Influence : science and practice / Robert B. Cialdini.
By: Cialdini, Robert B.
Material type: BookPublisher: New York : HarperCollinsCollegePublishers, 1993Edition: 3rd ed.Description: xv, 253 p. : ill. ; 24 cm. + pbk.ISBN: 0673467511.Subject(s): Influence (Psychology) | Persuasion (Psychology)DDC classification: 153.852Item type | Current library | Call number | Copy number | Status | Date due | Barcode | Item holds |
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General Lending | MTU Bishopstown Library Store Item | 153.852 (Browse shelf(Opens below)) | 1 | Available | 00046400 | ||
General Lending | MTU Bishopstown Library Lending | 153.852 (Browse shelf(Opens below)) | 1 | Available | 00046411 |
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Enhanced descriptions from Syndetics:
Narrative writing is combined with scholarly ideas in this examination of the psychology of compliance (ie uncovering which factors cause one person to say yes to another's request). By combining evidence from two relevant, but very different arenas - the realm of controlled research and the working world of influence professionals - this book looks at this issue in terms of six basic principles of psychology (one to a chapter). These principles direct human behaviour, and are therefore extremely powerful: reciprocation, consistency, social validation, liking, authority and scarcity. This text is a supplement for courses in introductor psychology, social psychology, management, sales, marketing and persuasion.
Includes bibliographical references (pages 231-246) and index.
Weapons of influence -- Reciprocation: the old give and take ... and take -- Commitment and consistency: hobgoblins of the mind -- Social proof: truths are us -- Liking: the friendly thief -- Authority: directed deference -- Scarcity: the rule of the few -- Instant influence: primitive consent for an automatic age.
Table of contents provided by Syndetics
- ll chapters conclude with Summary and Study Questions
- Preface
- Introduction
- 1 Weapons of Influence
- Click, Whirr
- Betting the Shortcut Odd
- The Profiteers
- Jujitsu
- Reader's Report
- 2 Reciprocation: The Old Give and Take and Take
- How the Rule Works
- Reciprocal Concessions
- Rejection-Then-Retreat
- Defense
- Reader's Report
- 3 Commitment and Consistency: Hobgoblins of the Mind
- Whirring Along
- Commitment Is the Key
- Defense
- Reader's Report
- 4 Social Proof: Truths Are Us
- The Principle of Social Proof
- Cause of Death: Uncertain(ty)
- Monkey Me, Monkey Do
- Defense
- Reader's Report
- 5 Liking: The Friendly Thief
- Making Friends to Influence People
- Why Do I Like You? Let Me List the Reasons
- Conditioning and Association
- Defense
- Reader's Report
- 6 Authority: Directed Deference
- The Power of Authority Pressure
- The Allures and Dangers of Blind Obedience
- Connotation Not Content
- Defense
- Reader's Report
- 7 Scarcity: The Rule of the Few
- Less Is Best and Loss Is Worst
- Psychological Reactance
- Optimal Conditions
- Defense
- Reader's Report
- 8 Instant Influence: Primitive Consent for an Automatic Age
- Primitive Automaticity
- Modern Automaticity
- Shortcuts Shall Be Sacred
- References
- Credits
- Index