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

others. Support for these ideas comes from the telephone study of Ari- zona State University students. Before being asked about ...

this species that bloom throughout our culture. The persistent name- dropper is a classic example. So, too, is the rock-music gr ...

not toward the things that may produce undue liking for a compliance practitioner, but toward the fact that undue liking has bee ...

interactions with such nice people, especially when they may be offering us the best available deal. I would recommend a differe ...

switch to MCI to get all the blah, blah, blah benefits of MCI service, and so that Brad could save twenty percent on his calls t ...

Chapter 6 AUTHORITY Directed Deference Follow an expert. —VIRGIL S UPPOSE THAT WHILE LEAFING THROUGH THE NEWSPAPER, YOU notice a ...

think, there’s plenty of time for that if need be and, besides, how strong a shock could it be? After you have had a chance to s ...

of the shocks stuns you into near paralysis. You can no longer cry out, no longer struggle. You can only feel each terrible elec ...

about one person in a thousand would be willing to continue to the end. No one, then, was prepared for the behavior patterns tha ...

agony. They implored the researcher to let them stop. When he refused, they went on, but in the process they trembled, they pers ...

ended the shocks. As in the other experimental variations, such a result would hardly be expected had the subjects’ motivations ...

it is natural to expect that good reasons exist for the motivation. In the case of obedience to authority, even a brief consider ...

rewards and punishments. As adults, the same benefits persist for the same reasons, though the authority figures now appear as e ...

by Cohen and Davis. A physician ordered ear drops to be administered to the right ear of a patient suffering pain and infection ...

sionals who are short on substance. Con artists, for example, drape themselves with the titles, clothes, and trappings of author ...

college students, a man was introduced as a visitor from Cambridge University in England. However, his status at Cambridge was r ...

those of average or slightly above-average height, commonly wear lifts in their shoes. The other lesson is more general: The out ...

of this sort must give us all great reason for concern as potential hospital patients. Given the recent U.S. Health Care Financi ...

normal street clothes; the rest of the time, he was dressed in a security guard’s uniform. Regardless of the type of request, ma ...

inches wide—no more, no less; the cloth is heavy and substantial, even in July; the tones are muted, business blue, business gra ...