ENGLISH

Influence: Science and Practice (5th Edition)

By ROBERT B. CIALDINI

Book information

Publisher
Prentice Hall
Year
2008
ISBN
0205609996, 9780205609994
LCC
BF774 .C53 2009
Open Library ID
OL10172679M
Language
english
Format
MOBI
Filesize
3 MB (3149864 bytes)
Edition
5
Pages
\0
Scanned
no
Time added
2012-02-04 16:00:00

Description

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.

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