Six degrees of social influence: science, application, and the psychology of robert cialdini

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, <I>Influence: The Psychology of Persuasion</I>, 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, leadingauthors, 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. 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, <I>Influence: The Psychology of Persuasion</I>, 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. INDICE: 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-SeekingFrancis 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 Briol 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, JeffryA. 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 andWilliam 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

• ISBN: 978-0-19-974305-6
• Editorial: Oxford University
• Encuadernacion: Cartoné
• Páginas: 240
• Fecha Publicación: 01/03/2012
• Nº Volúmenes: 1
• Idioma: Inglés