TAILIEUCHUNG - Ebook The Psychology of Persuasion

I can admit it freely now. All my life I've been a patsy. For as long as I can recall, I've been an easy mark for the pitches of peddlers, fundraisers, and operators of one sort or another. True, only some of these people have had dishonorable motives. The others—representatives of certain charitable agencies, for instance—have had the best of intentions. No matter. With personally disquieting frequency, I have always found myself in possession of unwanted magazine subscriptions or tickets to the sanitation workers' ball. | This book is dedicated to Chris, who glows in his father's eye Contents INTRODUCTION Chapter 1 - WEAPONS OF INFLUENCE Chapter 2 - RECIPROCATION Chapter 3 - COMMITMENT AND CONSISTENCY Chapter 4 - SOCIAL PROOF Chapter 5 - LIKING Chapter 6 - AUTHORITY Chapter 7 - SCARCITY Epilogue - INSTANT INFLUENCE NOTES BIBLIOGRAPHY INDEX ACKNOWLEDGM ENTS About the Author INTRODUCTION I can admit it freely now. All my life I've been a patsy. For as long as I can recall, I've been an easy mark for the pitches of peddlers, fundraisers, and operators of one sort or another. True, only some of these people have had dishonorable motives. The others—representatives of certain charitable agencies, for instance—have had the best of intentions. No matter. With personally disquieting frequency, I have always found myself in possession of unwanted magazine subscriptions or tickets to the sanitation workers' ball. Probably this long-standing status as sucker accounts for my interest in the study of compliance: Just what are the factors that cause one person to say yes to another person? And which techniques most effectively use these factors to bring about such compliance? I wondered why it is that a request stated in a certain way will be rejected, while a request that asks for the same favor in a slightly different fashion will be successful. So in my role as an experimental social psychologist, I began to do research into the psychology of compliance. At first the research took the form of experiments performed, for the most part, in my laboratory and on college students. I wanted to find out which psychological principles influence the tendency to comply with a request. Right now, psychologists know quite a bit about these principles —what they are and how they work. I have characterized such principles as weapons of influence and will report on some of the most important in the upcoming chapters. After a time, though, I began to realize that the experimental work, while necessary,

• Tâm lý học
• The Psychology of Persuasion
• Weapons Of Influence
• Commitment And Consistency
• Scarcity Epilogue Instant Influenc
• The Rule Is Overpowering
• Lecture Social Psychology
• Bài giảng Tâm lý xã hội
• Social Psychology
• Central route
• Peripheral route
• Persuasion elements
• The old give
• Social proof
• The friendly thief
• Directed deference
• The rule of the few
• Instant influence
• Primitive consent
• Intro to social psychology
• Social Psychology R
• Social perception
• Folk wisdom
• Elaboration likelihood model
• Essentials of social psychology
• Social thinking
• Attitudes and persuasion
• Social change
• People in groups
• Understanding social behavior
• The social self
• Attitude change
• Social perception understanding other people
• Persuasion and attitude change
• Special topics
• Stockholders equity
• Financial reporting
• Valuation of liabilities
• Accounting for leases
• Income recognition