Influence: Science and Practice Book + PRICE WATCH * Amazon pricing is not included in price watch

Influence: Science and Practice Book

Influence : Paperback : Pearson Education (US) : 9780205609994 : 0205609996 : 03 Sep 2008 : In his bestselling book, Cialdini, former salesperson, fundraiser, and advertiser, examines the science and practice of compliance. Widely used in classes, this eagerly awaited revision includes updated coverage of popular culture and new technology and more on how compliance principles work in other cultures.Read More

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  • Product 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.

  • 0205609996
  • 9780205609994
  • Robert B. Cialdini
  • 29 July 2008
  • Pearson Education
  • Paperback (Book)
  • 272
  • 5
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