Synopsis
Narrative writing is combined with scholarly ideas in this examination of the psychology of compliance (ie uncovering which factors cause one person to say "yes" to another's request). By combining evidence from two relevant, but very different arenas - the realm of controlled research and the working world of influence professionals - this book looks at this issue in terms of six basic principles of psychology (one to a chapter). These principles direct human behaviour, and are therefore extremely powerful: reciprocation, consistency, social validation, liking, authority and scarcity. This text is a supplement for courses in introductor psychology, social psychology, management, sales, marketing and persuasion.
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Influence: Science and Practic
Published by
Harpercollins College Div, 1993
ISBN 10: 0673467511
ISBN 13: 9780673467515
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Influence: Science and Practice
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Harpercollins College Div (edition 3), 1993
ISBN 10: 0673467511
ISBN 13: 9780673467515
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Influence: Science and Practice
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HarperCollins Publishers, 1992
ISBN 10: 0673467511
ISBN 13: 9780673467515
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Influence: Science and Practice
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ISBN 10: 0673467511
ISBN 13: 9780673467515
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Influence: Science and Practice
Published by
Harpercollins College Div, 1993
ISBN 10: 0673467511
ISBN 13: 9780673467515
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Influence: Science and Practice
Published by
Harpercollins College Div, 1993
ISBN 10: 0673467511
ISBN 13: 9780673467515
Used
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Influence : Science and Practice
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ISBN 10: 0673467511
ISBN 13: 9780673467515
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Influence: Science and Practice
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ISBN 10: 0673467511
ISBN 13: 9780673467515
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Influence: Science and Practice
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ISBN 10: 0673467511
ISBN 13: 9780673467515
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