Influence: Science and Practice
Cialdini, Robert B.
Sold by Giant Giant, Reston, VA, U.S.A.
AbeBooks Seller since December 6, 2022
Used - Soft cover
Condition: Used - Very good
Ships within U.S.A.
Quantity: 1 available
Add to basketSold by Giant Giant, Reston, VA, U.S.A.
AbeBooks Seller since December 6, 2022
Condition: Used - Very good
Quantity: 1 available
Add to basketVery Good condition.Crisp pages. Clean cover and pages. Book shows minimal shelf wear. No highlighting/marking. Not Satisfied? Contact us to get a refund.
Seller Inventory # BRG-38_7_762
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.
He attributes his long-standing interest in the intricacies of social influence to the fact that he was raised in an entirely Italian family, in a predominantly Polish neighborhood, in a historically German city (Milwaukee), in an otherwise rural state.
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