Influence - The Psychology of Persuasion (Collins Business Essentials) by Robert B. Cialdini (z-lib.org)

satisfied with the looks of the genuinely available romantic possibilities around us. More recent work by these authors takes th ...

ities investigated—Americans, Swedes, and Japanese. See Gergen et al. (1975) for an account of the study. The Pittsburgh study ...

of behavior which helped the enemy,” and it thus included such diverse activities as signing peace petitions, running errands, m ...

ent from or always to be trusted more than what we think about it. However, the data are clear that our emotions and beliefs oft ...

harmed another. Afterward, these children were significantly more harmful toward another child than were children who had watche ...

Police theorized she may have been sitting or standing by a fountain in the Art Institute’s south plaza when she was attacked. T ...

and training) designed to rehabilitate them to society. One year after their release, a check of the records revealed that (exce ...

own in school comes from Gerard and Miller (1975). The evidence for the dislike of things repeatedly presented under unpleasant ...

CHAPTER 6 (PAGES 208–236) The quote is from Milgram’s 1963 article in the Journal of Abnormal and Social Psychology. All of the ...

it, and still none of the leaders. Contrast this with what happened in a second troop where wheat was introduced first to the le ...

See Schwartz (1980) for evidence of such a process. See Lynn (1989). Without wishing to minimize the advantages of this type of ...

The University of Chicago jury experiment on inadmissible evidence was reported by Broeder (1959). The initial statements of co ...

...

BIBLIOGRAPHY Altheide, D. L., and J. M. Johnson. “Counting Souls: A Study of Coun- seling at Evangelical Crusades.” Pacific Soci ...

Effects of Physical Attractiveness on Race, Sex, and Receiving Help.” Journal of Experimental Social Psychology 12 (1976): 409–1 ...

——, and L. A. Brannon. “Liberalization of Commodity Theory.” Basic and Applied Social Psychology 13 (1992): 135–43. Broeder, D. ...

Cialdini, R. B. et al. “The Low-Ball Procedure for Producing Compliance: Commitment, Then Cost.” Journal of Personality and Soci ...

Review of Ten Classroom Experiments.” Journal of Research and Devel- opment in Education 12 (1978): 28–38. Dion, K. K. “Physical ...

Fromkin, H. L., and T. C. Brock. “A Commodity Theory Analysis of Persuasion.” Representative Research in Social Psychology 2 (19 ...

Outcomes on the 1976 Democratic Presidential Primaries.” Journal of Personality and Social Psychology 38 (1980): 337–47. ——, K. ...