Influence: Science and Practice

Cialdini, Robert B.

ISBN 10: 0321011473 / ISBN 13: 9780321011473

Verlag: Allyn & Bacon, 2001

Beschreibung

Bestandsnummer des Verkäufers 0321011473-3-24131754

Bibliografische Details

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

Über 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.

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.