...A ∑ E= mc 2 This eBook is provided by www.PlentyofeBooks.net Plenty of eBooks is a blog with an aim of helping people, especially students, who cannot afford to buy some costly books from the market. For more Free eBooks and educational material visit www.PlentyofeBooks.net Uploaded By Bhavesh Pamecha (samsexy98) 1 INFLUENCE The Psychology of Persuasion ROBERT B. CIALDINI PH.D. This book is dedicated to Chris, who glows in his father’s eye Contents Introduction 1 Weapons of Influence 2 Reciprocation: The Old Give and Take…and Take 3 Commitment and Consistency: Hobgoblins of the Mind 4 Social Proof: Truths Are Us 5 Liking: The Friendly Thief 6 Authority: Directed Deference 7 Scarcity: The Rule of the Few Epilogue Instant Influence: Primitive Consent for an Automatic Age Notes Bibliography Index Acknowledgments About the Author Cover Copyright About the Publisher v 1 13 43 87 126 157 178 205 211 225 241 INTRODUCTION I can admit it freely now. All my life I’ve been a patsy. For as long as I can recall, I’ve been an easy mark for the pitches of peddlers, fundraisers, and operators of one sort or another. True, only some of these people have had dishonorable motives. The others—representatives of certain charitable agencies, for instance—have had the best of intentions. No matter. With personally disquieting frequency, I have always found myself in possession of unwanted magazine subscriptions or tickets to the sanitation workers’ ball. Probably...
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...INFLUENCE The Psychology of Persuasion ROBERT B. CIALDINI PH.D. This book is dedicated to Chris, who glows in his father’s eye Contents Introduction v 1 Weapons of Influence 1 2 Reciprocation: The Old Give and Take…and Take 13 3 Commitment and Consistency: Hobgoblins of the Mind 43 4 Social Proof: Truths Are Us 87 5 Liking: The Friendly Thief 126 6 Authority: Directed Deference 157 7 Scarcity: The Rule of the Few 178 Epilogue Instant Influence: Primitive Consent for an Automatic Age 205 Notes 211 Bibliography 225 Index 241 Acknowledgments About the Author Cover Copyright About the Publisher INTRODUCTION I can admit it freely now. All my life I’ve been a patsy. For as long as I can recall, I’ve been an easy mark for the pitches of peddlers, fundraisers, and operators of one sort or another. True, only some of these people have had dishonorable motives. The others—representatives of certain charitable agencies, for instance—have had the best of intentions. No matter. With personally disquieting frequency, I have always found myself in possession of unwanted magazine subscriptions or tickets to the sanitation workers’ ball. Probably this long-standing status as sucker accounts for my interest in the study of compliance: Just what are the factors that cause one person to say yes to another person? And which techniques most effectively use these factors to bring about...
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...INFLUENCE The Psychology of Persuasion ROBERT B. CIALDINI PH.D. This book is dedicated to Chris, who glows in his father’s eye Contents Introduction 1 Weapons of Influence 2 Reciprocation: The Old Give and Take…and Take 3 Commitment and Consistency: Hobgoblins of the Mind 4 Social Proof: Truths Are Us 5 Liking: The Friendly Thief 6 Authority: Directed Deference 7 Scarcity: The Rule of the Few Epilogue Instant Influence: Primitive Consent for an Automatic Age Notes Bibliography Index Acknowledgments About the Author Cover Copyright About the Publisher v 1 13 43 87 126 157 178 205 211 225 241 INTRODUCTION I can admit it freely now. All my life I’ve been a patsy. For as long as I can recall, I’ve been an easy mark for the pitches of peddlers, fundraisers, and operators of one sort or another. True, only some of these people have had dishonorable motives. The others—representatives of certain charitable agencies, for instance—have had the best of intentions. No matter. With personally disquieting frequency, I have always found myself in possession of unwanted magazine subscriptions or tickets to the sanitation workers’ ball. Probably this long-standing status as sucker accounts for my interest in the study of compliance: Just what are the factors that cause one person to say yes to another person? And which techniques most effectively use these factors to bring about such compliance? I wondered why it is that a request stated in a certain way will be rejected...
