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

All this has important implications for rearing children. It suggests that we should never heavily bribe or threaten our childre ...

chose to play with the robot that had been forbidden to them earlier. Freedman’s severe threat, which had been so successful six ...

when Freedman was nowhere around, they still ignored the robot be- cause they had been changed inside to believe that they did n ...

it is the correct way to be. He will begin to pay attention to facts he hadn’t noticed before about the value of community servi ...

doesn’t seem too steep since, as the salesman emphasizes, the cost is equal to competitors’ and “This is the car you chose, righ ...

I know full well that Sara is a lowball victim. Just as sure as I had watched buyers fall for the give-it-and-take-it-away-later ...

The chance to have their names in the paper had motivated these resid- ents to substantial conservation efforts for a period of ...

qualified, new self-image then pushed them to even greater heights of conservation. Whether or not such an explanation is correc ...

ical and appropriate way of behaving most of the time, we can’t decide merely to eliminate it from our lives altogether. The res ...

sophisticated kind with the words on the bottom of the screen. How about you? Do you like to see films? SYW: Uh...yes, I do. But ...

I knew I had been set up so that the need to be consistent with what I had already said would snare me. No more, though. I liste ...

SYW (staring blankly): Huh? C: Look. What I told you during your fake survey doesn’t matter. I refuse to allow myself to be lock ...

clearly recognizing it, without having a massive heart of hearts attack? There is no telling. One thing is certain, however: As ...

justifications for my decision to stop there. So I asked myself the crucial question, “Knowing what I know about the real price ...

the guy and walked away; but somehow, because I had complied with his initial request, I felt a need to be consistent, and I com ...

Chapter 4 SOCIAL PROOF Truths Are Us Where all think alike, no one thinks very much. —WALTER LIPPMANN I DON’T KNOW ANYONE WHO LI ...

once simple and intriguing: They know what the research says. Exper- iments have found that the use of canned merriment causes a ...

major strength and its major weakness. Like the other weapons of influ- ence, it provides a convenient shortcut for determining ...

example, an Arizona State University research team that infiltrated the Billy Graham organization reported on such advance prepa ...

interacting with their dogs; apparently the principle of social proof works best when the proof is provided by the actions of a ...