ENGLISH

Influence: Science and Practice

By ROBERT B. CIALDINI

Book information

Publisher
Allyn & Bacon
Year
2000
ISBN
9780321011473, 0321011473
LCC
BF774 .C53 2001
Open Library ID
OL6780550M
Language
english
Format
PDF
Filesize
5 MB (4748718 bytes)
Edition
4
Pages
290\290
Library
avaxhome.ws
Time added
2010-05-31 12:57:06

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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