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Bestandsnummer des Verk�ufers ZWV.0321011473.A

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Bibliografische Details

Titel: Influence: Science and Practice
Verlag: Allyn & Bacon
Erscheinungsjahr: 2001
Sprache: Englisch
ISBN-10: 0321011473
ISBN-13: 9780321011473
Einband: Softcover
Zustand: acceptable

�ber diesen Titel

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.

�ber 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.

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