The Psychology of Persuasion

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by Circle of Insight, 1 year ago
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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 demonstrating 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 analysis 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 analysis 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 interaction. 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. 
Copyright 2003 Reed Business Information, Inc.

Robert Levine, Ph.D., is a 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.

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