2015年4月30日雅思阅读真题+题目+答案：the secrets of persuasion

2015年4月30日雅思阅读真题+题目+答案：the secrets of persuasion

A Our mother may have told you the secret to getting what you ask for was to say please. The reality is rather more surprising. Adam Dudding talks to a psychologist who has made a life’s work from the science of persuasion. Some scientists peer at things through high- powered microscopes. Others goad rats through mazes, or mix bubbling fluids in glass beakers. Robert Cialdini, for his part, does curious things with towels, and believes that by doing so he is discovering important insights into how society works.

B Cialdini’s towel experiments (more of them later), are part of his research into how we persuade others to say yes. He wants to know why some people have a knack for bending the will of others, is it a telephone cold-caller talking to you about timeshares, or a parent whose children are compliant even without threats of extreme violence. While he’s anxious not to be seen as the man who’s written the bible for snake-oil salesmen, for decades the Arizona State University social psychology professor has been creating systems for the principles and methods of persuasion, and writing bestsellers about them. Some people seem to be born with the skills, Cialdini’s claim is that by applying a little science, even those of us who aren't should be able to get our own way more often. “All my life I’ve been an easy mark for the blandishment of salespeople and fundraisers and I'd always wondered why they could get me to buy things I didn't want and give to causes I hadn't heard of”, says Cialdini, on the phone from London, where he is plugging his latest book.

C He found that laboratory experiments on the psychology of persuasion were telling only part of the story, so he began to research influence in the real world, enrolling in sales-training programmes: “I learnt how to sell automobiles from a lot, how to sell insurance from an office, how to sell encyclopedias door to door”. He concluded there were six general “principles of influence” and has since put them to the test under slightly more scientific conditions. Most recently, that has meant messing about with towels. Many hotels leave a little card in each bathroom asking guests to reuse towels and thus conserve water and electricity and reduce pollution. Cialdini and his colleagues wanted to test the relative effectiveness of different words on those cards. Would guests be motivated to co-operate simply because it would help save the planet, or were other factors more compelling? To test this, the researchers changed the card’s message from an environmental one to the simple (and truthful) statement that the majority of guests at the hotel had reused their towel at least once. Guests given this message were 26% more likely to reuse their towels than those given the old message.In Cialdini's book "yes! 50 Secrets from the Science of Persuasion",co-written with another social scientist and a business consultant,he explains that guests were responding to the persuasive force of "social proof",the idea that our decisions are strongly influenced by what we believe other people like us are doing.

D So much for towels. Cialdini has also learnt a lot from confectionery. Yes! Cites the work of New Jersey behavioural scientist David Strohmetz, who wanted to see how restaurant patrons would respond to a ridiculously small favour from their food server, in the form of an after-dinner chocolate for each diner. The secret, it seems, is in how you give the chocolate. When the chocolates arrived in a heap with the bill. tips went up a miserly 3% compared to when no chocolate was given. But when the chocolates were dropped individually in front of each diner, tips went up 14%. The scientific breakthrough, though, came when the waitress gave each diner one chocolate, headed away from the table then doubled back to give them one more each, as if such generosity had only just occurred to her. Tips went up 23%. This is “reciprocity” in action: we want to return favours done to us, often without bothering to calculate the relative value of what is being received and given.

。。。。。余下原文省略！

雅思阅读真题题目：题目有两个版本，

版本一：

Questions 14-17

Do the following statements agree with the information given in Reading Passage 2?

TRUE if the statement agrees with the information

FALSE if the statement contradicts with the information

NOT GIVEN if there is no information on this

14 Robert Cialdini experienced “principles of persuasion” at home.

15 Principle of persuasion has different types in the two different countries.

16 In New Zealand, people tend to give tips to attendants after being served a chocolate.

17 Elder generation of New Zealand is easily attracted by extra service of restaurants by principle of reciprocity.

。。。。。此处省略余下题目！

版本二：

Questions 28-31

Choose the correct letter, A, B, C or D.

Write your answers in boxes 37-40 on your answer sheet.

28 The main purpose of Ciadini’s research of writing is to

A explain the reason way researcher should investigate in person

B explore the secret that why some people become the famous sales person

C help people to sale products

D prove maybe there is a science in the psychology of persuasion

29 Which of statement is CORRECT according to Ciadini’s research methodology

A he checked data in a lot of latest books

B he conducted this experiment in laboratory

C he interviewed and contact with many sales people

D he made lot phone calls collecting what he wants to know

30 Which of the followings is CORRECT according to towel experiment in the passage?

A Different hotel guests act in a different response

B Most guests act by idea of environment preservation

C requires than simply act environmentally more customers tend to cooperate as the message

D people tend to follow the hotel’s original message more

31 Which of the followings is CORRECT according to the candy shop experiment in the passage?

A Presenting way affects diner’s tips

B Regular customer gives tips more than irregulars

C People give tips only when offered chocolate

D Chocolate with bill got higher tips

。。。。。此处省略余下题目！

2015年4月30日雅思阅读真题+题目+答案：the secrets of persuasion，完整版下载，10元有偿！