Influence: Science and Practice
Pearson Education Limited (Verlag)
978-1-292-02229-1 (ISBN)
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.
Verlagsort | Harlow |
---|---|
Sprache | englisch |
Maße | 221 x 274 mm |
Gewicht | 598 g |
Themenwelt | Geisteswissenschaften ► Psychologie ► Allgemeine Psychologie |
Geisteswissenschaften ► Psychologie ► Verhaltenstherapie | |
ISBN-10 | 1-292-02229-9 / 1292022299 |
ISBN-13 | 978-1-292-02229-1 / 9781292022291 |
Zustand | Neuware |
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