Jump to ContentJump to Main Navigation
Six Degrees of Social InfluenceScience, Application, and the Psychology of Robert Cialdini$
Users without a subscription are not able to see the full content.

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

Show Summary Details
Page of

PRINTED FROM OXFORD SCHOLARSHIP ONLINE (www.oxfordscholarship.com). (c) Copyright Oxford University Press, 2019. All Rights Reserved. Under the terms of the licence agreement, an individual user may print out a PDF of a single chapter of a monograph in OSO for personal use (for details see www.oxfordscholarship.com/page/privacy-policy).date: 25 May 2019

Underestimating One’s Influence in Help-Seeking

Underestimating One’s Influence in Help-Seeking

Chapter:
(p.14) Chapter 2 Underestimating One’s Influence in Help-Seeking
Source:
Six Degrees of Social Influence
Author(s):

Francis J. Flynn

Vanessa K. Bohns

Publisher:
Oxford University Press
DOI:10.1093/acprof:osobl/9780199743056.003.0002

This chapter examines the extent to which people underestimate their influence on others in terms of help-seeking and compliance. Drawing on Robert Cialdini's 1984 book, Influence: The Psychology of Persuasion, which tackles the art and science of persuasion, it shows that people can be persuaded to say “yes” if you just give them a chance. It also suggests that a fancy title or massive wealth is not necessary for someone to wield power over others; all that is required is a little bit of knowledge about the psychology of compliance. Finally, it discusses help-seeking as a source of influence as well as the importance of aligning the goals of the persuader and the target.

Keywords:   influence, help-seeking, compliance, Robert Cialdini, Influence: The Psychology of Persuasion, persuasion, psychology, goals

Oxford Scholarship Online requires a subscription or purchase to access the full text of books within the service. Public users can however freely search the site and view the abstracts and keywords for each book and chapter.

Please, subscribe or login to access full text content.

If you think you should have access to this title, please contact your librarian.

To troubleshoot, please check our FAQs , and if you can't find the answer there, please contact us .