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Influence Science And Practice
''Influence: Science and Practice'' () is a psychology book examining the key ways people can be influenced by "Compliance Professionals". The book's author is Robert B. Cialdini, Professor of Psychology at Arizona State University. The key premise of the book is that in a complex world where people are overloaded with more information than they can deal with, people fall back on a decision making approach based on generalizations. These generalizations develop because they allow people to usually act in a correct manner with a limited amount of thought and time. However, they can be exploited and effectively turned into weapons by those who know them to influence others to act certain ways. A seventh lever on "unity" has been added to the most recent edition. To date, the book has sold over two million copies and been published in 25 different languages. The findings in the book are backed up by empirical studies conducted in the fields of psychology, marketing, economics, ant ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Psychology
Psychology is the scientific study of mind and behavior. Psychology includes the study of conscious and unconscious phenomena, including feelings and thoughts. It is an academic discipline of immense scope, crossing the boundaries between the natural and social sciences. Psychologists seek an understanding of the emergent properties of brains, linking the discipline to neuroscience. As social scientists, psychologists aim to understand the behavior of individuals and groups.Fernald LD (2008)''Psychology: Six perspectives'' (pp.12–15). Thousand Oaks, CA: Sage Publications.Hockenbury & Hockenbury. Psychology. Worth Publishers, 2010. Ψ (''psi''), the first letter of the Greek word ''psyche'' from which the term psychology is derived (see below), is commonly associated with the science. A professional practitioner or researcher involved in the discipline is called a psychologist. Some psychologists can also be classified as behavioral or cognitive scientists. Some psyc ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Low-ball
The low-ball is a persuasion, negotiation, and selling technique. Overview By buyers When used by buyer, the low-ball is an offer for goods or services far lower than the price the buyer is willing to pay, made in the hope that the seller will at least counter-offer a price lower than the original asking price. Sellers looking to maximize profit but expecting would-be buyers to haggle may conversely make a "high-ball" offer and/or asking price. By sellers When a seller makes a low-ball offer this means an item or service is offered at a lower price than what is needed actually for the desired profit margin to be realized. The seller makes the offer with the intent of quickly raising the price in order to increase profits and/or with the intent of selling would-be buyers additional, more profitable products and services. An explanation for the effect is provided by cognitive dissonance theory. If a person is already enjoying the prospect of an excellent deal and the future ben ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Uniform
A uniform is a variety of clothing worn by members of an organization while participating in that organization's activity. Modern uniforms are most often worn by armed forces and paramilitary organizations such as police, emergency services, security guards, in some workplaces and schools and by inmates in prisons. In some countries, some other officials also wear uniforms in their duties; such is the case of the Public Health Service Commissioned Corps, Commissioned Corps of the United States Public Health Service or the France, French préfet, prefects. For some organizations, such as police, it may be illegal for non members to wear the uniform. Etymology From the Latin ''unus'', one, and ''forma'', form. Corporate and work uniforms Workers sometimes wear uniforms or corporate clothing of one nature or another. Workers dress code, required to wear a uniform may include retail workers, bank and post-office workers, public security, public-security and health-care workers, ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Academic Degree
An academic degree is a qualification awarded to students upon successful completion of a course of study in higher education, usually at a college or university. These institutions commonly offer degrees at various levels, usually including undergraduate degrees, master's, and doctorates, often alongside other academic certificates and professional degrees. The most common undergraduate degree is the bachelor's degree, although in some countries there are lower level higher education qualifications that are also titled degrees (e.g. associate degrees and foundation degrees). History Emergence of the doctor's and master's degrees and the licentiate The doctorate (Latin: ''doceo'' "I teach") appeared in medieval Europe as a license to teach (Latin: ''licentia docendi'') at a medieval university. Its roots can be traced to the early church when the term "doctor" referred to the Apostles, church fathers and other Christian authorities who taught and interpreted the Bible ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Authority
In the fields of sociology and political science, authority is the legitimate power of a person or group over other people. In a civil state, ''authority'' is practiced in ways such a judicial branch or an executive branch of government.''The New Fontana Dictionary of Modern Thought'' Third Edition, Allan Bullock and Stephen Trombley, Eds. p. 115. In the exercise of governance, the terms ''authority'' and ''power'' are inaccurate synonyms. The term ''authority'' identifies the political legitimacy, which grants and justifies the ruler's right to exercise the power of government; and the term ''power'' identifies the ability to accomplish an authorized goal, either by compliance or by obedience; hence, ''authority'' is the ''power'' to make decisions and the legitimacy to make such legal decisions and order their execution. History Ancient history, Ancient understandings of authority trace back to Ancient Rome, Rome and draw later from Catholic (Thomism, Thomistic) thought and ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Stanley Milgram
