Influence: Science and Practice

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Influence: Science and Practice

Influence: Science and Practice

Name: Influence: Science and Practice
ISBN: 9780321011473

Robert B. Cialdini

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Influence: Science and Practice is an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say вЂњyesвЂќ 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 вЂњyes.вЂќ 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.

Thể loại:

Medicine

Năm:

2000

In lần thứ:

Nhà xuát bản:

Allyn & Bacon

Ngôn ngữ:

english

Trang:

290

ISBN 10: