Items related to Influence: Science and Practice (International Edition)
Synopsis
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.
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About the Author
Dr. Robert Cialdini is Regents' Professor of Psychology at Arizona State University, and also consults widely on the subject of influence.
From the Back Cover
Over a quarter million copies sold!
How does this information make you feel about the book? If, even for a moment, you thought that a proven and popular book might be the one you were interested in, you may have been persuaded by a potent principle of influence―in this case, the principle of social proof.
Have you ever found yourself saying “yes” to a telemarketer or to a child selling candy and then wonder why you have just agreed to subscribe to a magazine that you really aren't interested in or to buy a candy bar that you really don't want? In this revised, updated, and expanded book, not only will you find out what techniques were used to get you to say yes, but you will also learn some worthwhile ways to defend yourself from future requests.
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- PublisherPearson
- Publication date2003
- ISBN 10 0321188950
- ISBN 13 9780321188953
- BindingPaperback
- LanguageEnglish
- Edition number4
- Number of pages262
- Rating
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Influence Science & Practice
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Paperback. Condition: Good. No Jacket. Pages can have notes/highlighting. Spine may show signs of wear. ~ ThriftBooks: Read More, Spend Less 0.75. Seller Inventory # G0321188950I3N00
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Influence: Science and Practice (International Edition)
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Influence: Science and Practice (International Edition)
Seller: WorldofBooks, Goring-By-Sea, WS, United Kingdom
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Influence : Science and Practice
Published by
Pearson Education, Limited, 2003
ISBN 10: 0321188950
ISBN 13: 9780321188953
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Softcover
Seller: Better World Books Ltd, Dunfermline, United Kingdom
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Condition: Good. Ships from the UK. Former library book; may include library markings. Used book that is in clean, average condition without any missing pages. Seller Inventory # GRP16693962
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INFLUENCE SCIENCE&PRACTICE
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