |
| Social Proof: Truths Are Us | p. 97 |
| The Principle of Social Proof | p. 99 |
| People Power | p. 99 |
| After the Deluge | p. 102 |
| Cause of Death: Uncertain(ty) | p. 109 |
| A Scientific Approach | p. 113 |
| Devictimizing Yourself | p. 115 |
| Monkey Me, Monkey Do | p. 117 |
| Monkey Die | p. 120 |
| Monkey Island | p. 128 |
| Defense | p. 131 |
| Sabotage | p. 132 |
| Looking Up | p. 135 |
| Summary | p. 138 |
| Study Questions | p. 139 |
| Liking: The Friendly Thief | p. 141 |
| Making Friends to Influence People | p. 144 |
| Why Do I Like You? Let Me List the Reasons | p. 146 |
| Physical Attractiveness | p. 146 |
| Similarity | p. 148 |
| Compliments | p. 149 |
| Contact and Cooperation | p. 151 |
| Off to Camp | p. 154 |
| Back to School | p. 156 |
| Conditioning and Association | p. 159 |
| Does the Name Pavlov Ring a Bell? | p. 163 |
| From the News and Weather to the Sports | p. 166 |
| Defense | p. 170 |
| Summary | p. 172 |
| Study Questions | p. 172 |
| Authority: Directed Deference | p. 174 |
| The Power of Authority Pressure | p. 176 |
| The Allures and Dangers of Blind Obedience | p. 180 |
| Connotation Not Content | p. 184 |
| Titles | p. 184 |
| Clothes | p. 186 |
| Trappings | p. 190 |
| Defense | p. 191 |
| Authoritative Authority | p. 191 |
| Sly Sincerity | p. 192 |
| Summary | p. 195 |
| Study Questions | p. 196 |
| Scarcity: The Rule of the Few | p. 198 |
| Less Is Best and Loss Is Worst | p. 199 |
| Limited Numbers | p. 200 |
| Time Limits | p. 207 |
| Psychological Reactance | p. 203 |
| Adult Reactance: Love, Guns, and Suds | p. 206 |
| Censorship | p. 210 |
| Optimal Conditions | p. 213 |
| New Scarcity: Costlier Cookies and Civil Conflict | p. 213 |
| Competition for Scarce Resources: Foolish Fury | p. 217 |
| Defense | p. 221 |
| Summary | p. 225 |
| Study Questions | p. 226 |
| Instant Influence: Primitive Consent for an Automatic Age | p. 227 |
| Primitive Automaticity | p. 228 |
| Modern Automaticity | p. 230 |
| Shortcuts Shall Be Sacred | p. 231 |
| Summary | p. 233 |
| Study Questions | p. 234 |
| References | p. 235 |
| Index | p. 254 |
| Credits | p. 260 |
| Table of Contents provided by Ingram. All Rights Reserved. |
Robert B. Cialdini is a well-known and influential speaker who gives frequent speeches on The Power of Ethical Influence to such organizations as IBM, the Mayo Clinic, and NATO. He is currently Regents' Professor of Psychology at Arizona State University
