Download or read book Influence written by Robert B. Cialdini and published by Pearson Scott Foresman. This book was released on 1988 with total page 434 pages. Available in PDF, EPUB and Kindle. Book excerpt: Influence: Science and Practice is an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say "yes" to another's request) and is written in a narrative style combined with scholarly research. Cialdini combines evidence from experimental work with the techniques and strategies he gathered while working as a salesperson, fundraiser, advertiser, and other positions, inside organizations that commonly use compliance tactics to get us to say "yes". Widely used in graduate and undergraduate psychology and management classes, as well as sold to people operating successfully in the business world, the eagerly awaited revision of Influence reminds the reader of the power of persuasion. Cialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior: reciprocation, consistency, social proof, liking, authority, and scarcity. Copyright © Libri GmbH. All rights reserved.
Download or read book Influence rev written by Robert B. Cialdini and published by Harper Collins. This book was released on 1993 with total page 338 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Learn the six psychological secrets behind our powerful impulse to comply." - cover.
Download or read book Influence New and Expanded written by Robert B. Cialdini, PhD and published by HarperCollins. This book was released on 2021-05-04 with total page 661 pages. Available in PDF, EPUB and Kindle. Book excerpt: The foundational and wildly popular go-to resource for influence and persuasion—a renowned international bestseller, with over 5 million copies sold—now revised adding: new research, new insights, new examples, and online applications. In the new edition of this highly acclaimed bestseller, Robert Cialdini—New York Times bestselling author of Pre-Suasion and the seminal expert in the fields of influence and persuasion—explains the psychology of why people say yes and how to apply these insights ethically in business and everyday settings. Using memorable stories and relatable examples, Cialdini makes this crucially important subject surprisingly easy. With Cialdini as a guide, you don’t have to be a scientist to learn how to use this science. You’ll learn Cialdini’s Universal Principles of Influence, including new research and new uses so you can become an even more skilled persuader—and just as importantly, you’ll learn how to defend yourself against unethical influence attempts. You may think you know these principles, but without understanding their intricacies, you may be ceding their power to someone else. Cialdini’s Principles of Persuasion: Reciprocation Commitment and Consistency Social Proof Liking Authority Scarcity Unity, the newest principle for this edition Understanding and applying the principles ethically is cost-free and deceptively easy. Backed by Dr. Cialdini’s 35 years of evidence-based, peer-reviewed scientific research—including a three-year field study on what leads people to change—Influence is a comprehensive guide to using these principles to move others in your direction.
Download or read book Six Degrees of Social Influence written by Douglas T. Kenrick and published by OUP USA. This book was released on 2012-02-10 with total page 206 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Download or read book The Psychology of Influence written by Joop van der Pligt and published by Taylor & Francis. This book was released on 2016-10-04 with total page 250 pages. Available in PDF, EPUB and Kindle. Book excerpt: Whether it’s our choice of a new car or what we think about our neighbours, our opinions and attitudes are a way of negotiating the world around us. The Psychology of Influence explores how these preferences and behaviours are influenced and affected by the messages we receive in daily life. From consumer choices to political, lifestyle and financial decisions, the book examines how and why we may be influenced by a range of sources, from written text and television to social media and interpersonal communication. In a field that has fascinated scholars since Plato, the book addresses the key questions across cognitive, social and emotional domains: When do arguments become persuasive? What influence do role models have? What role do simple rules of thumb, social norms or emotions play? Which behaviours are difficult to influence, and why? Covering topics from attraction, prejudice and discrimination to reward, punishment and unconscious bias, The Psychology of Influence will be invaluable reading for students and researchers across a range of areas within applied and social psychology, as well as those in political science, communications, marketing and business and management.
