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| Author: | Cialdini, R. |
| Title: | Of tricks and tumors: some little-recognized costs of dishonest use of effective social influence |
| Journal: | Psychology and Marketing
1999 : MAR, VOL. 16:2, p. 91-98 |
| Index terms: | MARKETING ORGANIZATIONS POWER |
| Language: | eng |
| Abstract: | Although the question of which social-influence principles and practices are most effective has long been a central focus among marketing professionals, an equally important question has received much less attention: What are the circumstances under which the use of an effective influence principle is ethically acceptable? Consideration is given to one system for determining such acceptability. It is then argued that the failure to use powerful principles of influence in ethical ways has deleterious practical consequences for both individuals and organizations. |
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