Description
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.
Table of Contents
Introduction - Full Cycle Social InfluenceDouglas T. Kenrick, Noah J. Goldstein, and Sanford L. BraverChapter 1 - Six Degrees of Bob Cialdini and Five Principles of Scientific InfluenceMark Schaller, Douglas T. Kenrick, Steven L. NeubergChapter 2 - Underestimating One's Influence in Help-SeekingFrancis J. Flynn and Vanessa K. BohnsChapter 3 - The Path of Least ResistanceBrad J. Sagarin and Kevin D. MitnickChapter 4 - Fluency and social influence: Lessons from judgment and decision makingPetia Petrova, Norbert Schwarz, and Hyunjin SongChapter 5 - A Multi-Process Approach to Social InfluenceRichard E. Petty and Pablo BriñolChapter 6 - Basking in Reflected Glory and Compliance with Requests from People Like UsJerry M. BurgerChapter 7 - Social Norms: A How-to (and How-not-to) GuideNoah J. Goldstein and Chad R. MortensenChapter 8 - Evolution, Social Influence, and Sex RatioVladas Griskevicius, Jeffry A. Simpson, Kristina M. Durante, John S. Kim, and Stephanie M. CantuChapter 9 - Designed for Social InfluenceJohn T. Cacioppo and Louise C. HawkleyChapter 10 - Social Influence on Reproductive Behavior in Humans and Other SpeciesAbraham P. Buunk, Shelli L. Dubbs, and Jan A.R.A.M. van HooffChapter 11 - Egoism or Altruism? Hard-Nosed Experiments and Deep Philosophical QuestionsStephanie L. Brown and Jon K. ManerChapter 12 - Basic, Applied, and Full Cycle Social Psychology: Enhancing Causal Generalization and ImpactStephen G. West and William G. GrazianoChapter 13 - Behavioral Change Cialdini-StyleRick van Baaren and Ap DijksterhuisChapter 14 - Collective Full Cycle Social Psychology: Models, Principles, ExperienceDarwyn E. Linder, John W. Reich, and Sanford L. Braver