Download or read book Techniques of Social Influence written by Dariusz Dolinski and published by Routledge. This book was released on 2015-07-03 with total page 181 pages. Available in PDF, EPUB and Kindle. Book excerpt: Every day we are asked to fulfil others’ requests, and we make regular requests of others too, seeking compliance with our desires, commands and suggestions. This accessible text provides a uniquely in-depth overview of the different social influence techniques people use in order to improve the chances of their requests being fulfilled. It both describes each of the techniques in question and explores the research behind them, considering questions such as: How do we know that they work? Under what conditions are they more or less likely to be effective? How might individuals successfully resist attempts by others to influence them? The book groups social influence techniques according to a common characteristic: for instance, early chapters describe "sequential" techniques, and techniques involving egotistic mechanisms, such as using the name of one’s interlocutor. Later chapters present techniques based on gestures and facial movements, and others based on the use of specific words, re-examining on the way whether "please" really is a magic word. In every case, author Dariusz Dolinski discusses the existing experimental studies exploring their effectiveness, and how that effectiveness is enhanced or reduced under certain conditions. The book draws on historical material as well as the most up-to-date research, and unpicks the methodological and theoretical controversies involved. The ideal introduction for psychology graduates and undergraduates studying social influence and persuasion, Techniques of Social Influence will also appeal to scholars and students in neighbouring disciplines, as well as interested marketing professionals and practitioners in related fields.
Download or read book The Psychology of Attitude Change and Social Influence written by Philip G. Zimbardo and published by McGraw-Hill Humanities, Social Sciences & World Languages. This book was released on 1991 with total page 464 pages. Available in PDF, EPUB and Kindle. Book excerpt: This text, part of the McGraw-Hill Series in Social Psychology, is for the student with no prior background in social psychology. Written by Philip Zimbardo and Michael Leippe, outstanding researchers in the field, the text covers the relationships existing between social influence, attitude change and human behavior. Through the use of current, real-life situations, the authors illustrate the principles of behavior and attitude change at the same time that they foster critical thinking skills on the part of the reader.
Download or read book The Psychology of Social Influence written by Gordon Sammut and published by Cambridge University Press. This book was released on 2021-01-07 with total page 331 pages. Available in PDF, EPUB and Kindle. Book excerpt: Theoretically different modalities of social influence are set out and a blueprint for the study of socio-political dynamics is delivered.
Download or read book Webs of Influence written by Nathalie Nahai and published by Pearson UK. This book was released on 2012-12-14 with total page 274 pages. Available in PDF, EPUB and Kindle. Book excerpt: As legions of businesses scramble to set up virtual-shop, we face an unprecedented level of competition to win over and keep new customers online. At the forefront of this battleground is your ability to connect with your customers, nurture your relationships and understand the psychology behind what makes them click. In this book The Web Psychologist, Nathalie Nahai, expertly draws from the worlds of psychology, neuroscience and behavioural economics to bring you the latest developments, cutting edge techniques and fascinating insights that will lead to online success. Webs of Influence delivers the tools you need to develop a compelling, influential and profitable online strategy which will catapult your business to the next level – with dazzling results.
Download or read book The New Psychology of Leadership written by S. Alexander Haslam and published by Psychology Press. This book was released on 2010-09-13 with total page 458 pages. Available in PDF, EPUB and Kindle. Book excerpt: Winner of the University of San Diego Outstanding Leadership Book Award 2012! Shortlisted for the British Psychological Society Book Award 2011! Shortlisted for the CMI (Chartered Management Institute) Management Book of the Year Award 2011–2012! According to John Adair, the most important word in the leader's vocabulary is "we" and the least important word is "I". But if this is true, it raises one important question: why do psychological analyses of leadership always focus on the leader as an individual – as the great "I"? One answer is that theorists and practitioners have never properly understood the psychology of "we-ness". This book fills this gap by presenting a new psychology of leadership that is the result of two decades of research inspired by social identity and self-categorization theories. The book argues that to succeed, leaders need to create, champion, and embed a group identity in order to cultivate an understanding of 'us' of which they themselves are representative. It also shows how, by doing this, they can make a material difference to the groups, organizations, and societies that they lead. Written in an accessible and engaging style, the book examines a range of central theoretical and practical issues, including the nature of group identity, the basis of authority and legitimacy, the dynamics of justice and fairness, the determinants of followership and charisma, and the practice and politics of leadership. The book will appeal to academics, practitioners and students in social and organizational psychology, sociology, political science and anyone interested in leadership, influence and power.
