Influence: Science and Practice (62 page)
Read Influence: Science and Practice Online
Authors: Robert B. Cialdini
Figure 4.2
. Reprinted from
Social Forces,
Vol. 58, June 1980, pp. 1005, 1012. “Airplanes, Accidents, Murder, and the Mass Media: Toward a Theory of Imitation and Suggestion,” by David E. Phillips. Copyright © 1980 by the University of North Carolina Press.
Figure 4.4
. “Stay Tuned Folks: Consumers from Mars Are on Next,” by Dave Barry. From
The Arizona Republic,
May 12, 1991. Reprinted by permission of Knight-Ridder Tribune News Service.
Figure 5.1
. “Weathermen Pay Price for Nature’s Curve Balls,” by David L. Langford. From
The Arizona Republic,
December 18, 1981. Reprinted by permission of The Associated Press.
Figure 7.1
. “Officials Warn Public of Frauds by Phone,” by Peter Kerr,
The New York Times,
May 14, 1983. Copyright © 1983 by The New York Times Company. Reprinted by permission.
Table of Contents
CHAPTER 1 Weapons of Influence
CHAPTER 2 Reciprocation: The Old Give and Take . . . and Take
The Rule Enforces Uninvited Debts
The Rule Can Trigger Unequal Exchanges
Reciprocal Concessions, Perceptual Contrast, and the Watergate Mystery
Damned If You Do, Damned If You Don’t
Here’s My Blood, and Do Call Again
The Sweet, Secret Side Effects
CHAPTER 3 Commitment and Consistency: Hobgoblins of the Mind
Standing Up for the Public Good
CHAPTER 4 Social Proof: Truths Are Us
CHAPTER 5 Liking: The Friendly Thief
Making Friends to Influence People
Why Do I Like You? Let Me List the Reasons
Does the Name Pavlov Ring a Bell?
From the News and Weather to the Sports
CHAPTER 6 Authority: Directed Deference
The Power of Authority Pressure
The Allures and Dangers of Blind Obedience
CHAPTER 7 Scarcity: The Rule of the Few
Less Is Best and Loss Is Worst
Adult Reactance: Love, Guns, and Suds
New Scarcity: Costlier Cookies and Civil Conflict
Competition for Scarce Resources: Foolish Fury
CHAPTER 8 Instant Influence: Primitive Consent for an Automatic Age