Influence: Science and Practice

Cialdini, Robert B.

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ISBN 10: 0673467511 ISBN 13: 9780673467515

Published by HarperCollins Publishers, 1993

Language: English

Condition: Used - Good Soft cover

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Bibliographic Details

Title

Influence: Science and Practice

Publisher

HarperCollins Publishers

Publication Date

1993

Language

English

ISBN 10

0673467511

ISBN 13

9780673467515

Binding

Soft cover

Edition

3rd Edition

Condition

Good

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About this title

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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