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Six Degrees of Social Influence Science, Application, and the Psychology of Robert Cialdini

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ISBN-10: 0199743053

ISBN-13: 9780199743056

Edition: 2011

Authors: Douglas T. Kenrick, Noah J. Goldstein, Sanford L. Braver

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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.…    
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Book details

Copyright year: 2011
Publisher: Oxford University Press, Incorporated
Publication date: 2/10/2012
Binding: Hardcover
Pages: 208
Size: 6.34" wide x 9.29" long x 0.78" tall
Weight: 0.880
Language: English

Noah Goldstein is a protege of Cialdini's.nbsp; He is an assistant professor at the University of Chicago Graduate School of Business.nbsp; He earned a Ph.D. in psychology under Robert Cialdini at Arizona State University in 2007, and he has published research with Cialdini in the Journal of Personality and Social Psychology.

Contributors
Introduction: Full Cycle Social Influence
Six Degrees of Bob Cialdini and Five Principles of Scientific Influence
Underestimating Ones Influence in Help-Seeking
The Path of Least Resistance
Fluency and Social Influence: Lessons from Judgment and Decision-Making
A Multiprocess Approach to Social Influence
Basking in Reflected Glory and Compliance with Requests from People Like Us
Social Norms: A How-To (and How-Not-To) Guide
Evolution, Social Influence, and Sex Ratio
Designed for Social Influence
Social Influence on Reproductive Behavior in Humans and Other Species
Egoism or Altruism? Hard-Nosed Experiments and Deep Philosophical Questions
Basic, Applied, and Full-Cycle Social Psychology: Enhancing Causal Generalization and Impact
Behavioral Change Cialdini-Style
Collective Full-Cycle Social Psychology: Models, Principles, Experience
References
Index