Influence : Science and Practice

Influence : Science and Practice

Description

Influence: Science and Practiceis 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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Details

Author(s)
Robert B. Cialdini
Format
Paperback | 272 pages
Dimensions
152 x 229 x 15.24mm | 360g
Publication date
08 Aug 2008
Publisher
Pearson Education (US)
Imprint
Pearson
Publication City/Country
Boston, MA, United States
Language
English
Edition Statement
5th edition
ISBN10
0205609996
ISBN13
9780205609994
Bestsellers rank
12,199