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...Jean Baptiste Say Economic Doctrines Agenda 1. Introduction 2.1. J.B.Say in the french Classical Liberalism school of thought 2.2. Mainstream of the Classical Liberalism school of economics 2.3. Specifics of J.B.Say 2.4. Differences regarding the opposition of Classical Liberalism 2. Description of J.B.Say 3. New approach brought by J.B.Say 4. Opinion 5. Summary 1. Introduction 1.1. J.B.Say in the french Classical Liberalism school of thought Jean Baptiste Say was a French economist and businessman. He had classical liberal views and argued in favor of competition, free trade and lifting restraints on business. He is best known due to Say's Law , which is named after him and at times credited to him, but while he discussed and popularized it, he did not originate it. 1.2. Mainstream of the Classical Liberalism school of economics Classical liberalism is a political philosophy and ideology belonging to liberalism in which primary emphasis is placed on securing the freedom of the individual by limiting the power of the government. The philosophy emerged as a response to the Industrial Revolution and urbanization in the 19th century in Europe and the United States. It advocates civil liberties with a limited government under the rule of law, private property and belief in the laissez-faire economic policy. Classical liberalism is built on ideas that had already arisen...
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...The Value of Independent Directors: Evidence from Sudden Deaths* Bang Dang Nguyen Chinese University of Hong Kong nguyendang@cuhk.edu.hk Kasper Meisner Nielsen Chinese University of Hong Kong and CEBR nielsen@cuhk.edu.hk NOVEMBER 12, 2008 PRELIMINARY DRAFT – DO NOT QUOTE Abstract We investigate the contributions of independent directors to shareholder value by examining the stock price reaction to an exogenous event: sudden deaths of directors. Compiling an extensive database of sudden deaths of directors in the U.S. from 1994 to 2007, we find that following the death of an independent director, the firm’s stock price drops by almost 1% on average. For our control sample of inside and gray directors, we find no significant reaction to such events. The difference in abnormal returns following the sudden deaths of independent, gray and inside directors is statistically and economically significant given our sample’s average market capitalization of 5.3 billion dollars. Consistent with the view that independence is valuable, we find that stock prices react less negatively when the independent director is older, appointed to the board during the tenure of the current CEO, or when he has long board tenure. Our results hold when controlling for director-invariant heterogeneity (e.g. ability, experience, and skills) using a fixed-effect approach. Overall, our results demonstrate that independent directors provide a valuable service to shareholders. Keywords: Independent...
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...RULE 101. SCOPE; DEFINITIONS (a) Scope. These rules apply to proceedings in United States courts. The specific courts and proceedings to which the rules apply, along with exceptions, are set out in Rule 1101. (b) Definitions. In these rules: (1) “civil case” means a civil action or proceeding; (2) “criminal case” includes a criminal proceeding; (3) “public office” includes a public agency; (4) “record” includes a memorandum, report, or data compilation; (5) a “rule prescribed by the Supreme Court” means a rule adopted by the Supreme Court under statutory authority; and (6) a reference to any kind of written material or any other medium includes electronically stored information. RULE 102. PURPOSE These rules should be construed so as to administer every proceeding fairly, eliminate unjustifiable expense and delay, and promote the development of evidence law, to the end of ascertaining the truth and securing a just determination. RULE 103. RULINGS ON EVIDENCE (a) Preserving a Claim of Error. A party may claim error in a ruling to admit or exclude evidence only if the error affects a substantial right of the party and: (1) if the ruling admits evidence, a party, on the record: (A) timely objects or moves to strike; and (B) states the specific ground, unless it was apparent from the context; or (2) if the ruling excludes evidence, a party informs the court of its substance by an offer of proof, unless the substance was apparent from the context. (b) Not Needing...
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...R outledge Revision: Questions & Answers Jurisprudence 2011–2012 Each Routledge Q&A contains approximately 50 questions on topics commonly found on exam papers, with answer plans and comprehensive suggested answers. Each book also offers valuable advice as to how to approach and tackle exam questions and how to focus your revision effectively. New Aim Higher and Common Pitfalls boxes will also help you to identify how to go that little bit further in order to get the very best marks and highlight areas of confusion. And now there are further opportunities to hone and perfect your exam technique online. New editions publishing in 2011: Civil Liberties & Human Rights Commercial Law Company Law Constitutional & Administrative Law Contract Law Criminal Law Employment Law English Legal System Routledge Q&A series Equity & Trusts European Union Law Evidence Family Law Jurisprudence Land Law Medical Law Torts For a full listing, visit http://www.routledge.com/textbooks/revision R outledge Revision: Questions & Answers Jurisprudence 2011–2012 David Brooke Senior Lecturer in Law and Module Leader in Jurisprudence at Leeds Metropolitan University Fifth edition published 2011 by Routledge 2 Park Square, Milton Park, Abingdon, Oxon, OX14 4RN Simultaneously published in the U S A and Canada by Routledge 270 Madison Avenue, New York, NY 10016 Routledge is an imprint of the Taylor & Francis Group, an informa business This edition published in the Taylor & Francis e-Library, 2011...
