Influence: Science and Practice: Science and Practice: United States Edition - Softcover

Cialdini, Robert B.

 
9780321011473: Influence: Science and Practice: Science and Practice: United States Edition
Softcover
ISBN 10: 0321011473 ISBN 13: 9780321011473
Verlag: Pearson, 2000

Inhaltsangabe

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.

Die Inhaltsangabe kann sich auf eine andere Ausgabe dieses Titels beziehen.

Über die Autorin bzw. den Autor

Dr. Robert Cialdini is Regents' Professor of Psychology at Arizona State University, and also consults widely on the subject of influence.

„Über diesen Titel“ kann sich auf eine andere Ausgabe dieses Titels beziehen.

Verlag
Pearson
Erscheinungsdatum
2000
Sprache
Englisch
ISBN 10 
0321011473
ISBN 13 
9780321011473
Einband
Taschenbuch
Anzahl der Seiten
262
Kontakt zum Hersteller
Nicht verfügbar
Verantwortliche Person
Riccardo Bacigalupo
riccardo.bacigalupo@sanoma.it

Sanoma Italia Via Arconati, 1 �
Milano
20135
Italien

Weitere beliebte Ausgaben desselben Titels

9781728778488: Influence (Marshall Law, Band 1)

Vorgestellte Ausgabe

ISBN 10:  1728778484 ISBN 13:  9781728778488
Verlag: Independently published, 2018
Softcover