Invisible influence : the hidden forces that shape behavior

9781476759739

415.9-berg

Invisible influence

the hidden forces that shape behavior

New York

[June 2017]

illustrations

First Simon & Schuster trade paperback edition June 2017, Includes bibliographical references and index

Berger

Introduction -- We make our choices, right? -- Why coming to class more makes students seem more attractive -- How a couple of words change how we see people -- When influence is invisible -- 1. Monkey see, monkey do -- Why we trust others : even when they are wrong -- When a Sprite is a Coke -- How others provide information, and pressure -- Why married people look alike -- Ice cream and monkey brains -- how to be a better negotiator -- Explaining blockbusters -- Why copycats get bigger tips -- Avoiding groupthink -- 2. A horse of a different color -- Why successful athletes have older siblings -- The drive for distinction -- How ordering with others can ruin your meal -- Yogi Berra was right -- Independence with a side of cranberry sauce -- Why other peoples' kids look the same but yours are completely unique -- Why Sports Illustrated sells similarity while Vogue deals in difference -- 3. Not if they're doing it -- Why companies send celebrities free gifts : from their competitors -- How choices communicate who we are -- When conservatives like generous welfare policies and liberals like stringent ones -- why frogs lie -- "Acting White" and minority achievement -- The $300,000 watch that doesn't tell time -- Why expensive products don't use logos -- Why Louis Vuitton should encourage counterfeiting -- Explaining fashion cycles -- Shifting signals to help health -- 4. Similar but different -- Predicting the color of the year -- Why hurricanes influence baby names -- How similarity shapes success -- What Chinese characters teach us about what will be popular next -- Why familiarity leads to liking -- Sex, chickens, Calvin Coolidge -- The Goldilocks Effect -- Old and new at the same time -- Engineering for optimal distinctiveness -- Using a horse head to sell cars -- 5. Come on Baby, light my fire -- What cockroaches can teach us about motivation -- Why others make us faster runners but worse parallel parkers -- Using peers to save energy -- The importance of relative performance -- Could losing be a good thing? -- Why favorites are more likely to quit -- Motivating employees, students, and others to work harder -- Conclusion : putting social influence to work -- Could where you live impact your health and well-being? -- Choosing your influence