Download or read book The Great Mental Models Volume 1 written by Shane Parrish and published by Penguin. This book was released on 2024-10-15 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Discover the essential thinking tools you’ve been missing with The Great Mental Models series by Shane Parrish, New York Times bestselling author and the mind behind the acclaimed Farnam Street blog and “The Knowledge Project” podcast. This first book in the series is your guide to learning the crucial thinking tools nobody ever taught you. Time and time again, great thinkers such as Charlie Munger and Warren Buffett have credited their success to mental models–representations of how something works that can scale onto other fields. Mastering a small number of mental models enables you to rapidly grasp new information, identify patterns others miss, and avoid the common mistakes that hold people back. The Great Mental Models: Volume 1, General Thinking Concepts shows you how making a few tiny changes in the way you think can deliver big results. Drawing on examples from history, business, art, and science, this book details nine of the most versatile, all-purpose mental models you can use right away to improve your decision making and productivity. This book will teach you how to: Avoid blind spots when looking at problems. Find non-obvious solutions. Anticipate and achieve desired outcomes. Play to your strengths, avoid your weaknesses, … and more. The Great Mental Models series demystifies once elusive concepts and illuminates rich knowledge that traditional education overlooks. This series is the most comprehensive and accessible guide on using mental models to better understand our world, solve problems, and gain an advantage.
Download or read book Dark Persuasion written by Joel E. Dimsdale and published by Yale University Press. This book was released on 2021-08-10 with total page 301 pages. Available in PDF, EPUB and Kindle. Book excerpt: A harrowing account of brainwashing’s pervasive role in the twentieth and twenty-first centuries This gripping book traces the evolution of brainwashing from its beginnings in torture and religious conversion into the age of neuroscience and social media. When Pavlov introduced scientific approaches, his research was enthusiastically supported by Lenin and Stalin, setting the stage for major breakthroughs in tools for social, political, and religious control. Tracing these developments through many of the past century’s major conflagrations, Dimsdale narrates how when World War II erupted, governments secretly raced to develop drugs for interrogation. Brainwashing returned to the spotlight during the Cold War in the hands of the North Koreans and Chinese. In response, a huge Manhattan Project of the Mind was established to study memory obliteration, indoctrination during sleep, and hallucinogens. Cults used the techniques as well. Nobel laureates, university academics, intelligence operatives, criminals, and clerics all populate this shattering and dark story—one that hasn’t yet ended.
Download or read book Seducing the Subconscious written by Robert Heath and published by John Wiley & Sons. This book was released on 2012-04-09 with total page 60 pages. Available in PDF, EPUB and Kindle. Book excerpt: Our relationship with ads: it's complicated A must-read for anyone intrigued by the role and influence of the ad world, Seducing the Subconscious explores the complexities of our relationship to advertising. Robert Heath uses approaches from experimental psychology and cognitive neuroscience to outline his theory of the subconscious influence of advertising in its audience’s lives. In addition to looking at ads’ influence on consumers, Heath also addresses how advertising is evolving, noting especially the ethical implications of its development. Supported by current research, Seducing the Subconscious shows us just how strange and complicated our relationship is with the ads we see every day.
Download or read book The Science of Social Influence written by Anthony R. Pratkanis and published by Psychology Press. This book was released on 2011-02-25 with total page 496 pages. Available in PDF, EPUB and Kindle. Book excerpt: The contributions to this volume capture the thrill of current work on social influence, as well as providing a tutorial on the scientific and technical aspects of this research. The volume teaches the student to: Learn how to conduct lab, field and case research on social influence through example by leading researchers Find out about the latest discoveries including the status of research on social influence tactics, dissonance theory, conformity, and resistance to influence Discover how seemingly complex issues such as power, rumors, group and minority influence and norms can be investigated using the scientific method Apply knowledge to current influence campaigns to find out what works and what does not. The Science of Social Influence is the perfect core or complementary text for advanced undergraduate or graduate students in courses such as Attitudes and Attitude Change, Communications, Research Methods and, of course, Social Influence.
