0205609996

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Search Results: displaying 1 - 1 of 1   --> 0205609996 ( ISBN )  

 
 

Influence: Science and Practice (5th Edition)
Author(s): Robert B. Cialdini
ISBN: 0205912966 ISBN-13: 9780205609994

Format: Paperback   Pages: 272 Edition: 5th   
Pub. Date: 2008-08-08 Publisher: Allyn and Bacon
List Price: $33.60

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Book Description

Influence: Science and Practice (5th Edition)

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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