Stanley Milgram (August 15, 1933 – December 20, 1984) was an American social psychologist, best known for his controversial experiments on obedience conducted in the 1960s during his professorship at Yale.Blass, T. (2004). ''The Man Who Shocked the World: The Life and Legacy of Stanley Milgram''. Milgram was influenced by the events of the Holocaust, especially the trial of Adolf Eichmann, in developing the experiment. After earning a PhD in social psychology from Harvard University, he taught at Yale, Harvard, and then for most of his career as a professor at the City University of New York Graduate Center, until his death in 1984. Milgram gained notoriety for his obedience experiment conducted in the basement of Linsly-Chittenden Hall at Yale University in 1961, three months after the start of the trial of German Nazi war criminal Adolf Eichmann in Jerusalem. The experiment found, unexpectedly, that a very high proportion of subjects would fully obey the instructions, albe ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Milgram Experiment
The Milgram experiment(s) on obedience to authority figures were a series of social psychology experiments conducted by Yale University psychologist Stanley Milgram. They measured the willingness of study participants, 40 men in the age range of 20 to 50 from a diverse range of occupations with varying levels of education, to obey an authority figure who instructed them to perform acts conflicting with their personal conscience. Participants were led to believe that they were assisting an unrelated experiment, in which they had to administer electric shocks to a "learner". These fake electric shocks gradually increased to levels that would have been fatal had they been real. The experiment found, unexpectedly, that a very high proportion of subjects would fully obey the instructions, with every participant going up to 300 volts, and 65% going up to the full 450 volts. Milgram first described his research in a 1963 article in the ''Journal of Abnormal and Social Psychology'' [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Halo Effect
The halo effect (sometimes called the halo error) is the tendency for positive impressions of a person, company, brand, or product in one area to positively influence one's opinion or feelings in other areas. Halo effect is “the name given to the phenomenon whereby evaluators tend to be influenced by their previous judgments of performance or personality.” The halo effect is a cognitive bias which can possibly prevent someone from accepting a person, a product or a brand based on the idea of an unfounded belief on what is good or bad. The term was coined by Edward Thorndike. A simplified example of the halo effect is when a person notices that an individual in a photograph is attractive, well groomed, and properly attired, they assume, using a mental heuristic, that the person in the photograph is a good person based upon the rules of their own social concept. This constant error in judgment is reflective of the individual's preferences, prejudices, ideology, aspirations, a ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Physical Attractiveness
Physical attractiveness is the degree to which a person's physical features are considered aesthetically pleasing or beautiful. The term often implies sexual attractiveness or desirability, but can also be distinct from either. There are many factors which influence one person's attraction to another, with physical aspects being one of them. Physical attraction itself includes universal perceptions common to all human cultures such as facial symmetry, sociocultural dependent attributes and personal preferences unique to a particular individual. In many cases, humans subconsciously attribute positive characteristics, such as intelligence and honesty, to physically attractive people, a psychological phenomenon called the Halo effect. From research done in the United States and United Kingdom, it was found that objective measures of physical attractiveness and intelligence are positively correlated and that the association between the two attributes is stronger among men than am ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Escalation Of Commitment
Escalation of commitment is a human behavior pattern in which an individual or group facing increasingly negative outcomes from a decision, action, or investment nevertheless continue the behavior instead of altering course. The actor maintains behaviors that are irrational, but align with previous decisions and actions. Economists and behavioral scientists use a related term, ''sunk-cost fallacy'', to describe the justification of increased investment of money or effort in a decision, based on the cumulative prior investment ("sunk cost") despite new evidence suggesting that the future cost of continuing the behavior outweighs the expected benefit. In sociology, ''irrational escalation of commitment'' or ''commitment bias'' describe similar behaviors. The phenomenon and the sentiment underlying them are reflected in such proverbial images as "Throwing good money after bad", or "In for a penny, in for a pound", or "It's never the wrong time to make the right decision", or "I ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Foot-in-the-door Technique
Foot-in-the-door (FITD) technique is a compliance tactic that aims at getting a person to agree to a large request by having them agree to a modest request first. This technique works by creating a connection between the person asking for a request and the person that is being asked. If a smaller request is granted, then the person who is agreeing feels like they are obligated to keep agreeing to larger requests to stay consistent with the original decision of agreeing. This technique is used in many ways and is a well-researched tactic for getting people to comply with requests. The saying is a reference to a door to door salesman who keeps the door from shutting with his foot, giving the customer no choice but to listen to the sales pitch. Classic experiments In an early study, a team of psychologists telephoned housewives in California and asked if the women would answer a few questions about the household products they used. Three days later, the psychologists called again. ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Robert Cialdini
Robert Beno Cialdini (born April 27, 1945) is an American psychologist and academic. He is the Regents' Professor Emeritus of Psychology and Marketing at Arizona State University and was a visiting professor of marketing, business and psychology at Stanford University, as well as at the University of California at Santa Cruz. Education Cialdini received his Bachelor of Science degree from the University of Wisconsin–Milwaukee in June 1967. He then went on to Graduate studies in Social Psychology at the University of North Carolina and earned his PhD in June 1970 and received Postgraduate training in social psychology at Columbia University. He has held visiting scholar appointments at Ohio State University, the University of California, the Annenberg School of Communications, and the Graduate School of Business of Stanford University. Currently, Cialdini is Regents’ Professor Emeritus of Psychology and Marketing at Arizona State University. Work He is best known for his 19 ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
