Six degrees of social influence : science, application, and the psychology of Robert Cialdini
edited by Douglas T. Kenrick, Noah J. Goldstein, Sanford L. Braver
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 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 of influence.
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[目次]
Introduction - Full Cycle Social Influence
Douglas T. Kenrick, Noah J. Goldstein, and Sanford L. Braver
Chapter 1 - Six Degrees of Bob Cialdini and Five Principles of Scientific Influence
Mark Schaller, Douglas T. Kenrick, Steven L. Neuberg
Chapter 2 - Underestimating One's Influence in Help-Seeking
Francis J. Flynn and Vanessa K. Bohns
Chapter 3 - The Path of Least Resistance
Brad J. Sagarin and Kevin D. Mitnick
Chapter 4 - Fluency and social influence: Lessons from judgment and decision making
Petia Petrova, Norbert Schwarz, and Hyunjin Song
Chapter 5 - A Multi-Process Approach to Social Influence
Richard E. Petty and Pablo Brinol
Chapter 6 - Basking in Reflected Glory and Compliance with Requests from People Like Us
Jerry M. Burger
Chapter 7 - Social Norms: A How-to (and How-not-to) Guide
Noah J. Goldstein and Chad R. Mortensen
Chapter 8 - Evolution, Social Influence, and Sex Ratio
Vladas Griskevicius, Jeffry A. Simpson, Kristina M. Durante, John S. Kim, and Stephanie M. Cantu
Chapter 9 - Designed for Social Influence
John T. Cacioppo and Louise C. Hawkley
Chapter 10 - Social Influence on Reproductive Behavior in Humans and Other Species
Abraham P. Buunk, Shelli L. Dubbs, and Jan A.R.A.M. van Hooff
Chapter 11 - Egoism or Altruism? Hard-Nosed Experiments and Deep Philosophical Questions
Stephanie L. Brown and Jon K. Maner
Chapter 12 - Basic, Applied, and Full Cycle Social Psychology: Enhancing Causal Generalization and Impact
Stephen G. West and William G. Graziano
Chapter 13 - Behavioral Change Cialdini-Style
Rick van Baaren and Ap Dijksterhuis
Chapter 14 - Collective Full Cycle Social Psychology: Models, Principles, Experience
Darwyn E. Linder, John W. Reich, and Sanford L. Braver
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書名
Six degrees of social influence : science, application, and the psychology of Robert Cialdini