Six degrees of social influence : science, application, and the psychology of Robert Cialdini / edited by Douglas T. Kenrick, Noah J. Goldstein, and Sanford L. Braver.

Includes bibliographical references and index.

Print version record.

Cover; Contents; Contributors; Introduction: Full Cycle Social Influence; 1. Six Degrees of Bob Cialdini and Five Principles of Scientific Influence; 2. Underestimating One's Influence in Help-Seeking; 3. The Path of Least Resistance; 4. Fluency and Social Influence: Lessons from Judgment and Decision-Making; 5. A Multiprocess Approach to Social Influence; 6. Basking in Reflected Glory and Compliance with Requests from People Like Us; 7. Social Norms: A How-To (and How-Not-To) Guide; 8. Evolution, Social Influence, and Sex Ratio; 9. Designed for Social Influence.

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 are.

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