Influence: Science and Practice
Cialdini, Robert B.
ISBN 10: 0321011473 ISBN 13: 9780321011473
Published by Allyn & Bacon, 2001
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About this Item
Description:
Seller Inventory # 0321011473-3-23966749
Synopsis:
Influence: Science and Practice is an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say “yes” to another's request).
Written in a narrative style combined with scholarly research, Cialdini combines evidence from experimental work with the techniques and strategies he gathered while working as a salesperson, fundraiser, advertiser, and in other positions inside organizations that commonly use compliance tactics to get us to say “yes.” Widely used in classes, as well as sold to people operating successfully in the business world, the eagerly awaited revision of Influence reminds the reader of the power of persuasion.
Cialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior: reciprocation, consistency, social proof, liking, authority, and scarcity.
About the Author:
Dr. Robert Cialdini is Regents' Professor of Psychology at Arizona State University, and also consults widely on the subject of influence.
"About this title" may belong to another edition of this title.
Bibliographic Details
Title: Influence: Science and Practice
Publisher: Allyn & Bacon
Publication Date: 2001
Binding: Paperback
Condition: Good
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