‘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
Tabella dei contenuti
Acknowledgments ix
Introduction 1
One The Illusion of Invulnerability
Or, How Can Everyone Be Less Gullible Than Everyone Else? 5
Two Whom Do We Trust? Experts, Honesty, and Likability
Or, the Supersalesmen Don’t Look Like Salesmen at All 29
Three Killing You with Kindness
Or, Beware of Strangers Bearing Unexpected Gifts 65
Four The Contrast Principle
Or, How Black Gets Turned into White 91
Five $2 + $2 = $ 5
Or, Learning to Avoid Stupid Mental Arithmetic 113
Six The Hot Button
Or, How Mental Shortcuts Can Lead You into Trouble 137
Seven Gradually Escalating the Commitments
Or, Making You Say Yes by Never Saying No 159
Eight Winning Hearts and Minds
Or, the Road to Perpetual Persuasion 187
Nine Jonestown
Or, the Dark End of the Dark Side of Persuasion 209
Ten The Art of Resistance
Or, Some Unsolicited Advice for Using and Defending against Persuasion 227
Notes 245
Index 267
Circa l’autore
ROBERT LEVINE is Professor and former Chairperson of the Psychology Department at California State University, Fresno. He has published articles in Psychology Today, Discover, American Demographics, NY Times, Utne Reader and American Scientist. He has received awards for his teaching, research and writing, including being named the university’s ‘Outstanding Professor.’ Dr. Levine 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 serves on boards of professional organizations in the U.S. Germany and Taiwan.
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