Download or read book Pre Suasion written by Robert Cialdini and published by Simon and Schuster. This book was released on 2016-09-06 with total page 469 pages. Available in PDF, EPUB and Kindle. Book excerpt: The acclaimed New York Times and Wall Street Journal bestseller from Robert Cialdini—“the foremost expert on effective persuasion” (Harvard Business Review)—explains how it’s not necessarily the message itself that changes minds, but the key moment before you deliver that message. What separates effective communicators from truly successful persuaders? With the same rigorous scientific research and accessibility that made his Influence an iconic bestseller, Robert Cialdini explains how to prepare people to be receptive to a message before they experience it. Optimal persuasion is achieved only through optimal pre-suasion. In other words, to change “minds” a pre-suader must also change “states of mind.” Named a “Best Business Books of 2016” by the Financial Times, and “compelling” by The Wall Street Journal, Cialdini’s Pre-Suasion draws on his extensive experience as the most cited social psychologist of our time and explains the techniques a person should implement to become a master persuader. Altering a listener’s attitudes, beliefs, or experiences isn’t necessary, says Cialdini—all that’s required is for a communicator to redirect the audience’s focus of attention before a relevant action. From studies on advertising imagery to treating opiate addiction, from the annual letters of Berkshire Hathaway to the annals of history, Cialdini outlines the specific techniques you can use on online marketing campaigns and even effective wartime propaganda. He illustrates how the artful diversion of attention leads to successful pre-suasion and gets your targeted audience primed and ready to say, “Yes.” His book is “an essential tool for anyone serious about science based business strategies…and is destined to be an instant classic. It belongs on the shelf of anyone in business, from the CEO to the newest salesperson” (Forbes).
Download or read book The Rules of Love written by Richard Templar and published by FT Press. This book was released on 2013-02-25 with total page 248 pages. Available in PDF, EPUB and Kindle. Book excerpt: Love matters. Whether it's the romantic kind or the emotional bond between you and family or friends. Indeed latest research suggests that those who love and are loved are significantly more likely to be alive in 10 years time than those without love in their lives. Love makes us happy, and the happier we are, the longer it seems we tend to live. So, why is it that some people find relationships so easy? We all know the kind of person, married forever, connected with their family, and strong friendships that have stood the test of time from all stages of life. The people who make friends easily, who have someone utterly devoted to them and for whom many would do anything. What do they know and do that the rest of us could learn from? That's what you'll find in this book. If you study people who are so good at relationships you discover it's not about their personality or gender or how self sacrificing they are. Those who are great in all relationships usually do have to work at it. The secret is that they know exactly where to put their efforts. They know the Rules of Love. Now updated and expanded with 10 brand-new rules, The Rules of Love helps you benefit from the simple principles of forming and sustaining strong, enduring and ultimately, life enhancing relationships.
Download or read book Social Psychology 2 volumes written by Randal W. Summers and published by Bloomsbury Publishing USA. This book was released on 2016-12-12 with total page 719 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book provides an introduction to social psychology that covers its history, theories, and core concepts. It explains intrapersonal (how others influence our views about ourselves) and interpersonal (how we think about and act toward other people) applications of this discipline in today's society. Human beings are social by nature. Because of this, the people around us have a profound impact on how we think about ourselves and others—from our sense of self esteem to our opinions and attitudes to our interactions in a group setting. Social Psychology: How Other People Influence Our Thoughts and Actions describes these subtle but powerful effects in our daily lives, offering a complete and balanced view of the topic. Readers will discover the history of social psychology, grasp its theories and core concepts, learn about important issues and debates related to this topic, and see how these ideas are directly applicable to therapy and other real-world situations. Chapters cover how an individual's self-concept is developed and the various social forces on it, how a social psychology experiment may be conducted, and examples of social psychology in everyday life, such as group dynamics and cultural phenomena. Readers will also see how social psychology plays a role in our criminal justice system, including in the context of the prison system population; in the cultural issues associated with Latino and Native American populations; in our social collective concern about mass shootings, epidemics, and terrorism; and in the dynamics, processes, and tactics of a nationwide presidential election campaign seeking to influence the masses.