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...Chapter 1: Ethical Theory Meta-ethical positions include: * Ethical non-cognitivism (concept that ethics is a matter of feelings) * Ethical relativism (concept that ethics is relative to a particular point of view) * Ethical objectivism (notion that ethics is objective in nature). Meta-Ethical Positions Ethical Non-cognitivism The basis of ethical non-cognitivism is that ethical disagreement can be a highly emotional affair where no amount of reasoning is likely to convince the other party. * Example: “Let’s just agree to disagree” Ethical Relativism * Ethical relativism says that while ethical statements are cognitively meaningful, they do not hold in any objective sense because they depend on our point of view. * If we accept ethical relativism, then ethical disagreement among people who do not share the same perspective becomes impossible. * It assumes that if people agree on something, then it must be true. * Ethical relativism is suspect for a pragmatic reason: it is fundamentally at variance with our social practice. * Example: “To each his own”, or the belief that what’s right for one group isn’t necessarily right for another Ethical Objectivism * Ethical objectivism holds that right and wrong are objective phenomena. * Example: “I’m right and you’re wrong” What is Ethics? * As a discipline, ethics is a branch of philosophy. * It deals with questions of right and wrong conduct, and with what we ought to do and what...
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...chapter one Sociology: Perspective, Theory, and Method What sets human beings apart from all other forms of life? Why is sociology an important tool for your future? How should you respond to people whose way of life differs from your own? ISBN: 0-536-12116-8 Societ y: The Basics, Eighth Ed itio n by Jo hn J. Ma cio nis. Published b y Prentice -Hall. Co pyright © 2006 by Pear son Edu cation, In c. ISBN: 0-536-12116-8 L The sociological perspective shows us patterns of behavior common within a society. Here, a member of Brazil’s Pataxo tribe offers a traditional greeting to a visitor. Societ y: The Basics, Eighth Ed itio n by Jo hn J. Ma cio nis. Published b y Prentice -Hall. Co pyright © 2006 by Pear son Edu cation, In c. I f you were to ask 100 people, “Why do couples marry?” it is a safe bet that at least ninety would reply, “People marry because they fall in love.” Indeed, it is hard for us to imagine a happy marriage without love; likewise, when people fall in love, we expect them to think about marriage. But is the decision about whom to marry really so simple and so personal? There is plenty of evidence that if love is the key to marriage, Cupid’s arrow is carefully aimed by the society around us. In short, society has a number of “rules” about whom we should marry. What are they? Right off the bat, society rules out half the population because U.S. laws (despite recent actions in cities such as San Francisco and likely...
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... Contents In Gratitude Introduction PART ONE: WHY GREAT COMPANIES CAN FAIL 1 How Can Great Firms Fail? Insights from the Hard Disk Drive Industry 2 Value Networks and the Impetus to Innovate 3 Disruptive Technological Change in the Mechanical Excavator Industry 4 What Goes Up, Can’t Go Down PART TWO: MANAGING DISRUPTIVE TECHNOLOGICAL CHANGE 5 Give Responsibility for Disruptive Technologies to Organizations Whose Customers Need Them 6 Match the Size of the Organization to the Size of the Market 7 Discovering New and Emerging Markets 8 How to Appraise Your Organization’s Capabilities and Disabilities 9 Performance Provided, Market Demand, and the Product Life Cycle 10 Managing Disruptive Technological Change: A Case Study 11 The Dilemmas of Innovation: A Summary The Innovator’s Dilemma Book Group Guide About the Author 4 In Gratitude Although this book lists only one author, in reality the ideas it molds together were contributed and refined by many extraordinarily insightful and selfless colleagues. The work began when Professors Kim Clark,...
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...Chapter 7 : Moral Issues 7. 1 The Environment 7. 2 Life 7. 3 Rearmament and War 7. 4 Business Ethics 7. 5 Sexuality and the Family 7. 6 Discrimination 7. 7 Freedom of Information 7. 8 Science and Technology Chapter Overview This chapter will discuss the contemporary moral issues. There are eight main sub-headings and examined in turn. Students may not only learn about moral facts, principles and theories, but also some important moral issues so that they will kept in phase with current issues in facing the challenge out there. This chapter also encourages students to ...
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...February 16, 2000 ALCOHOL Philip J. Cook and Michael J. Moore Duke University and NBER Prepared for the Handbook of Health Economics, Joseph P. Newhouse and Anthony Culyer, editors. Thanks to Michael Grossman, Will Manning, and Harri Sintonen for their very helpful comments. All errors remain the authors’. Abstract Excess drinking is associated with lost productivity, accidents, disability, early death, crime, neglect of family responsibilities, and personality deterioration. These and related concerns have justified special restrictions on alcoholic-beverage commerce and consumption. The nature and extent of government involvement in this arena vary widely over time and place, and are often controversial. Economists have contributed to the evaluation of alcohol policy through empirical work on the effects of alcohol-control measures on consumption and its consequences. Economics has also provided an accounting framework for defining and comparing costs and benefits of interventions, including excise taxes. Outside of the policy arena, economists have analyzed alcohol consumption in the context of stretching the standard model of consumer choice to include intertemporal effects and social influence. Nonetheless, perhaps the most important contribution by economists has been the repeated demonstration that there is nothing unusual about alcohol in at least one essential respect: consumers drink less ethanol (and have fewer alcohol-related problems) when alcohol-beverage...
