Influence: Pearson New International Edition

Science and Practice
5e édition

VitalSource eBook (VitalBook) - En anglais 19,00 € DRM - Momentanément indisponible

Spécifications


Éditeur
Pearson Education
Édition
5
Auteur
Robert B. Cialdini,
Langue
anglais
BISAC Subject Heading
PSY000000 PSYCHOLOGY
BIC subject category (UK)
JM Psychology
Code publique Onix
05 Enseignement supérieur
Date de première publication du titre
01 novembre 2013
Subject Scheme Identifier Code
Classification thématique Thema: Psychologie

VitalSource eBook


Date de publication
23 août 2013
ISBN-13
9781292035499
Ampleur
Nombre de pages de contenu principal : 744
Code interne
1292035498

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Sommaire


All chapters conclude with “Summary” and “Study Questions.”

Preface.
Introduction.

1.Weapons of Influence.

Click, Whirr.

Betting the Shortcut Odd.

The Profiteers.

Jujitsu.

Reader's Report.


2.Reciprocation: The Old Give and Take … and Take.

How the Rule Works.

Reciprocal Concessions.

Rejection-Then-Retreat.

Defense.

Reader's Report.


3.Commitment and Consistency: Hobgoblins of the Mind.

Whirring Along.

Commitment Is the Key.

Defense.

Reader's Report.


4.Social Proof: Truths Are Us.

The Principle of Social Proof.

Cause of Death: Uncertain(ty).

Monkey Me, Monkey Do.

Defense.

Reader's Report.


5.Liking: The Friendly Thief.

Making Friends to Influence People.

Why Do I Like You? Let Me List the Reasons.

Conditioning and Association.

Defense.

Reader's Report.


6.Authority: Directed Deference.

The Power of Authority Pressure.

The Allures and Dangers of Blind Obedience.

Connotation Not Content.

Defense.

Reader's Report.


7.Instant Influence: Primitive Consent for an Automatic Age.

Primitive Automaticity.

Modern Automaticity.

Shortcuts Shall Be Sacred.

 

8.Scarcity: The Rule of the Few.

Less Is Best and Loss Is Worst.

Psychological Reactance.

Optimal Conditions.

Defense.

Reader's Report.


References.
Credits.
Index.

 

 


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