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

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Magruder, J. S. An American Life: One Man’s Road to Watergate. New York: Atheneum, 1974. Mahler, M. S., F. Pine, and A. Bergman. ...

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edited by E. E. Maccoby, T. M. Newcomb, and E. L. Hartley. New York: Holt, 1958. Whitney, R. A., T. Hubin, and J. D. Murphy. The ...

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INDEX Abrams, Robert, 243 advertising: age restrictions in, 252–253 association and, 191 average-person testimonials in, 140, 16 ...

swimming, 142–143 Ardry, R., 290n Arizona State University, 117, 200, 201 Armstrong, Thomas, 121–125, 127–128 Aronson, Elliot, 8 ...

bank-examiner scheme, 227–228 bargaining, UCLA study of, 49–50 Bar-Ilan University, 40 Baron, Robert, 286n bartenders, tipping o ...

in emergencies, 133–136, 138–139, 286n–287n Genovese case and, 129–132 Latané-Darley view of, 132–133 pluralistic ignorance and, ...

psychological reactance in, 246–247, 291n social proof and, 118–119, 285n–286n withdrawn, 119 Chinese prisoner-of-war (POW) camp ...

inner choice and, 92–103 lowball tactic and, 98–103 public, 81–85 strategies for, 67–69 Tupperware party and, 167 written, 76–81 ...

Consumers From Mars, 161 contact and cooperation, 176–187, 288n–289n automobile sales and, 185, 289n at camp, 179–182, 288n crim ...

Dean, John, 44 death threats, initiations and, 86, 88 Democratic National Committee, break-in at, 42–45 dental anxiety study, 14 ...

evangelical preachers, 117 “expensive = good” stereotype, 5–6, 10–11 exploitation: of consistency, 64–67, 98–100 lowball tactic ...

Fraser, Scott, 72–74 fraternal societies, initiation ceremonies of, 86–90, 92, 93 freedom: autonomy and, 247 scarcity and, 245–2 ...

Hare Krishna Society, 22–24, 31–33 Harris, James, 77 Harvard University, 219 hazing, initiation ceremonies and, 85–93 health: au ...