Influence: How and why People Agree to Things

action asked attractive authority automatic Bad Cop behavior believe boys bystanders cause cheep-cheep Chinese Cialdini claque COMMITMENT AND CONSISTENCY compliance practitioners compliance professionals comply concession contrast principle cookies customers decision desire dollars effective example experiment exploiters favor feel Freedman Hank Ketcham important individuals initial instance jigsaw classroom Joe Girard Jonestown Kennesaw Krishna laugh tracks learned look low-ball Milgram offer once ourselves People's Temple percent play pluralistic ignorance principle of social procedure produce psychological reactance purchase question reason reciprocity rule rejection-then-retreat reported request response robot salesman Sara scarcity principle seems shock shortcut similar situation social evidence social proof Social Psychology someone Stanley Milgram subjects suicide stories tactic technique tell tendency thing tion trick trigger turkey victim weapons of influence Werther whirr