简介
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.
目录
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 BRINOL ; 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
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