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

cial-airline pilot could dip the nose of the aircraft at a crucial point of takeoff or could inexplicably land on an already occ ...

experiment showed, we are most influenced in this fashion by the ac- tions of others like us. Therefore, Phillips reasoned, if t ...

aggression that is generated. When such a match was lost by a black fighter, the homicide rate during the following ten days ros ...

for this most astounding of compliant acts? Various explanations have been offered. Some have focused on the charisma of Jim Jon ...

The country—both physical and social—into which they were dropped must have seemed dreadfully uncertain. Ah, uncertainty—the rig ...

composure of the assemblage that waited in the tropics of Guyana for businesslike death. From my own perspective, most attempts ...

myriad of decisions without personally having to investigate the detailed pros and cons of each. In this sense, the principle of ...

er—chef de claque—and several individual claqueurs) had become an es- tablished and persistent tradition throughout the world of ...

newspaper read by many of the audience members they fully expected to influence. Claque, whirr. What Sauton and Porcher realized ...

the Persian Gulf, said, “Now consumers can ask Angela Lansbury their questions about Bufferin!” As a normal human, the natural r ...

of social evidence. We should purchase no products featured in phony “unrehearsed interview” commercials. Moreover, each manufac ...

when there was a visibly clear road in front of the ill-fated lane switchers. The patrolman’s account provides certain insights ...

observer to such a hunt described the deadly outcome of the buffalo’s obsessive trust in collective knowledge. In this way, it w ...

down a hundred dollars on a prerace 10-to-1 shot, making it the early favorite. The rumors started circulating around the track— ...

Chapter 5 LIKING The Friendly Thief The main work of a trial attorney is to make a jury like his client. —CLARENCE DARROW F EW P ...

quest to purchase the product does not come from this stranger; it comes from a friend to every woman in the room. Oh, the Tuppe ...

friend’s name is enough. The Shaklee Corporation, which specializes in door-to-door sales of various home-related products, advi ...

that Joe’s formula leaves unanswered: What are the factors that cause one person to like another person? If we knew that answer, ...

male defendants at the start of their criminal trials. When, much later, the researchers checked court records for the results o ...

order to increase our compliance can accomplish that purpose by ap- pearing similar to us in any of a wide variety of ways. Dres ...