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Pre-suasion : (Record no. 112449)

MARC details
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001 - CONTROL NUMBER
control field 19403153
003 - CONTROL NUMBER IDENTIFIER
control field OSt
005 - DATE AND TIME OF LATEST TRANSACTION
control field 20260216044038.0
008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION
fixed length control field 161209t20162016nyua b 001 0 eng d
010 ## - LIBRARY OF CONGRESS CONTROL NUMBER
LC control number 2016298117
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 9781847941428 (hbk)
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 1501109790 (hbk)
035 ## - SYSTEM CONTROL NUMBER
System control number (OCoLC)ocn957465319
040 ## - CATALOGING SOURCE
Original cataloging agency FMG
Language of cataloging eng
Transcribing agency FMG
Description conventions rda
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042 ## - AUTHENTICATION CODE
Authentication code lccopycat
082 04 - DEWEY DECIMAL CLASSIFICATION NUMBER
Classification number 153.852 CIA
100 1# - MAIN ENTRY--PERSONAL NAME
Personal name Cialdini, Robert B.
245 10 - TITLE STATEMENT
Title Pre-suasion :
Remainder of title a revolutionary way to influence and persuade /
Statement of responsibility, etc. Robert Cialdini
264 #1 - PRODUCTION, PUBLICATION, DISTRIBUTION, MANUFACTURE, AND COPYRIGHT NOTICE
Place of production, publication, distribution, manufacture New York :
Name of producer, publisher, distributor, manufacturer Simon & Schuster,
Date of production, publication, distribution, manufacture, or copyright notice 2016.
300 ## - PHYSICAL DESCRIPTION
Extent xiii, 413 p. :
Other physical details ill. ;
Dimensions 24 cm
505 ## - Contents
Contents PART 1: PRE-SUASION: THE FRONTLOADING OF ATTENTION <br/><br/>Chapter 2. Privileged Moments Chapter 2 explicates the concept of privileged moments, identifiable points in time when an individual is particularly receptive to a communicator’s message. The chapter also presents and supports a fundamental thesis: the factor most likely to determine a person’s choice in a situation is often not the one that offers the most accurate or useful counsel; instead, it is the one that has been elevated in attention (and thereby in privilege) at the moment of decision. <br/>Chapter 3. The Importance of Attention . . . Is Importance Chapter 3 explores and documents one central reason that channeled attention leads to persuasion: the human tendency to assign undue levels of importance to an idea as soon as one’s attention is turned to it. The chapter looks at the effects of channeled attention in three different arenas: effective online marketing efforts, positive consumer product reviews, and successful wartime propaganda campaigns. Chapter 4. What’s Focal Is Causal Chapter 4 adds a second reason for why channeled attention leads to persuasion. In the same way that attentional focus leads to perceptions of importance, it also leads to perceptions of causality. If people see themselves giving special attention to some factor, they become more likely to think of it as a cause. The influence-related upshots of the “what’s focal is presumed causal” effect are examined in domains such as lottery number choices and false confessions in police interrogations. <br/>Chapter 5. Commanders of Attention 1: The Attractors If elevated attention provides persuasive leverage, are there any features of information that automatically invite such attention and therefore don’t even require a communicator’s special efforts? Chapter 5 examines several of these naturally occurring commanders of attention: the sexual, the threatening, and the different. <br/>Chapter 6. Commanders of Attention 2: The Magnetizers Besides the advantages of drawing attention to a particular stimulus, there is considerable benefit to holding it there. The communicator who can fasten an audience’s focus onto the favorable elements of an argument raises the chance that the argument will go unchallenged by opposing points of view, which get locked out of the attentional environment as a consequence. Chapter 6 covers certain kinds of information that combine initial pulling power with staying power: the self-relevant, the unfinished, and the mysterious. <br/><br/>PART 2: PROCESSES: THE ROLE OF ASSOCIATION <br/>Chapter 7. The Primacy of Associations: I Link, Therefore I Think. Once attention has been channelled to a selected concept, what is it about the concept that leads to a shift in responding? All mental activity is composed of patterns of associations, and influence attempts, including persuasive ones, will be successful only to the extent that the associations they trigger are favorable to change. Chapter 7 shows how both language and imagery can be used to produce desirable outcomes such as greater job performance, more positive personnel evaluations, and—in one especially noteworthy instance—the