Cialdini, Robert B. 　著

内容

目次

All chapters conclude with "Summary" and "Study Questions." Preface.Introduction. 1.Weapons of Influence. Click, Whirr.Betting the ShortcutOdd.The Profiteers.Jujitsu.Reader's Report. 2.Reciprocation: The Old Giveand Take ! and Take. How the Rule Works.ReciprocalConcessions.Rejection-Then-Retreat.Defense.Reader's Report. 3.Commitment andConsistency: Hobgoblins of the Mind. Whirring Along.Commitment Is theKey.Defense.Reader's Report. 4.Social Proof: Truths Are Us. The Principleof Social Proof.Cause of Death: Uncertain(ty).Monkey Me, MonkeyDo.Defense.Reader's Report. 5.Liking: The Friendly Thief. Making Friends toInfluence People.Why Do I Like You? Let Me List the Reasons.Conditioning andAssociation.Defense.Reader's Report. 6.Authority: Directed Deference. ThePower of Authority Pressure.The Allures and Dangers of BlindObedience.Connotation Not Content.Defense.Reader's Report. 7.Scarcity: TheRule of the Few. Less Is Best and Loss Is Worst.PsychologicalReactance.Optimal Conditions.Defense.Reader's Report. 8.Instant Influence:Primitive Consent for an Automatic Age. Primitive Automaticity.ModernAutomaticity.Shortcuts Shall Be Sacred. References. Credits. Index.