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1、SixDegreesofSocialInfluenceThispageintentionallyleftblankSixDegreesofSocialInfluenceScience,Application,andthePsychologyofRobertCialdiniEDITEDBYDouglasT.KenrickNoahJ.GoldsteinSanfordL.Braver11OxfordUniversityPress,Inc.,publishesworksthatfurtherOxfordUniversity’sobjectiveofexcellenceinresearch,scho
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3、UkraineVietnamCopyright©2012byOxfordUniversityPress,Inc.PublishedbyOxfordUniversityPress,Inc.198MadisonAvenue,NewYork,NewYork10016OxfordisaregisteredtrademarkofOxfordUniversityPressOxfordUniversityPressisaregisteredtrademarkofOxfordUniversityPress,Inc.Allrightsreserved.Nopartofthispublicationmayb
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5、Sixdegreesofsocialinfluence:science,application,andthepsychologyofRobertCialdini/editedbyDouglasT.Kenrick,NoahJ.Goldstein,andSanfordL.Braver.p.cm.Includesbibliographicalreferencesandindex.ISBN978-0-19-974305-6(hardcover)1.Cialdini,RobertB.2.Persuasion(Psychology)3.Influence(Psychology)4.Socialinf
6、luence.I.Kenrick,DouglasT.II.Goldstein,NoahJ.III.Braver,SanfordL.BF637.P4S592011153.8’52092—dc222011009682____________________________________________________________________123456789PrintedintheUnitedStatesofAmericaonacid-freepaperFOREWORDThecapacitytopersuade—tocapturetheaudience,convincetheund
7、e-cided,converttheopposition—hasalwaysbeenaprizedskill.But,thankstorelativelyrecentdevelopments,itisnolongeronlyanelusiveart,theprovinceofthosewithanintuitivegraspofhowtotimeanargumentorturnaphrasejustso.Formostofus,th
