Influence Science and Practice - ChineseWebNovels.com

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Influence Science and Practice

Influence Science and Practice

Influence Science and Practice

Author:
Robert B. Cialdini
Genre:
Computers Technology
Renew:
Part 16
Update:
08-15-2023

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Chapter List

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Chapter 1.
Chapter 5 Chapter 5, the percentage of successful door-to-door sales increases impressively when the sales representative is able to mention the name of a familiar person who "recommended" the sales visit.
Chapter 1 Chapter 1, people often behave for the sake of reasons (b.a.s.t.a.r.di & Shafir, 2000; Langer, 1989).
Chapter 4
Chapter 4.
Chapter 6
Chapter 5.
Chapter 1 Chapter 1) ensures that compared to the raving, venomous Bad Cop, the interrogator playing Good Cop will seem like an especially especially reasonable and kind person (Kamisar, 1980); and because Good Cop has intervened repeatedly on the suspect"s behalf-has even spent his own money for a cup of coffee-the reciprocity rule pressures for a return favor (Rafaeli & Sutton, 1991). The main reason that the technique is effective, though, is that it gives the suspect the idea that there is someone on his side, someone with his welfare in mind, someone working together with him, for him. In most situations, such a person would be viewed very favorably, but in the deep trouble our robbery suspect finds himself, that person takes on the character of a savior. And from savior, it is but a short step to trusted father confessor. reasonable and kind person (Kamisar, 1980); and because Good Cop has intervened repeatedly on the suspect"s behalf-has even spent his own money for a cup of coffee-the reciprocity rule pressures for a return favor (Rafaeli & Sutton, 1991). The main reason that the technique is effective, though, is that it gives the suspect the idea that there is someone on his side, someone with his welfare in mind, someone working together with him, for him. In most situations, such a person would be viewed very favorably, but in the deep trouble our robbery suspect finds himself, that person takes on the character of a savior. And from savior, it is but a short step to trusted father confessor.
Chapter 6.
Chapter 1 Chapter 1, we came across a disturbing phenomenon called Captainitis Captainitis, in which junior members of a flight crew pay no attention to the captain"s errors or are reluctant to mention them. If you were an airplane captain what would you do to reduce this potentially disastrous tendency?
Chapter 11
Chapter 8.
Chapter 13
Chapter 14
Chapter 15
Chapter 16

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