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Index

Abrams, Robert,
206

Advertising

online,
152

scarcity principle and,
218–219

social proof principle and,
99–100
,
101
,
102

Age, and behavioral consistency,
93–94

Allen, Irwin,
219

Ambrose, Mike,
161

Amway,
28–30
,
69–70

Anabaptists,
103
,
109

Analysis, paralysis of,
232

Andrews, Julie,
182

Aronson, Elliot,
78
,
153
,
156

Asimov, Isaac,
167

Association,
166

benefits of,
161–163

dangers of,
159–160

guilt by,
160

sports and,
166–170

Attractiveness, factors affecting,
12

Auden, W. H.,
21

Authoritativeness,
191–192

Authority

authoritative,
191–192

sincerity of,
192–195

Authority pressure

allures and dangers of,
180–184

connotation in,
184–191

defenses against,
191–195

experiments on,
175–176

power of,
176–180

Automaticity

as convenience,
231–232

defenses against,
231–232

fraudulent elicitation of,
233

modern,
230–231

overreliance on,
232

primitive,
2–3
,
99
,
228–230

Bandura, Albert,
100

Bank examiner scheme,
189

Barry, Dave,
135

Bassett, Rod,
85

Bickman, Leonard,
188

Boiler-room operations,
206

Bonner, Tom,
161

Branch Davidians,
229

Brehm, Jack,
204

Brock, Timothy,
212

Bronner, Frederick,
75

BUG technique,
28–30

Bush, George,
182

Butler, Samuel,
83

Bystander phenomenon,
110–112

counteracting,
115–117

research on,
113–115

Cacioppo, John,
85

Canned laughter,
98

history of,
132–133

and social proof,
99

Captainitis,
9

Car sales, low-ball technique in,
84–85

Carter, Jimmy,
26

Castro, Fidel,
68

Censorship

effects of,
210–211

official,
212

and political speech,
210–211

of sexual content,
211–212

Chesterton, G. K.,
198

Chivas Regal,
6

Choteau, MT,
211

Cialdini, Richard,
223–225

Claquing,
132–133

Click-whirr phenomenon,
2–5

Christmas card experiment,
19

safety net against,
8–9

Clinton, Bill,
26
,
182

Clothing, indicating status,
188–190

Cohen, Michael,
182

Collectibles, and scarcity principle,
200

Commitment

and consistency principle,
59–60

effect of pressure on,
80–83

long–term,
83–86

public behavior and,
71–73

and self–image,
66
,
67–69

techniques to elicit,
60–66
,
142

Compliments, effects of,
149–151

Concessions,
35–37
,
40

and perceptual contrast,
42–43

rejection–then–retreat after,
37–39

Conditioning

for dislike,
159–160

for like,
160–163

Consistency principle,
52–53

as aid against thought,
56–59

commitment and,
59–66

defenses against misuse of,
89–95

mechanical application of,
54–56

research on,
53–54

Contact approach,
152

failures of,
152–153

and jigsaw method,
156–157

Controlled responding,
8

Cooperation

effects of,
155

fostering,
155
,
156

jigsaw classroom,
156–157

Copulins,
10

Copycat crime,
126–128

Cost-quality equivalence,
2
,
6
,
7
,
8

Costner, Kevin,
169

Cou, Emile,
227

Coupons,
217

Craig, Kenneth,
100

Credit cards,
162–163
,
183–184

Dade County, FL, phosphate law in,
209

Darley, John,
112

Darrow, Clarence,
141

Davies, James,
214

Davis, Neil,
182

Deadline tactic,
203

Dean, John,
41

Death, social proof principle and,
120–128

DeGaulle, Charles,
73

Demitrius, Jo-Ellen,
60

Desegregation,
152–154

jigsaw classroom and,
156–157

Deutsch, Morton,
71

Diller, Barry,
219–220

Directed deference,
175–176

Dorr’s Rebellion,
214