Items related to Influence: Science and Practice
Synopsis
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.
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- PublisherHarpercollins College Div
- Publication date1993
- ISBN 10 0673467511
- ISBN 13 9780673467515
- BindingPaperback
- LanguageEnglish
- Edition number3
- Number of pages253
- Rating
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Influence: Science and Practice
Published by
HarperCollins Publishers, 1993
ISBN 10: 0673467511
ISBN 13: 9780673467515
Used
Softcover
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Influence: Science and Practice
Published by
HarperCollins Publishers, 1993
ISBN 10: 0673467511
ISBN 13: 9780673467515
Used
Softcover
Seller: SecondSale, Montgomery, IL, U.S.A.
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Influence: Science and Practice
Published by
Harpercollins College Div (edition 3), 1993
ISBN 10: 0673467511
ISBN 13: 9780673467515
Used
Paperback
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Influence : Science and Practice
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Pearson Education, Limited, 1997
ISBN 10: 0673467511
ISBN 13: 9780673467515
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Influence : Science and Practice
Published by
Pearson Education, Limited, 1997
ISBN 10: 0673467511
ISBN 13: 9780673467515
Used
Softcover
Seller: Better World Books, Mishawaka, IN, U.S.A.
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Influence: Science and Practice
Published by
HarperCollins Publishers, 1992
ISBN 10: 0673467511
ISBN 13: 9780673467515
Used
Paperback
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Influence: Science and Practice
Published by
HarperCollins Publishers, 1993
ISBN 10: 0673467511
ISBN 13: 9780673467515
Used
paperback
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paperback. Condition: Very Good. Connecting readers with great books since 1972! Used books may not include companion materials, and may have some shelf wear or limited writing. We ship orders daily and Customer Service is our top priority! Seller Inventory # S_429752745
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Influence: Science and Practice
Published by
Harpercollins College Div, 1993
ISBN 10: 0673467511
ISBN 13: 9780673467515
Used
Paperback
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Influence: Science and Practice
Published by
HarperCollins Publishers, 1993
ISBN 10: 0673467511
ISBN 13: 9780673467515
Used
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Influence: Science and Practice
Published by
HarperCollins Publishers, 1992
ISBN 10: 0673467511
ISBN 13: 9780673467515
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