release of prisoners kidnapped by the Afghan Taliban. <br/>Chapter 8. Persuasive Geographies: All the Right Places, All the Right Traces There is a geography of influence. Just as words and images can prompt certain associations favorable to change, so can places. Thus, it becomes possible to send ourselves in desired directions by locating to physical and psychological environments replete with cues associated with our relevant goals. It’s also possible for influencers to achieve their goals by shifting others to environments with supportive cues. For instance, young women do better on science, math, and leadership tasks if assigned to rooms with cues (photos, for example) of women known to have mastered the tasks. <br/>Chapter 9. The Mechanics of Persuasion: Causes, Constraints, and Correctives A communicator persuades by focusing recipients initially on concepts that are aligned, associatively, with the information yet to be delivered. But by what mechanism? The answer involves an underappreciated characteristic of mental activity: its elements don’t just fire when ready; they fire when readied. Chapter 9 examines this mechanism’s operation in such varied phenomena as how advertising imagery works, how infants can be persuaded toward helpfulness, and how opiate drug addicts can be persuaded into performing an important therapeutic activity that none would consent to otherwise. <br/><br/>PART 3: BEST PRACTICES: THE OPTIMIZATION OF PRE-SUASION <br/>Chapter 10. Six Main Roads to Change: Broad Boulevards as Smart Shortcuts On which specific concepts should an audience’s attention be focused for the greatest persuasive effect? Attention should be channeled to one or another of the universal principles of influence treated in my earlier book, Influence: reciprocity, liking, authority, social proof, scarcity, and consistency. There is good reason for their prevalence and success, for these are the principles that typically steer people in the right direction when they are deciding what to do. <br/>Chapter 11. Unity 1: Being Together Chapter 11 reveals an additional (seventh) universal principle of influence: unity. There is a certain type of unity—of identity—that best characterizes a "we" relationship and that, if persuasively raised to consciousness, leads to more acceptance, cooperation, liking, help, trust, and, consequently, assent. The chapter describes the first of two main ways to build "we" relationships: by presenting cues of genetic commonality associated with family and place. <br/>Chapter 12. Unity 2: Acting Together Besides the unitizing effect of being together in the same genealogy or geography, Relationships can result from acting together synchronously or collaboratively. When people act in unitary ways, they become unitized, and when such activity is arranged persuasively, it produces mutual liking and support. Chapter 12 provides illustrations in the forms of greater helping among strangers, cooperation among teammates, self-sacrifice among four-year-olds, friendship among schoolchildren, love among college students, and loyalty between consumers and brands. <br/>Chapter 13. Ethical Use: A Pre-Suasive Consideration Those using a persuasive approach must decide what to present immediately before their message. But they also have to make an even earlier decision: whether, on ethical grounds, to employ such an approach. Often, communicators from commercial organizations place profit above ethics in their appeals. Thus, there is reason to worry that the persuasive practices described in this book will be used unethically. However, chapter 13 argues against unethical use, offering data from studies indicating that such tactics undermine organizational profits in three potent ways.<br/>Chapter 14: Post-Suasion: Aftereffects<br/>
650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name entry element Influence (Psychology)
650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name entry element Persuasion (Psychology)
650 #2 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name entry element Attention.
650 #2 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name entry element Persuasive Communication.
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942 ## - ADDED ENTRY ELEMENTS (KOHA)
Source of classification or shelving scheme Dewey Decimal Classification
Koha item type BOOKs
Holdings
Withdrawn status Lost status Source of classification or shelving scheme Materials specified (bound volume or other part) Damaged status Not for loan Home library Current library Shelving location Date acquired Source of acquisition Coded location qualifier Cost, normal purchase price Total Checkouts Full call number Barcode Date last seen Price effective from Koha item type
    Dewey Decimal Classification PB     NLS NLS General Stacks 24/12/2017 Purchased MPPSECTION 699.00   153.852 CIA 35820 14/06/2024 24/12/2018 BOOKs