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...Contents Preface Acknowledgments Introduction 1 BRAIN POWER Myth #1 Most People Use Only 10% of Their Brain Power Myth #2 Some People Are Left-Brained, Others Are Right-Brained Myth #3 Extrasensory Perception (ESP) Is a Well-Established Scientific Phenomenon Myth #4 Visual Perceptions Are Accompanied by Tiny Emissions from the Eyes Myth #5 Subliminal Messages Can Persuade People to Purchase Products 2 FROM WOMB TO TOMB Myth #6 Playing Mozart’s Music to Infants Boosts Their Intelligence Myth #7 Adolescence Is Inevitably a Time of Psychological Turmoil Myth #8 Most People Experience a Midlife Crisis in | 8 Their 40s or Early 50s Myth #9 Old Age Is Typically Associated with Increased Dissatisfaction and Senility Myth #10 When Dying, People Pass through a Universal Series of Psychological Stages 3 A REMEMBRANCE OF THINGS PAST Myth #11 Human Memory Works like a Tape Recorder or Video Camera, and Accurate Events We’ve Experienced Myth #12 Hypnosis Is Useful for Retrieving Memories of Forgotten Events Myth #13 Individuals Commonly Repress the Memories of Traumatic Experiences Myth #14 Most People with Amnesia Forget All Details of Their Earlier Lives 4 TEACHING OLD DOGS NEW TRICKS Myth #15 Intelligence (IQ) Tests Are Biased against Certain Groups of People My th #16 If You’re Unsure of Your Answer When Taking a Test, It’s Best to Stick with Your Initial Hunch Myth #17 The Defining Feature of Dyslexia Is Reversing Letters Myth #18 Students Learn Best When Teaching Styles Are Matched to...
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...Assignment: Background Read the following Case Scenario and then attempt this task Enron: How the Failure of Leadership, Culture, and Unethical Behavior Brought a Giant to its Knees Background A company with humble beginnings, Enron began as a merger of two Houston pipeline companies in 1985. Although Enron faced a number of financially difficult years, the deregulation of the electrical power markets took effect in 1988, and the company redefined its business from "energy delivery" to "energy broker." Enron quickly changed from a surviving company to a thriving one. Deregulation allowed Enron to become a matchmaker in the power industry, bringing buyers and sellers together. Enron profited from the exchanges, generating revenue from the difference between the buying and selling prices. Deregulation allowed Enron to be creative—for the first time, a company that had been required to operate within the lines could innovate and test limits. Over time, Enron's contracts became increasingly diverse and significantly more complex. Customers could insure themselves against all sorts of eventualities—such as a rise or fall in interest rates, a change in the weather, or a customer's inability to pay. By the end, the volume of such financial contracts far outstripped the volume of contracts to deliver actual commodities, and Enron was employing a small army of Ph.D.s in mathematics, physics, and economics to help manage its risk. As Enron's products and services evolved, so did...
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...Knowledge Area Module I: Principles of Societal Development Student: Michael Moore Michael.Moore@waldenu.edu Program: PhD in Applied Management and Decision Sciences Specialization: Leadership and Organizational Change KAM Assessor: Dr. Javier Fadul Javier.fadul@waldenu.edu Faculty Mentor: Dr. Javier Fadul Javier.fadul@waldenu.edu Walden University February 5, 2011 ABSTRACT Breadth This Knowledge Area Module (KAM) broadens common knowledge of societal and cultural development by looking beyond economic and conflict theories for understanding other positions regarding social advancement. The Breadth Component studies societal and cultural development in terms of evolutionary, cyclical, and fundamentalist theories and demonstrates why it is important to looking beyond the popularly accepted knowledge about social development represented by economic and conflict theory. This approach provides a more robust generalization that more adequately describes social advancement, and concludes that classical researchers did not consider leadership as a social segment to be studied, that influences societal and cultural development. Leadership understanding of societal and cultural development is critical for enabling them to lead positive social change. ABSTRACT Depth The Depth section compares modern research in societal and cultural development to the theories of classical researchers in order to further develop the findings of the classical study, and to determine if leadership...
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