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 Practice
Published by
HarperCollins Publishers, 1993
ISBN 10: 0673467511
ISBN 13: 9780673467515
Used
Softcover
Seller: World of Books (was SecondSale), Montgomery, IL, U.S.A.
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Condition: Acceptable. Item in acceptable condition! Textbooks may not include supplemental items i.e. CDs, access codes etc. Seller Inventory # 00094646937
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Influence: Science and Practice
Published by
HarperCollins Publishers, 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 # 00095130428
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Influence: Science and Practice
Published by
Harpercollins College Div (edition 3), 1993
ISBN 10: 0673467511
ISBN 13: 9780673467515
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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
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Influence: Science and Practice
Published by
HarperCollins Publishers, 1993
ISBN 10: 0673467511
ISBN 13: 9780673467515
Used
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Influence: Science and Practice
Published by
Harpercollins College Div, 1993
ISBN 10: 0673467511
ISBN 13: 9780673467515
Used
Paperback
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Paperback. Condition: Good. No Jacket. Pages can have notes/highlighting. Spine may show signs of wear. ~ ThriftBooks: Read More, Spend Less. Seller Inventory # G0673467511I3N00
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Influence: Science and Practice
Published by
Harpercollins College Div, 1993
ISBN 10: 0673467511
ISBN 13: 9780673467515
Used
Paperback
Seller: ThriftBooks-Phoenix, Phoenix, AZ, U.S.A.
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Paperback. Condition: Fair. No Jacket. Readable copy. Pages may have considerable notes/highlighting. ~ ThriftBooks: Read More, Spend Less. Seller Inventory # G0673467511I5N00
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Influence: Science and Practice
Published by
Harpercollins College Div, 1993
ISBN 10: 0673467511
ISBN 13: 9780673467515
Used
Paperback
Seller: ThriftBooks-Phoenix, Phoenix, AZ, U.S.A.
Seller rating 5 out of 5 stars
Paperback. Condition: Very Good. No Jacket. May have limited writing in cover pages. Pages are unmarked. ~ ThriftBooks: Read More, Spend Less. Seller Inventory # G0673467511I4N00
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Influence: Science and Practice
Published by
Harpercollins College Div, 1993
ISBN 10: 0673467511
ISBN 13: 9780673467515
Used
Paperback
Seller: ThriftBooks-Reno, Reno, NV, U.S.A.
Seller rating 5 out of 5 stars
Paperback. Condition: Very Good. No Jacket. May have limited writing in cover pages. Pages are unmarked. ~ ThriftBooks: Read More, Spend Less. Seller Inventory # G0673467511I4N00
Stock Image
Influence: Science and Practice
Published by
Harpercollins College Div, 1993
ISBN 10: 0673467511
ISBN 13: 9780673467515
Used
Paperback
Seller: ThriftBooks-Reno, Reno, NV, U.S.A.
Seller rating 5 out of 5 stars
Paperback. Condition: Fair. No Jacket. Readable copy. Pages may have considerable notes/highlighting. ~ ThriftBooks: Read More, Spend Less. Seller Inventory # G0673467511I5N00
Stock Image
Influence: Science and Practice
Published by
Harpercollins College Div, 1993
ISBN 10: 0673467511
ISBN 13: 9780673467515
Used
Paperback
Seller: ThriftBooks-Phoenix, Phoenix, AZ, U.S.A.
Seller rating 5 out of 5 stars
Paperback. Condition: Good. No Jacket. Pages can have notes/highlighting. Spine may show signs of wear. ~ ThriftBooks: Read More, Spend Less. Seller Inventory # G0673467511I3N00