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

Douglas T. Kenrick, Noah J. Goldstein, and Sanford L. Braver

Abstract

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. This book explores new developments and the widespread impact of Cialdini's work in research areas ranging from persuasion strategy and social engineering to help-seeking a ... More

Keywords: social psychology, Robert Cialdini, Influence: The Psychology of Persuasion, influence, persuasion strategy, social engineering, help-seeking, decision-making, biology, evolution

Bibliographic Information

Print publication date: 2012 Print ISBN-13: 9780199743056
Published to Oxford Scholarship Online: March 2015 DOI:10.1093/acprof:osobl/9780199743056.001.0001

Authors

Affiliations are at time of print publication.

Douglas T. Kenrick, editor
Professor of Psychology, Arizona State University, USA

Noah J. Goldstein, editor
Assistant Professor of Human Resourcesand Organizational Behaviour, University of California, USA

Sanford L. Braver, editor
Professor of Psychology, Arizona State University, USA

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Contents

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Chapter 1 Six Degrees of Bob Cialdini and Five Principles of Scientific Influence

Mark Schaller, Douglas T. Kenrick, and 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

Petia Petrova, Norbert Schwarz, and Hyunjin Song

Chapter 5 A Multiprocess Approach to Social Influence

Richard E. Petty and Pablo Briñol

Chapter 7 Social Norms

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?

Stephanie L. Brown and Jon K. Maner

Chapter 12 Basic, Applied, and Full-Cycle Social Psychology

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

Darwyn E. Linder, John W. Reich, and Sanford L. Braver

End Matter