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　　'Anengaging,highlyreadablesurveyofthesophisticatedmethodsofpersuasionweencounterinvarioussituati***.Fromtelevisiontotelemarketingandfromself-deceptiontosuicidecults,Levinetakesahardlookatallthewaysweattempttopersuadeeac***her-andhowandwhytheywork(ordon't)...Thenexttimeyouwonderwhatpossessedyoutopay$50foramedallioncommemoratingtheseriesfinaleof"Friends",you'llknowwheretoturn'-Slashdot***.'Ifyou'relikemostpeople,youthinkadvertisingandmarketingwork-justnotonyou.RobertLevine's"ThePowerofPersuasion"***showeventhebest-educatedcynicsamonguscanbevictimizedbysalespitches'-"TheGlobeandMail".'Levineputs[his]***ysisintheserviceofhisrealmission-toarmthereaderagainstmanipulation'-"TheWallStreetJournal".'Thiswonderfulbookwillchangethewayyouthinkandactinmanyrealmsofyourlife'-PhilipZimbardoformerpresident,AmericanPsychologicalAssociation.

Acknowledgments.   Introduction.  

ONE: The Illusion of Invulnerability Or, How Can Everyone Be Less

Gullible Than Everyone Else?  

TWO: Whom Do We Trust? Experts, Honesty, and Likability Or, the

Supersalesmen Dont Look Like Salesmen at All.  

THREE: Killing You with Kindness Or, Beware of Strangers Bearing

Unexpected Gifts.  

FOUR: The Contrast Principle Or, How Black Gets Turned into

White.  

FIVE: $2 + $2 = $5 Or, Learning to Avoid Stupid Mental

Arithmetic.  

SIX: The Hot Button Or, How Mental Shortcuts Can Lead You into

Trouble.  

SEVEN: Gradually Escalating the Commitments Or, Making You Say Yes

by Never Saying No.  

EIGHT: Winning Hearts and Minds Or, the Road to Perpetual

Persuasion.  

NINE: Jonestown Or, the Dark End of the Dark Side of

Persuasion.  

TEN: The Art of Resistance Or, Some Unsolicited Advice for Using

and Defending against Persuasion.   Notes.  

Index.

　　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 C***idered. He is currently President-Elect of the Western Psychological Association.

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媒体评论

　　This valuable and nonacademic guide reveals the extent to

which we are surrounded by persuasion, and how we can resist.

Levine

　　--A Geography of Time

　　, professor of psychology at Cal State Fresno, opens by

dem***trating that all of us

　　--including himself

　　 can be persuaded under the right circumstances. He goes on to

study financial manipulation and the use of the sense of

obligation

　　--which exists in all cultures, even if it is most strongly

visible in Japan

　　, and then proceeds to a nuts–and–bolts ***ysis of salesmanship

by describing what he learned and did

　　--and had done to him

　　 as an automobile salesman. He offers an admirably concise and

unemotional ***ysis of the famous Milgram experiment, involving

the

　　--claimed

　　 administration of ever–stronger electric shocks to test the

impulse to obedience. Inevitably, he moves to cults, the Moonies

and the ultimate persuasion horror story, Jonestown. Not so

inevitably, he avoids hysteria and demonization, even of Jim Jones,

and points out that brute force is required at the extreme end of

the persuasion spectrum. Levine′s final chapter offers ways of

dealing with unwelcome persuasion while remaining part of a society

in which some persuasion is part of almost any social in***ction.

The final results are bout as far as possible from the shrill

Hidden Persuaders tradition or the cult deprogrammers who become

cult gurus themselves–and quite persuasive about the author′s

credentials, common sense and ethics.

　　--Mar.

　　--Publishers Weekly, February 24, 2003

　　 "an interesting book".

　　--The Wall Street Journal, July 23, 2003

　　 "If you′re like most people, you think advertising and marketing

work––just not on you. Robert Levine′s The Power of Persuasion

***s how even the best–educated cynics among us can be

victimized by sales pitches." ––The Globe and Mail′s website,

valuable and nonacademic guide

reveals the extent to which we are surrounded by persuasion, and

how we can resist"

　　--Publishers Weekly, February 24, 2003

　　 "an interesting book".

　　--The Wall Street Journal, July 23, 2003

　　 --This text refers to an out of print or unavailable edition of

this title. "This valuable and nonacademic guide reveals the extent

to which we are surrounded by persuasion, and how we can

resist"

　　--Publishers Weekly, February 24, 2003

　　 "an interesting book".

　　--The Wall Street Journal, July 23, 2003

　　 --This text refers to an out of print or unavailable edition of

this title. "If you read this book, you’ll be privy to the tactics

of those who wish to part you from your money, your ***, your

time. How you use this knowledge is up to you." —Ellen B. Tabor,

M.D., Psychiatric Services magazine "Outstanding and thoroughly

engrossing... a must–read survival guide... in the 21st century."

—Harry Reis, Ph.D., Psychology Professor, University of Rochester

"Wonderful book... will change the way you think and act in many

realms of your life." —Philip Zimbardo, President, A.P.A. "Witty

and wise... I couldn′t put it down. A great book..." —David Myers,

Hope College, author Intuition: Its Powers and Perils "Important

and very interesting. Both our students and the public should read

it." —Ed Diener, Psychology Department, University of Illinois

--This text refers to an out of print or unavailable edition of

this title.

书籍介绍

在线阅读本书

Book Description

A look behind the curtain of shilling and pitch to see how we are manipulated everyday Robert Levine offers readers 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 sometimes later sorry they did. He takes a hands-on approach by attending training sessi*** for magicians honing their craft and by taking jobs as a door-to-door salesman and a used car salesman. Levine explores the remarkable effect and power of subtlety on effective persuasion, the great illusion of personal vulnerability, and the unlikely similarities across a wide range of persuasive strategies, from parents to con men to lovers to religious leaders. Robert Levine (Fresno, CA) is Professor and former chairperson of the Psychology Department at California State University, Fresno. He has published articles in Psychology Today, Discover, American Demographics, The New York Times, Utne Reader, and American Scientist. His book, A Geography of Time, was the subject of feature stories around the world, including Newsweek, The New York Times Magazine, CNN, the BBC, ABC's Primetime, and NPR's All Things C***idered and Marketplace.

From Publishers Weekly

This valuable and nonacademic guide reveals the extent to which we are surrounded by persuasion, and how we can resist. Levine (A Geography of Time), a professor of psychology at Cal State Fresno, opens by dem***trating that all of us (including himself) can be persuaded under the right circumstances. He goes on to study financial manipulation and the use of the sense of obligation (which exists in all cultures, even if it is most strongly visible in Japan), and then proceeds to a nuts-and-bolts ***ysis of salesmanship by describing what he learned and did (and had done to him) as an automobile salesman. He offers an admirably concise and unemotional ***ysis of the famous Milgram experiment, involving the (claimed) administration of ever-stronger electric shocks to test the impulse to obedience. Inevitably, he moves to cults, the Moonies and the ultimate persuasion horror story, Jonestown. Not so inevitably, he avoids hysteria and demonization, even of Jim Jones, and points out that brute force is required at the extreme end of the persuasion spectrum. Levine's final chapter offers ways of dealing with unwelcome persuasion while remaining part of a society in which some persuasion is part of almost any social in***ction. The final results are bout as far as possible from the shrill Hidden Persuaders tradition or the cult deprogrammers who become cult gurus themselves-and quite persuasive about the author's credentials, common sense and ethics.

Book Dimension

length: (cm)22.8 　　　 　　　　　 　　　　　 width:(cm)14.7