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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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- PublisherPearson
- Publication date1997
- ISBN 10 0673467511
- ISBN 13 9780673467515
- BindingPaperback
- LanguageEnglish
- Edition number3
- Number of pages253
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Influence: Science and Practice
Published by
Harpercollins College Div, 1993
ISBN 10: 0673467511
ISBN 13: 9780673467515
Used
Softcover
Seller: MusicMagpie, Stockport, United Kingdom
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Influence : Science and Practice
Published by
Pearson Education, Limited, 1997
ISBN 10: 0673467511
ISBN 13: 9780673467515
Used
Softcover
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Condition: Good. Ships from the UK. Former library book; may include library markings. Used book that is in clean, average condition without any missing pages. Seller Inventory # 725415-6
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Influence: Science and Practice
Published by
Harpercollins College Div, 1993
ISBN 10: 0673467511
ISBN 13: 9780673467515
Used
Softcover
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Condition: Good. Your purchase helps support Sri Lankan Children's Charity 'The Rainbow Centre'. Ex-library, so some stamps and wear, but in good overall condition. Our donations to The Rainbow Centre have helped provide an education and a safe haven to hundreds of children who live in appalling conditions. Seller Inventory # Z1-Y-023-00595
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Influence: Science and Practice
Published by
Harpercollins College Div (edition 3), 1993
ISBN 10: 0673467511
ISBN 13: 9780673467515
Used
Paperback
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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.
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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.
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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 Publishers, 1993
ISBN 10: 0673467511
ISBN 13: 9780673467515
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paperback
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paperback. Condition: Very Good. Third ed.; 253 p., clean and unmarked within on strong paper mildly age-toned; former owner's name on upper corner of half t.p.binnding firm; glossy wrapper has minimal wear. Seller Inventory # 121846
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Influence: Science and Practice
Published by
HarperCollins Publishers, 1993
ISBN 10: 0673467511
ISBN 13: 9780673467515
Used
Softcover
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Influence: Science and Practice
Published by
HarperCollins Publishers, 1993
ISBN 10: 0673467511
ISBN 13: 9780673467515
Used
Softcover
Seller: 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 # 00082645515
Quantity: 2 available