Influence: Science and Practice - Softcover

Cialdini, Robert B.

Softcover

ISBN 10: 0673467511 ISBN 13: 9780673467515

Verlag: Pearson, 1997

Inhaltsangabe

Narrative writing is combined with scholarly ideas in this examination of the psychology of compliance (ie uncovering which factors cause one person to say "yes" to another's request). By combining evidence from two relevant, but very different arenas - the realm of controlled research and the working world of influence professionals - this book looks at this issue in terms of six basic principles of psychology (one to a chapter). These principles direct human behaviour, and are therefore extremely powerful: reciprocation, consistency, social validation, liking, authority and scarcity. This text is a supplement for courses in introductor psychology, social psychology, management, sales, marketing and persuasion.

Details zur Ausgabe

• Verlag: Pearson
• Erscheinungsdatum: 1997
• Sprache: Englisch
• ISBN 10: 0673467511
• ISBN 13: 9780673467515
• Einband: Taschenbuch
• Auflage: 3
• Anzahl der Seiten: 253
• Kontakt zum Hersteller: Nicht verfügbar
• Verantwortliche Person: Riccardo Bacigalupo; riccardo.bacigalupo@sanoma.it; ; Sanoma Italia Via Arconati, 1 �; Milano; 20135; Italien