Influence: Science and Practice

Cialdini, Robert B.

ISBN 10: 0673467511 / ISBN 13: 9780673467515

Published by Harpercollins College Div, 1993

About this Item

Seller Inventory # U9780673467515

Bibliographic Details

• Title: Influence: Science and Practice
• Publisher: Harpercollins College Div
• Publication Date: 1993
• Language: English
• ISBN 10: 0673467511
• ISBN 13: 9780673467515
• Binding: Soft cover
• Edition: 1749682870.
• Condition: Very Good
• Dust Jacket Condition: 43306736
• Signed: 6/11/2025 11:01:10 PM
• Seller catalogs:
  • 1
  • U
  • 9780673467515

About this title

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.