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

Gouldner can report that there is no human society that does not sub- scribe to the rule.^2 And within each society it seems per ...

It is both a personal bane and a professional blessing that whenever I am confused by some aspect of human behavior, I feel driv ...

he sold the most tickets, he would win a fifty-dollar prize. Joe’s request was for the subject to buy some raffle tickets at twe ...

vory or unwelcome sales operators, disagreeable acquaintances, repres- entatives of strange or unpopular organizations—can great ...

magazine of the Society, or, in the most cost-effective version, a flower. The unsuspecting passerby who suddenly finds a flower ...

to be strongly opposed to the proposals were voting for them. Close examination by political scientists has found the cause to b ...

field as well. Although the number of possible examples is large, let’s examine a pair of familiar ones deriving from the “free ...

Of course, by now you and I know that the customer who has accep- ted and used the BUG products has been trapped into facing the ...

An equally compelling point regarding the power of reciprocity comes from an account of a woman who saved her life not by giving ...

can state, “There is an obligation to give, an obligation to receive, and an obligation to repay.”^6 Although the obligation to ...

from his benefactor, seemingly about to break free, only to be drawn back again by the pull of the rule. Once more his body tilt ...

The Rule Can Trigger Unfair Exchanges There is yet one other feature of the reciprocity rule that allows it to be exploited for ...

because he had done her a small favor a month earlier? Or, more gen- erally, why should it be that small first favors often stim ...

allows a man to buy her drinks, she is immediately judged (by both men and women) as more sexually available to him.^9 RECIPROCA ...

something not because of any favorable feelings toward the item, but because the purchase request had been presented in a way th ...

the only one I would have immediately open to me—compliance with your second request. Was that how the Boy Scout got me to buy h ...

idea of being responsible for a group of juvenile delinquents of unspe- cified age for hours in a public place without pay was h ...

But Marshall...not only admits his tricks...he seems to revel in them. On one episode of his [then] top-rated Laverne and Shirle ...

encountered in Chapter 1. That principle accounted for, among other things, the tendency of a man to spend more money on a sweat ...

the most defeatable candidate, George McGovern, would win his party’s nomination. A Republican victory seemed assured. The brea ...