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

of fraternal societies, 86–90, 92, 93 military, 90–92 tribal, 85–86, 90 insurance sales, similarity and, 174, 288n intellect, fe ...

laughter, canned, 114–117, 158, 159, 285n Laverne and Shirley (TV show), 41 Layden, Frank, 198 Leakey, Richard, 18 legal system: ...

Mauss, Marcel, 31 MCI Calling Circle, 207 Medication Errors (Cohen and Davis), 219–220 meditation, transcendental (TM), 61–64 me ...

Nixon, Richard, 287n Nixon administration, Watergate and, 42–45 no, saying: authority and, 230–235 consistency and, 103–111 liki ...

Phillips, David, 145–149, 151–152 phobias, social proof and, 118 Photuris, 8, 282n physical attractiveness: association and, 191 ...

in Milgram study, 208–211 Purdue University study, 253–254, 292n Pyne, Joe, 273–274 race relations: contact-cooperation approach ...

social proof and, 119–128, 286n responsibility: bystander aid and, 132, 136, 138 commitment and, 92–97 rejection-then-retreat ta ...

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experiencing vs. possessing and, 267–268 free choice and, 245–251, 291n limited-number tactic and, 239, 241–242 optimal conditio ...

INFLUENCE The Psychology of Persuasion ROBERT B. CIALDINI PH.D. ...

“social conditions” interpretation of suicide-crash connection, 144, 145 social proof, 114–166, 278–279, 285n–287n advertising a ...

This book is dedicated to Chris, who glows in his father’s eye ...

Jonestown mass, 29–30, 152–156 similarity and, 144–156 Werther effect and, 145–147 Supreme Court, U.S., 258 surgery, plastic, 28 ...

Contents Introduction v 1 1 Weapons of Influence 13 2 Reciprocation: The Old Give and Take...and Take 43 3 Commitment and Consis ...

tribal behavior: buffalo hunting and, 163–164 initiations and, 85–86, 90 trigger features, 2–5, 7, 273, 281n mimicking of, 8–9 T ...

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Wood, Robert, 265, 266 Worchel, Stephen, 256 World War I, 29 World War II, 70 Wriston, Walter, 275 written testaments: publicizi ...

INTRODUCTION I can admit it freely now. All my life I’ve been a patsy. For as long as I can recall, I’ve been an easy mark for t ...

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took the form of experiments performed, for the most part, in my laboratory and on college students. I wanted to find out which ...