Influence: Science and Practice: Science and Practice: Pearson New International Edition - Softcover

Cialdini, Robert

Softcover

ISBN 10: 1292022299 ISBN 13: 9781292022291

Verlag: Pearson, 2013

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.

Über diesen Titel

Von der hinteren Coverseite

Influence: Science and Practiceis 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.

Details zur Ausgabe

• Verlag: Pearson
• Erscheinungsdatum: 2013
• Sprache: Englisch
• ISBN 10: 1292022299
• ISBN 13: 9781292022291
• Einband: Taschenbuch
• Auflage: 5
• Anzahl der Seiten: 272
• Kontakt zum Hersteller: Pearson Benelux BV; productsafety@pearson.com; ; Kabelweg 37; Amsterdam; 1014 BA; Niederlande