Influence: Science and Practice
Influence: Science and Practice
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发表时间：
1984-03
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通讯作者：
R. Cialdini
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作者：
R. Cialdini
第1部分影响力武器：点击、旋转投注捷径赔率奸商柔术。第2部分互惠-旧的给予和接受.并采取：规则如何工作互惠让步拒绝然后撤退。第三部分承诺和一致性--头脑中的妖怪：沿着承诺是关键。第4部分社会证明-真理是我们：社会证明的原则导致死亡-不确定性猴子我，猴子做。第5部分喜欢-友好的小偷：交朋友来影响别人我为什么喜欢你？- 让我列出制约和联想的原因。第六部分：权威性防卫：权威的力量压力、诱惑和盲从的危险性内涵不满足。第7部分稀缺-少数人的规则：少是最好的，损失是最坏的心理电抗最佳条件。第八部分即时影响-原始同意一个自动的时代-原始自动性现代自动性捷径应是神圣的读者报告。
Part 1 Weapons of influence: click, whirr betting the short-cut odds the profiteers Jujitsu. Part 2 Reciprocations - the old give and take ... and take: how the rule works reciprocal concessions rejection-then-retreat. Part 3 Commitment and consistency - hobgoblins of the mind: whirring along commitment is the key. Part 4 Social proof - truths are us: the principle of social proof causes of death - uncertainty monkey me, monkey do. Part 5 Liking - the friendly thief: making friends to influence people why do I like you? - let me list the reasons conditioning and association. Part 6 Authority - directed defence: the power of authority pressure the allures and dangers of blind obedience connotations not content. Part 7 Scarcity - the rule of the few: less is best and loss is worst psychological reactance optimal conditions. Part 8 Instant influence - primitive consent for an automatic age - primitive automaticity modern automaticity short-cuts shall be sacred reader's report.