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.
"synopsis" may belong to another edition of this title.
Other Popular Editions of the Same Title
Search results for Influence: Science and Practice
Stock Image
Influence: Science and Practic
Published by
Harpercollins College Div, 1993
ISBN 10: 0673467511
ISBN 13: 9780673467515
Used
Softcover
Seller: World of Books (was SecondSale), Montgomery, IL, U.S.A.
Seller rating 5 out of 5 stars
Condition: Very Good. Item in very good condition! Textbooks may not include supplemental items i.e. CDs, access codes etc. Seller Inventory # 00100635264
Stock Image
Influence: Science and Practic
Published by
Harpercollins College Div, 1993
ISBN 10: 0673467511
ISBN 13: 9780673467515
Used
Softcover
Seller: World of Books (was SecondSale), Montgomery, IL, U.S.A.
Seller rating 5 out of 5 stars
Condition: Acceptable. Item in acceptable condition! Textbooks may not include supplemental items i.e. CDs, access codes etc. Seller Inventory # 00095236985
Stock Image
Influence: Science and Practice
Published by
Harpercollins College Div, 1993
ISBN 10: 0673467511
ISBN 13: 9780673467515
Used
Paperback
Seller: HPB-Emerald, Dallas, TX, U.S.A.
Seller rating 5 out of 5 stars
Paperback. Condition: Very Good. Connecting readers with great books since 1972! Used books may not include companion materials, and may have some shelf wear or limited writing. We ship orders daily and Customer Service is our top priority! Seller Inventory # S_455221825
Stock Image
Influence: Science and Practice
Published by
Harpercollins College Div (edition 3), 1993
ISBN 10: 0673467511
ISBN 13: 9780673467515
Used
Paperback
Seller: BooksRun, Philadelphia, PA, U.S.A.
Seller rating 5 out of 5 stars
Paperback. Condition: Fair. 3. The item might be beaten up but readable. May contain markings or highlighting, as well as stains, bent corners, or any other major defect, but the text is not obscured in any way. Seller Inventory # 0673467511-7-1
Stock Image
Influence: Science and Practice
Published by
Harpercollins College Div, 1993
ISBN 10: 0673467511
ISBN 13: 9780673467515
Used
Paperback
Seller: ThriftBooks-Dallas, Dallas, TX, U.S.A.
Seller rating 5 out of 5 stars
Paperback. Condition: Good. No Jacket. Former library book; Pages can have notes/highlighting. Spine may show signs of wear. ~ ThriftBooks: Read More, Spend Less. Seller Inventory # G0673467511I3N10
Stock Image
Influence: Science and Practice
Published by
Harpercollins College Div, 1993
ISBN 10: 0673467511
ISBN 13: 9780673467515
Used
paperback
Seller: The Maryland Book Bank, Baltimore, MD, U.S.A.
Seller rating 5 out of 5 stars
paperback. Condition: Very Good. 3rd Edition. Used - Very Good. Seller Inventory # 3-PP-1-0187
Stock Image
Influence: Science and Practice
Published by
HarperCollins Publishers, 1992
ISBN 10: 0673467511
ISBN 13: 9780673467515
Used
Paperback
Seller: Half Price Books Inc., Dallas, TX, U.S.A.
Seller rating 5 out of 5 stars
Paperback. Condition: Very Good. Connecting readers with great books since 1972! Used books may not include companion materials, and may have some shelf wear or limited writing. We ship orders daily and Customer Service is our top priority! Seller Inventory # S_452900645
Stock Image
Influence : Science and Practice
Published by
Pearson Education, Limited, 1997
ISBN 10: 0673467511
ISBN 13: 9780673467515
Used
Softcover
Seller: Better World Books, Mishawaka, IN, U.S.A.
Seller rating 5 out of 5 stars
Condition: Very Good. Pages intact with possible writing/highlighting. Binding strong with minor wear. Dust jackets/supplements may not be included. Stock photo provided. Product includes identifying sticker. Better World Books: Buy Books. Do Good. Seller Inventory # 725416-20
Stock Image
Influence : Science and Practice
Published by
Pearson Education, Limited, 1997
ISBN 10: 0673467511
ISBN 13: 9780673467515
Used
Softcover
Seller: Better World Books, Mishawaka, IN, U.S.A.
Seller rating 5 out of 5 stars
Condition: Good. Pages intact with minimal writing/highlighting. The binding may be loose and creased. Dust jackets/supplements are not included. Stock photo provided. Product includes identifying sticker. Better World Books: Buy Books. Do Good. Seller Inventory # 725414-6
Stock Image
Influence: Science and Practice
Published by
Harpercollins College Div, 1993
ISBN 10: 0673467511
ISBN 13: 9780673467515
Used
Paperback
Seller: WorldofBooks, Goring-By-Sea, WS, United Kingdom
Seller rating 5 out of 5 stars
Paperback. Condition: Very Good. The book has been read, but is in excellent condition. Pages are intact and not marred by notes or highlighting. The spine remains undamaged. Seller Inventory # GOR003946909
Buy Used
£ 9.32
£ 5.60 shipping
Ships from United Kingdom to U.S.A.
Ships from United Kingdom to U.S.A.
Quantity: 1 available