Six Degrees of Social Influence: Science, Application, and the Psychology of Robert Cialdini

Hardcover | January 18, 2012

EditorDouglas T. Kenrick, Noah J. Goldstein, Sanford L. Braver

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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 thegeographic 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 areas ranging from persuasion strategy and social engineering to help-seeking and decision-making. Among the many topics covered,the authors discuss how people underestimate the influence of others, how a former computer hacker used social engineering to gain access to highly confidential computer codes, and how biology and evolution figure into the principles of influence. The authors break new ground in the study ofinfluence.

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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 thegeographic boundaries of North America and beyond ...

Douglas Kenrick is Professor of Psychology at Arizona State University. He is author of 175 scientific articles, books, and chapters. His work integrates evolutionary psychology, cognitive science, and dynamical systems theory He.is the author of Sex, Murder, and the Meaning of Life: A Psychologist Investigates How Evolution, Cognition...

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Format:HardcoverDimensions:240 pages, 9.25 × 6.12 × 0.98 inPublished:January 18, 2012Publisher:Oxford University PressLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0199743053

ISBN - 13:9780199743056

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Table of Contents

Douglas T. Kenrick, Noah J. Goldstein, and Sanford L. Braver: Introduction - Full Cycle Social Influence1. Mark Schaller, Douglas T. Kenrick, Steven L. Neuberg: Six Degrees of Bob Cialdini and Five Principles of Scientific Influence2. Francis J. Flynn and Vanessa K. Bohns: Underestimating One's Influence in Help-Seeking3. Brad J. Sagarin and Kevin D. Mitnick: The Path of Least Resistance4. Petia Petrova, Norbert Schwarz, and Hyunjin Song: Fluency and social influence: Lessons from judgment and decision making5. Richard E. Petty and Pablo BriOol: A Multi-Process Approach to Social Influence6. Jerry M. Burger: Basking in Reflected Glory and Compliance with Requests from People Like Us7. Noah J. Goldstein and Chad R. Mortensen: Social Norms: A How-to (and How-not-to) Guide8. Vladas Griskevicius, Jeffry A. Simpson, Kristina M. Durante, John S. Kim, and Stephanie M. Cantu: Evolution, Social Influence, and Sex Ratio9. John T. Cacioppo and Louise C. Hawkley: Designed for Social Influence10. Abraham P. Buunk, Shelli L. Dubbs, and Jan A.R.A.M. van Hooff: Social Influence on Reproductive Behavior in Humans and Other Species11. Stephanie L. Brown and Jon K. Maner: Egoism or Altruism? Hard-Nosed Experiments and Deep Philosophical Questions12. Stephen G. West and William G. Graziano: Basic, Applied, and Full Cycle Social Psychology: Enhancing Causal Generalization and Impact13. Rick van Baaren and Ap Dijksterhuis: Behavioral Change Cialdini-Style14. Darwyn E. Linder, John W. Reich, and Sanford L. Braver: Collective Full Cycle Social Psychology: Models, Principles, Experience