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

Suppose, though, we are confronted with an authority we determine is a relevant expert. Before submitting to authority influence ...

who somehow arranged for patrons to order more and tip higher than for anyone else; in fact, the other servers were not even clo ...

ished giving their food orders, he would say, “Very well, and would you like me to suggest or select some wine to go with your m ...

saying that someone was really interested in it, but that the price was a little too high. Would I be willing to drop my price b ...

Chapter 7 SCARCITY The Rule of the Few The way to love anything is to realize that it might be lost. —G. K. CHESTERTON T HE CITY ...

intent on a visit. I was forced to admit that, no, I had never been inclined toward the idea of a temple tour before, that I had ...

of all. Thus a stamp carrying a three-eyed likeness of George Washington is anatomically incorrect, aesthetically unappealing, a ...

Typically, one of the customers asks if there is any chance that an unsold model still exists in the store’s back room, warehous ...

Holder, Fla. “But when I found out the truth, I couldn’t eat or sleep. I lost 30 pounds. I still can’t believe I would do anythi ...

high-pressure sellers because it carries the purest form of decision deadline: right now. Customers are often told that unless t ...

FIGURE 7-3 Don’t Wait! Last chance to read this now before you turn the page (ROBERT B. CIALDINI) In addition, there is a unique ...

such an examination, though, it would be helpful to know when people first show the desire to fight against restrictions of thei ...

need to be asked and answered within their small minds. The tendency to fight for every liberty and against every restriction mi ...

committing themselves more firmly to the partnership and falling more deeply in love? According to a study done with 140 Colorad ...

How are we to make sense of this apparent contradiction of the react- ance principle? By looking a bit more closely at those who ...

begin to assign it positive qualities to justify the desire. After all, it is natural to suppose that if one feels drawn to some ...

notions would win support via the irrational course of psychological reactance. Of course, political ideas are not the only kind ...

of the Purdue study and in the context of other research on the effects of imposed restraints, one must wonder whether official ...

thirteen thousand dollars. It appears, then, that even proper, official censorship in a courtroom setting creates problems for t ...

the fact that the news carrying the scarcity of information was itself scarce made it especially persuasive.^13 OPTIMAL CONDITIO ...