The Power of Persuasion: How We're Bought and Sold

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9780471763178: The Power of Persuasion: How We're Bought and Sold

"An engaging, highly readable survey of the sophisticated methods of persuasion we encounter in various situations. From television to telemarketing and from self-deception to suicide cults, Levine takes a hard look at all the ways we attempt to persuade each other--and how and why they work (or don't). . . . The next time you wonder what possessed you to pay $50 for a medallion commemorating the series finale of Friends, you'll know where to turn."
--Slashdot.org

"If you're like most people, you think advertising and marketing work--just not on you. Robert Levine's The Power of Persuasion demonstrates how even the best-educated cynics among us can be victimized by sales pitches."
--The Globe and Mail

"Levine puts [his] analysis in the service of his real mission--to arm the reader against manipulation."
--The Wall Street Journal

"This wonderful book will change the way you think and act in many realms of your life."
--Philip Zimbardo former president, American Psychological Association

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From the Inside Flap:

"Learn from the mistakes of others. You can’t live long enough to make them all yourself."–Eleanor Roosevelt

Do you believe most people are susceptible to persuasion, but not you? According to renowned social psychologist Robert Levine, you are more susceptible than you think and just how vulnerable you are depends on the talented subtlety and skill of the persuader. Drawing heavily on both extensive field research and scientific findings, The Power of Persuasion offers an incisive new take on the mindsets of those who prod, praise, debase, and manipulate others to do things they never thought they’d do–and are usually later sorry they did.

Whether they’re pushing Tupperware or eternity, professional persuaders are skilled artisans who often leave their prey unaware that they’ve been influenced or even conned. In researching this penetrating work, Dr. Levine and a host of students went undercover to observe and expose the tactics of persuasion professionals, from hucksters selling everything from cosmetics to health, timeshares to kitchenware, as well as religious and cult leaders and others who use their skills to control others’ lives.

The Power of Persuasion features vivid testimonies from individuals on the receiving end of the process, varying from those who are convinced they’ve been saved to those who believe they’ve been ruined by psychobabbling control freaks. In an effort to fully understand and disclose how these smooth operators work, Dr. Levine took a hands-on approach by attending training sessions for magicians honing their craft. He even took on the most educational jobs of them all: selling cars and hawking cutlery door to door.

Focusing on the subtle, almost invisible processes of effective manipulation, The Power of Persuasion exposes the many tricks of the trade, including how:

  • The "sunk=cost trap" encourages you to throw good money after bad
  • "Free gifts" are offered to make you feel obligated to make a purchase or donation
  • The "anchoring trap" may be used to make a high price appear lower
  • "Decoys" are craftily used to make other products in their line look more attractive

The Power of Persuasion then offers you some rules for protecting yourself from becoming an unwitting victim of manipulation, such as:

  • Beware of simple answers to complex problems
  • Question reputations
  • Recognize the apparent lack of pressure as a type of pressure
  • Distrust time limits
  • Realize that the most dangerous sales men don’t look like salesmen at all

About the Author:

Robert Levine, Ph.D., is professor in the psychology department at California State University, Fresno, where he has also served as Department Chair and Associate Dean of the College of Science and Mathematics. He has received many awards for his teaching and research. He has been a visiting professor at Universidade Federal Fluminense in Niteroi, Brazil, at Sapporo Medical University in Japan, and at Stockholm University in Sweden. He has published articles in Psychology Today, Discover, and American Scientist and has appeared on ABC's World News Tonight, Dateline, NBC, CNN, The Discovery Channel, and All Things Considered. He is currently President-Elect of the Western Psychological Association.

"Sobre este título" puede pertenecer a otra edición de este libro.

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Descripción John Wiley and Sons Ltd, United States, 2006. Paperback. Estado de conservación: New. Language: English . Brand New Book. An engaging, highly readable survey of the sophisticated methods of persuasion we encounter in various situations. From television to telemarketing and from self-deception to suicide cults, Levine takes a hard look at all the ways we attempt to persuade each other - and how and why they work (or don t).The next time you wonder what possessed you to pay $50 for a medallion commemorating the series finale of Friends , you ll know where to turn - . If you re like most people, you think advertising and marketing work - just not on you. Robert Levine s The Power of Persuasion demonstrates how even the best-educated cynics among us can be victimized by sales pitches - The Globe and Mail . Levine puts [his] analysis in the service of his real mission - to arm the reader against manipulation - The Wall Street Journal . This wonderful book will change the way you think and act in many realms of your life - Philip Zimbardo former president, American Psychological Association. Nº de ref. de la librería AAS9780471763178

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Descripción John Wiley and Sons Ltd, United States, 2006. Paperback. Estado de conservación: New. Language: English . Brand New Book. An engaging, highly readable survey of the sophisticated methods of persuasion we encounter in various situations. From television to telemarketing and from self-deception to suicide cults, Levine takes a hard look at all the ways we attempt to persuade each other - and how and why they work (or don t).The next time you wonder what possessed you to pay $50 for a medallion commemorating the series finale of Friends , you ll know where to turn - . If you re like most people, you think advertising and marketing work - just not on you. Robert Levine s The Power of Persuasion demonstrates how even the best-educated cynics among us can be victimized by sales pitches - The Globe and Mail . Levine puts [his] analysis in the service of his real mission - to arm the reader against manipulation - The Wall Street Journal . This wonderful book will change the way you think and act in many realms of your life - Philip Zimbardo former president, American Psychological Association. Nº de ref. de la librería AAS9780471763178

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Descripción John Wiley and Sons Ltd, United States, 2006. Paperback. Estado de conservación: New. Language: English . This book usually ship within 10-15 business days and we will endeavor to dispatch orders quicker than this where possible. Brand New Book. An engaging, highly readable survey of the sophisticated methods of persuasion we encounter in various situations. From television to telemarketing and from self-deception to suicide cults, Levine takes a hard look at all the ways we attempt to persuade each other - and how and why they work (or don t).The next time you wonder what possessed you to pay $50 for a medallion commemorating the series finale of Friends , you ll know where to turn - . If you re like most people, you think advertising and marketing work - just not on you. Robert Levine s The Power of Persuasion demonstrates how even the best-educated cynics among us can be victimized by sales pitches - The Globe and Mail . Levine puts [his] analysis in the service of his real mission - to arm the reader against manipulation - The Wall Street Journal . This wonderful book will change the way you think and act in many realms of your life - Philip Zimbardo former president, American Psychological Association. Nº de ref. de la librería BZV9780471763178

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