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Six Degrees of Social InfluenceScience, Application, and the Psychology of Robert Cialdini$
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Douglas T. Kenrick, Noah J. Goldstein, and Sanford L. Braver

Print publication date: 2012

Print ISBN-13: 9780199743056

Published to Oxford Scholarship Online: March 2015

DOI: 10.1093/acprof:osobl/9780199743056.001.0001

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Evolution, Social Influence, and Sex Ratio

Evolution, Social Influence, and Sex Ratio

(p.79) Chapter 8 Evolution, Social Influence, and Sex Ratio
Six Degrees of Social Influence

Vladas Griskevicius

Jeffry A. Simpson

Kristina M. Durante

John S. Kim

Stephanie M. Cantu

Oxford University Press

This chapter examines how sex ratios—a central concept in evolution—influence human behavior ranging from economic decisions to career choices. Drawing on Robert Cialdini's principles of influence, it considers how behavior is influenced when there is a “scarcity” of men or women. It also discusses the relationship between psychology and physiology, with emphasis on possible hormonal mechanisms that might regulate behaviors governed by sex ratio differences. Finally, it explores the implications of the scarcity of men and women for social influence.

Keywords:   sex ratio, evolution, human behavior, economic decisions, career choices, Robert Cialdini, scarcity, psychology, physiology, social influence

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