Influence: Science and Practice: Pearson New International Edition

Robert Cialdini

ISBN 10: 1292022299 / ISBN 13: 9781292022291

Published by Pearson Education Limited, 2013

2013. International ed of 5th revised ed. Paperback. Num Pages: 272 pages. BIC Classification: JMR. Category: (U) Tertiary Education (US: College). Dimension: 275 x 216 x 8. Weight in Grams: 526. . . . . . Books ship from the US and Ireland. Seller Inventory # V9781292022291

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.

Review: Here's what people are saying about the material in INFLUENCE: Science and Practice:

“This marvelous book explains in clear, practical language the ways in which we become persuaded. It offers excellent insights for those who sell, but even more importantly for all of us who negotiate and buy.” –ROGER FISHER, Director, Harvard Negotiation Project, Co-author of “Getting to Yes.”

“For marketers, it is among the most important books written in the last 10 years.” –JOURNAL OF MARKETING RESEARCH

“The best sales tip I ever got was encouragement to read INFLUENCE by Dr. Robert Cialdini. It was so profound and insightful, I read it three times in a row.” –GREG RENKER, President, Guthy-Renker

“It would be marvelous reading for students taking Social Psychology.” –DAVID MYERS, Hope College

“The book is tremendously entertaining and very popular with students. It makes excellent reading for a Consumer Behavior or Advertising class.” –ALAN J. RESNIK, Portland State University

“INFLUENCE should be required reading for all business majors.” –JOURNAL OF RETAILING

Bibliographic Details

Title: Influence: Science and Practice: Pearson New...
Publisher: Pearson Education Limited
Publication Date: 2013
Binding: Soft cover
Condition: New
Edition: 5th or later Edition