Influence: Science and Practice (Paperback)

Robert Cialdini

ISBN 10: 1292022299 / ISBN 13: 9781292022291

Published by Pearson Education Limited, Harlow, 2013

About this Item

Paperback. Influence: Science and Practiceis 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. Shipping may be from multiple locations in the US or from the UK, depending on stock availability.

Seller Inventory # 9781292022291

Bibliographic Details

• Title: Influence: Science and Practice (Paperback)
• Publisher: Pearson Education Limited, Harlow
• Publication Date: 2013
• Language: English
• ISBN 10: 1292022299
• ISBN 13: 9781292022291
• Binding: Paperback
• Edition: 5th or later Edition
• Condition: new

About this title

Synopsis

Influence