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Influence : Science and Practice
by Robert B. Cialdini


Overview - 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.
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More About Influence by Robert B. Cialdini
 
 
 
Overview
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.


 
Details
  • ISBN-13: 9780205609994
  • ISBN-10: 0205609996
  • Publisher: Allyn & Bacon
  • Publish Date: July 2008
  • Page Count: 260
  • Dimensions: 8.9 x 6 x 0.6 inches
  • Shipping Weight: 0.65 pounds


Related Categories

Books > Psychology > Applied Psychology

 
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