Six Degrees of Social Influence

Science, Application, and the Psychology of Robert Cialdini
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ISBN-13:
9780199876686
Einband:
PDF
Seiten:
0
Autor:
Sanford L. Braver
eBook Typ:
PDF
eBook Format:
PDF
Kopierschutz:
Adobe DRM [Hard-DRM]
Sprache:
Englisch
Beschreibung:

Over the course of the last four decades, Robert Cialdini's work has helped spark an intellectual revolution in which social psychological ideas have become increasingly influential. The concepts presented in his book, Influence: The Psychology of Persuasion, have spread well beyond the geographic boundaries of North America and beyond the field of academic social psychology into the areas of business, health, and politics. In this book, leading authors, who represent many different countries and disciplines, explore new developments and the widespread impact of Cialdini's work in research areas ranging from persuasion strategy and social engineering to help-seeking and decision-making. Among the many topics covered, the authors discuss how people underestimate the influence of others, how a former computer hacker used social engineering to gain access to highly confidential computer codes, and how biology and evolution figure into the principles of influence. The authors break new ground in the study of influence.
Over the course of the last four decades, Robert Cialdini's work has helped spark an intellectual revolution in which social psychological ideas have become increasingly influential. The concepts presented in his book, Influence: The Psychology of Persuasion, have spread well beyond the geographic boundaries of North America and beyond the field of academic social psychology into the areas of business, health, and politics. In this book, leading authors, who represent many different countries and disciplines, explore new developments and the widespread impact of Cialdini's work in research areas ranging from persuasion strategy and social engineering to help-seeking and decision-making. Among the many topics covered, the authors discuss how people underestimate the influence of others, how a former computer hacker used social engineering to gain access to highly confidential computer codes, and how biology and evolution figure into the principles of influence. The authors break new ground in the study of influence.
Introduction - Full Cycle Social Influence
Douglas T. Kenrick, Noah J. Goldstein, and Sanford L. Braver

Chapter 1 - Six Degrees of Bob Cialdini and Five Principles of Scientific Influence
Mark Schaller, Douglas T. Kenrick, Steven L. Neuberg

Chapter 2 - Underestimating One's Influence in Help-Seeking
Francis J. Flynn and Vanessa K. Bohns

Chapter 3 - The Path of Least Resistance
Brad J. Sagarin and Kevin D. Mitnick

Chapter 4 - Fluency and social influence: Lessons from judgment and decision making
Petia Petrova, Norbert Schwarz, and Hyunjin Song

Chapter 5 - A Multi-Process Approach to Social Influence
Richard E. Petty and Pablo Briñol

Chapter 6 - Basking in Reflected Glory and Compliance with Requests from People Like Us
Jerry M. Burger

Chapter 7 - Social Norms: A How-to (and How-not-to) Guide
Noah J. Goldstein and Chad R. Mortensen

Chapter 8 - Evolution, Social Influence, and Sex Ratio
Vladas Griskevicius, Jeffry A. Simpson, Kristina M. Durante, John S. Kim, and Stephanie M. Cantu

Chapter 9 - Designed for Social Influence
John T. Cacioppo and Louise C. Hawkley

Chapter 10 - Social Influence on Reproductive Behavior in Humans and Other Species
Abraham P. Buunk, Shelli L. Dubbs, and Jan A.R.A.M. van Hooff

Chapter 11 - Egoism or Altruism? Hard-Nosed Experiments and Deep Philosophical Questions
Stephanie L. Brown and Jon K. Maner

Chapter 12 - Basic, Applied, and Full Cycle Social Psychology: Enhancing Causal Generalization and Impact
Stephen G. West and William G. Graziano

Chapter 13 - Behavioral Change Cialdini-Style
Rick van Baaren and Ap Dijksterhuis

Chapter 14 - Collective Full Cycle Social Psychology: Models, Principles, Experience
Darwyn E. Linder, John W. Reich, and Sanford L. Braver
Over the course of the last four decades, Robert Cialdini's work has helped spark an intellectual revolution in which social psychological ideas have become increasingly influential. The concepts presented in his book, Influence: The Psychology of Persuasion, have spread well beyond the geographic boundaries of North America and beyond the field of academic social psychology into the areas of business, health, and politics. In this book, leading authors, who represent many different countries and disciplines, explore new developments and the widespread impact of Cialdini's work in research areas ranging from persuasion strategy and social engineering to help-seeking and decision-making. Among the many topics covered, the authors discuss how people underestimate the influence of others, how a former computer hacker used social engineering to gain access to highly confidential computer codes, and how biology and evolution figure into the principles of influence. The authors break new ground in the study of influence.

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